The Whisper Confidential
The Sales Podcast
Control Your Emotions To Control The Sale, Dan Hill Returns
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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

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