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"