Control Your Emotions To Control The Sale, Dan Hill Returns Nov 13, 2021 Wes Schaeffer The Sales Podcast Professional Development Marketing Automation Digital Marketing Entrepreneur Share this blog post on Twitter Share this blog post on Facebook Share this blog post on LinkedIn Dan Hill Returns [ LISTEN NOW ON ITUNES ] 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 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 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 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 Get his book, "Blah, Blah, Blah: A Snarky Guide to Office Lingo" Get the "The Devil's Dictionary"