How to Read and Defuse The Fear in Selling With Dan Hill
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- PhD 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
Sales is a fear-filled environment. You must read it and defuse it."
- 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 road kill
- Facial coding is reasonably simple yet powerful enough
- 7 core emotions
- 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 side of the face in symmetry
- He was out-numbered in a 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
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