Control Your Emotions To Control The Sale, 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

    • 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

  • 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

  1. Facial coding, "By the age of 50, a man has the face he deserves." George Orwell

  2. Myers-Briggs is limited

     • Doesn't allow for neuroticism

     • About 40% of us are neurotic

  3. 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"