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How to Read and Defuse The Fear in Selling With Dan Hill

Posted by Wes Schaeffer | Jul 27, 2020 4:00:00 AM

Decode their faces to keep your sales on pace

Click here to download the episode. 


Sales Tips you'll learn today on The Sales Podcast...

  • PhD in English
  • Lived in Italy and didn't know the language so he learned how to read people.
  • 1998 he was at IBM and was sent an article on how emotional we are as decision makers
  • "What customers can't say" by David Wolf
  • At least 95% of our mental activity is not fully conscious...lots of gut reactions
  • We're all in sales
  • Sales is a fear-filled environment
    • The salesperson is afraid of losing the sale
    • The prospect is afraid of being the prey
    • Fear is not conducive to communication
  • Develop affinity before/during the presentation

Eat Better, Sell More

  • It's more than mirroring
Sales is a fear-filled environment. You must read it and defuse it."
  • Read their faces
  • Are they looking at their watches?
  • Look at the room. Look for photos. Inquire about them. If they're a striver they'll be happy to discuss.
  • You're looking for context.
  • We are only dimly aware of ourselves
  • "By the age of 50 a man has the face he deserves."
  • What's the give and take like?
  • You're either flexible or you're road kill
  • Facial coding is reasonably simple yet powerful enough
  • 7 core emotions
    • Happiness
    • Surprise
    • Anger
    • Fear
    • Sadness
    • Disgust
    • Contempt
    • 23 expressions that cover these seven emotions
  • Striver or Hothead
  • Natural skeptic (smirk, contempt)
  • Ambiguous situations (UCLA study)
    • 55% of the true communication comes from the face
    • 7% from the words
  • The average person tells 4-5 lies per day
  • Body language can tell you something but it's not as detailed as facial expressions
  • Body language can be faked more easily
  • Body language can be affected by gender and culture
  • "Lie to Me" was pretty accurate
  • Lots of fear in the Jacksons could be seen when they were young
  • Bio-feedback looks at only two muscles and botox hinders
  • Now he looks at 44 muscles on both side of the face in symmetry
  • He was out-numbered in a negotiation with Toyota
    • One was drifting off
    • Your emotions turn on when you care
  • He was doing work in 2012 in the Mexican Presidential debate
    • He had a 100-person sample that watched the debate
    • He realized who the strongest opponent was
  • Happiness and anger are about 70% of a person's emotions
  • 9 ways to show anger
    • Eyebrows pinched together and lower
    • Mouth pursing together (maybe they're confused)
    • "Snake eyes" with the eyes going narrow
    • If the mouth comes together so strongly that there's a bulge in the lower lip
  • Voice is similar to body language so it's not quite as accurate
  • The difference between a smile and a smirk is profitability

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Professional Development, Marketing Automation, Digital Marketing, Entrepreneur

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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