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Control Your Emotions To Control The Sale, Dan Hill Returns

Dan Hill Returns




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

  • He's an emotions expert
  • Not mind control
  • It's a feedback loop
  • We've all been lied to...hint...deflect...hold back
  • Emotions, momentum, etc. matter
  • Facial encoding
  • Find a better course of action when you can read people
  • Salespeople see what's happening at the grassroots level
  • Body language is limited in its ability
  • Facial coding can get you into seven emotions
  • Two dominant emotions are happiness and anger
    • Approach emotions
    • Happiness: open to consideration
    • Anger: approaching to strike you
      • Maybe confused
      • Eyebrows come together and go down
      • Lips purse together so hard and you get a bulge on the bottom
      • Snake eyes: I'll defy you
Dan Hill on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®

  • He was trying to displace an incumbent in a sales opportunity but took a bad approach and saw the lip bulge and never recovered
  • He won another sale and in his euphoric state he missed some signals in his next sale and lost that one

How To Control Every Sale
Honey, just spit it out. What are you trying to sell me?"
  • If you talk too much you'll talk yourself out of the sale
  • Look for valence: onboard or not onboard
  • Leonardo Davinci
  • Contempt and trust are key in sales
  • A smirk can look like a smile if we're not paying attention
  • Look for the "Mona Lisa smile"
  • The face is the only place where the muscles attach directly to the skin
  • Writing is painful but forces you to learn

Which CRM Is Right For You?


  • Focus on contrasts because we're simple creatures
  • Facial coding, "By the age of 50, a man has the face he deserves." George Orwell
  • Myers-Briggs is limited
    • Doesn't allow for neuroticism
    • About 40% of us are neurotic
  • The Big Five or OCEAN
    • Openness to Experiences
    • Conscientiousness
    • Extraversion
    • Agreeableness
    • Neuroticism

Sales Growth Tools Mentioned In The Sales Podcast

Order Wes's second book to think, market, and close like The Sales Whisperer.