#11: How to read people, with Dan Seidman

The eyes may be the window to the soul, but the face is the mirror of emotions.

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Once you learn to read the cues in a person’s microexpressions, you will have a good idea of what that person is feeling. A microexpression is a fleeting, split-second expression that you might not even notice if you’re not attuned to it. This week’s guest, Dan Seidman, says the ability to read microexpressions will not only guide your sales process – but also help you navigate all your relationships.

Dan was recognized as the International Sales Training Leader of the Year in 2013 and has designed sales training in the U.S. and across the planet from Vietnam to Venezuela.

SHOW NOTES:

02:00  Dan bases his microexpression insight on the research of Paul Ekman, who inspired the TV series “Lie to Me.”

07:00  How can you start using this technique effectively?

07:45  Dan reflects on a flight he was on from Chicago to Los Angeles with this son, who was 12 or 13 at the time, and the lesson they witnessed in microexpressions.

11:40  What does someone have to do to start integrating this practice into their life and work?

14:00  For another idea on how to train in recognizing microexpressions, Dan says a recent movie provides a great example.

16:20  In Dan’s book “The Secret Language of Influence,” he talks about language patterns – and how, when they’re not congruent, you know something is wrong. To understand this, Dan says, we also need to understand whether people are motivated by pain or gain – a concept he’s studied at length.

19:30  Dan gives a specific example of all of this in action.