Dan Hill Returns
[ LISTEN NOW ON ITUNES ]
- 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