November 12, 2021

Control Your Emotions To Control The Sale, Dan Hill Returns

52 minutes

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"

...more

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By Wes Schaeffer

4.8

131131 ratings

November 12, 2021

Control Your Emotions To Control The Sale, Dan Hill Returns

52 minutes

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"