How to Read and Defuse The Fear in Selling With Dan Hill

Decode their faces to keep your sales on pace

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People-Reading Tips you’ll learn today on The Sales Podcast…

• Ph.D. in English

• Lived in Italy and didn’t know the language so he learned how to read people.

• 1998 he was at IBM and was sent an article on how emotional we are as decision-makers

• “What customers can’t say” by David Wolf

• At least 95% of our mental activity is not fully conscious…lots of gut reactions

• We’re all in sales

• Sales is a fear-filled environment

  • The salesperson is afraid of losing the sale

  • The prospect is afraid of being the prey

  • Fear is not conducive to communication

• Develop affinity before/during the presentation

• It’s more than mirroring

• Read their faces

• Are they looking at their watches?

• Look at the room. Look for photos. Inquire about them. If they’re a striver they’ll be happy to discuss.

• You’re looking for context.

• We are only dimly aware of ourselves

• “By the age of 50 a man has the face he deserves.”

• What’s the give and take like?

• You’re either flexible or you’re roadkill

• Facial coding is reasonably simple yet powerful enough

• 7 core emotions

  • Happiness

  • Surprise

  • Anger

  • Fear

  • Sadness

  • Disgust

  • Contempt

  • 23 expressions that cover these seven emotions

• Striver or Hothead

• Natural skeptic (smirk, contempt)

• Ambiguous situations (UCLA study)

  • 55% of the true communication comes from the face

  • 7% from the words

• The average person tells 4-5 lies per day

• Body language can tell you something but it’s not as detailed as facial expressions

• Body language can be faked more easily

• Body language can be affected by gender and culture

• “Lie to Me” was pretty accurate

• Lots of fear in the Jacksons could be seen when they were young

• Bio-feedback looks at only two muscles and botox hinders

• Now he looks at 44 muscles on both sides of the face in symmetry

• He was out-numbered in negotiation with Toyota

  • One was drifting off

  • Your emotions turn on when you care

• He was doing work in 2012 in the Mexican Presidential debate

  • He had a 100-person sample that watched the debate

  • He realized who the strongest opponent was

• Happiness and anger are about 70% of a person’s emotions

• 9 ways to show anger

  • Eyebrows pinched together and lower

  • Mouth pursing together (maybe they’re confused)

  • “Snake eyes” with the eyes going narrow

  • If the mouth comes together so strongly that there’s a bulge in the lower lip

• Voice is similar to body language so it’s not quite as accurate

• The difference between a smile and a smirk is profitability

Links Mentioned In The Sales Podcast

• Get Dan Hill’s books at Sensory Logic

• Faces of the Week blog

• “Famous Faces Decoded”