Control Your Emotions To Control The Sale, Dan Hill Returns

Dan Hill Returns

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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

• 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“