---
title: Control Your Emotions To Control The Sale, Dan Hill Returns
description: Dan Hill, Ph.D., has written his ninth book to help you better control your emotions to control the sales process and returns to The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/Dan%20Hill-the-sales-podcast-wes-schaeffer.png
---
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Nov 13, 2021
# Control Your Emotions To Control The Sale, Dan Hill Returns
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Dan Hill Returns
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Emotional Tips](https://thesaleswhisperer.com/blog/dan-hill)you'll learn today on **[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)**...
- He's an [emotions expert](https://thesaleswhisperer.com/blog/mark-goulston)
- Not [mind control](https://thesaleswhisperer.com/blog/paul-mascetta)
- It's a feedback loop
- We've all been [lied to](https://thesaleswhisperer.com/blog/the-lies-my-sales-manager-told-me/)...hint...deflect...hold back
- Emotions, [momentum](https://thesaleswhisperer.com/blog/three-classes-of-mankind-motion-beats-meditation/), 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](https://thesaleswhisperer.com/blog/oren-klaff-pitch-anything) 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
[](https://thesaleswhisperer.com/blog/dan-hill)
- 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
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLILHQwGVAGnTixFM%2FKRaj6UUDWI6aoFPE8IYLOhlPnkF0GY8IBbBpayNAkEe0BZwSWcIeMjbq%2B4aTceNKyp%2FlJeGmNJlLhKEE%2BM%2BKQ1EdkDkju67yC%2FlyHn3fjIbwSvmXqRGSgCFmMsHhfsy1l0KF6nF2Gn4cpfYfUfbA6oWsGejs8ZJj0eboEe4mTfKrUAY5ulKZxGZm2%2F2KKBiOlEB9XO&webInteractiveContentId=184500196010&portalId=443614)
> Honey, just spit it out. What are you trying to sell me?"
- If [you talk too much](https://thesaleswhisperer.com/blog/shut-up-youre-not-paid-by-the-word/) you'll talk yourself out of the sale
- Look for valence: onboard or not onboard
- Leonardo Davinci
- [Contempt and trust are key in sales](https://thesaleswhisperer.com/blog/building-value-in-sales-by-building-trust/)
- 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](https://thesaleswhisperer.com/blog/copywriting-101/) is painful but forces you to learn
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLILHQwGVAGnTixFM%2FKRaj6UUDWI6aoFPE8IYLOhlPnkF0GY8IBbBpayNAkEe0BZwSWcIeMjbq%2B4aTceNKyp%2FlJeGmNJlLhKEE%2BM%2BKQ1EdkDkju67yC%2FlyHn3fjIbwSvmXqRGSgCFmMsHhfsy1l0KF6nF2Gn4cpfYfUfbA6oWsGejs8ZJj0eboEe4mTfKrUAY5ulKZxGZm2%2F2KKBiOlEB9XO&webInteractiveContentId=184500196010&portalId=443614)
- 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](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting)
- 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](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- Get his book, "[Blah, Blah, Blah: A Snarky Guide to Office Lingo](https://amzn.to/3nVdnUL)"
- Get the "The Devil's Dictionary"
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/mario-martinez)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Control and Heal Yourself to Profit and Prosper: Dr. Mario Martinez](https://thesaleswhisperer.com/blog/mario-martinez)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 19, 2023
Achieve your goals in wellness and production \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/mario-martinez)
[](https://thesaleswhisperer.com/blog/jab-with-a-smile-to-control-the-sale)
[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)
## [Jab With a Smile to Flip The Script and Control the Sale](https://thesaleswhisperer.com/blog/jab-with-a-smile-to-control-the-sale)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
[Read more](https://thesaleswhisperer.com/blog/jab-with-a-smile-to-control-the-sale)
[](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-11)
[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)
## [365 Ways To Double Your Sales - 11](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-11)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Once your prospect agrees to invite you to his place of work the real work begins. At that point...
[Read more](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-11)
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