Episode 48: Sales Lessons to Learn from Tom BradyToday's episode focuses on how sales managers and their sales team can learn a thing or two from the famous, retired, all-star quarterback, Tom Brady. He was considered one of the best quarterbacks by teammates and coaches alike because he possessed some of the most important personality characteristics that resonated with his entire team. Confidence, optimism, competitiveness, creativity, just to name a few. And guess what? These same characteristics are what separates Hunter salespeople from the rest of the pack. Just as Tom Brady carried his team and seized victory, you too can rise to the occasion and lead your sales team to success!Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:Ep 18: Great Coaches Treat Each Player DifferentlyEp 29: The #1 Thing a Sales Manager Can Do For a SalespersonEp 43: Passion is Contagious and Compelling in SalesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [Sales Psyched intro music plays] [00:30]  Chris Croner: In today's episode we're going to talk about a person who many call the ultimate professional. [00:33]  As you know, Tom Brady just retired after finishing his 22nd season and as he looks back on his career, let's stop and pay tribute to this ultimate competitor. Confident, competitive, cool under fire, creative, brings out the best in his teammates.[00:52]  For you sales managers you're the quarterback of a team of competitive, high performance sales athletes. You need to be confident because your salespeople are watching you and confidence is contagious.[01:05]   Of course you're competitive and able to bring out the fire of competitiveness in your team. But you also need to be cool under fire when all hell is breaking loose on client pursuit and deadlines. [01:17]   And for you salespeople, like Brady, sometimes you have to step outside the pocket and improvise because selling doesn't always follow the perfect script. In fact, it rarely does. [01:30]  The other thing that's so impressive about Tom Brady is his consistency. Over many years, he's conducted himself with a demeanor that his teammates count on as the backbone and model for the entire team. Efficient, well prepared, the ultimate professional. Exactly the approach and demeanor we need to consistently bring to every sales meeting, phone call, or zoom call.[01:53]  No matter what our role on the sales team, Tom Brady is a great role model for us all. See you next time. [soft outro music plays][02:00]  Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Episode 48: Sales Lessons to Learn from Tom Brady Today's episode focuses on how sales managers and their sales team can learn a thing or two from the famous, retired, all-star quarterback, Tom Brady. He was considered one of the best quarterbacks by teammates and coaches alike because he possessed some of the most important personality characteristics that resonated with his entire team. Confidence, optimism, competitiveness, creativity, just to name a few. And guess what? These same characteristics are what separates Hunter salespeople from the rest of the pack. Just as Tom Brady carried his team and seized victory, you too can rise to the occasion and lead your sales team to success! Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out: <ul><li><a href="https://podcasts.bcast.fm/e/2862qxl8" rel="nofollow" target="_blank">Ep 18: Great Coaches Treat Each Player Differently</a></li><li><a href="https://podcasts.bcast.fm/e/v85r733n" rel="nofollow" target="_blank">Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson</a></li><li><a href="https://podcasts.bcast.fm/e/1830009n-ep-43-passion-is-contagious-and-compelling-in-sales" rel="nofollow" target="_blank">Ep 43: Passion is Contagious and Compelling in Sales</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- Transcript [soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [Sales Psyched intro music plays] [00:30]  Chris Croner: In today's episode we're going to talk about a person who many call the ultimate professional. [00:33]  As you know, Tom Brady just retired after finishing his 22nd season and as he looks back on his career, let's stop and pay tribute to this ultimate competitor. Confident, competitive, cool under fire, creative, brings out the best in his teammates. [00:52]  For you sales managers you're the quarterback of a team of competitive, high performance sales athletes. You need to be confident because your salespeople are watching you and confidence is contagious. [01:05]   Of course you're competitive and able to bring out the fire of competitiveness in your team. But you also need to be cool under fire when all hell is breaking loose on client pursuit and deadlines. [01:17]   And for you salespeople, like Brady, sometimes you have to step outside the pocket and improvise because selling doesn't always follow the perfect script. In fact, it rarely does. [01:30]  The other thing that's so impressive about Tom Brady is his consistency. Over many years, he's conducted himself with a demeanor that his teammates count on as the backbone and model for the entire team. Efficient, well prepared, the ultimate professional. Exactly the approach and demeanor we need to consistently bring to every sales meeting, phone call, or zoom call. [01:53]  No matter what our role on the sales team, Tom Brady is a great role model for us all. See you next time. [soft outro music plays] [02:00]  Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Ep 48: Sales Lessons to Learn from Tom Brady

Episode 47: High Risk, High Reward in SalesToday's episode focuses on risk taking in sales and the rewards that can follow when applied correctly. Knowing how and when to take risks is an important skill all salespeople should know and master. Not taking risks is safe and comfortable, but its also predictable. As you're listening, think of ways you can start applying some risk to your sales routine.Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:Ep 39: Try a Creative Approach to SellingEp 40: How the Best Salespeople Turn Problems into OpportunitiesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [Sales Psyched intro music][00:30]  Chris Croner: Taking risks, can yield big rewards. The great thing about studying selling and persuasion is you never know where a crazy example of marketing and sales may come from.[00:40]  This idea comes from some high school kids who are trying to get into Yale, one of the toughest colleges in the world for admission.[00:48]  My colleague tells a story about his daughter who had a phenomenal high school career. So, they flew up to New Haven to visit Yale. It was an impressive place. Tree lined sidewalks, Gothic architecture. The whole ivy league picture. They walked around and eventually gathered in an auditorium for a presentation on how best to apply. [01:12]  The presenter focused on the importance of the student's personal letter. The admissions committee wanted to see authenticity, creativity, intelligence, etc. [01:23]  As a sales guy, my colleague couldn't resist asking the presenter how anyone got their letters to stand out in a sea of intelligent letters written by smart students. Did she have any examples of crazy letters that really stood out and turned their heads.[01:37]  She laughed and said, "Well a couple come to mind." One, a student wrote the whole letter without any punctuation, but her favorite was a student who wrote her letter in a circle. Starting on the inside and growing larger and larger loops as her letter grew. My colleague asked if she was admitted and the presenter said yes, and of course the crowd laughed and applauded. [02:02]  That's a great example of what we psychologists call, 'The Von Restorff Effect.' When everybody else zigs, you zag. It's high risk, high reward and can be particularly useful for a new company or product going up against entrenched competitors. Apple's famous sledgehammer commercial deployed this strategy and changed the perception of computers forever. See you next time. [soft outro music][02:32]  Chris Croner:Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. Until next time. Take care.

Episode 47: High Risk, High Reward in Sales Today's episode focuses on risk taking in sales and the rewards that can follow when applied correctly. Knowing how and when to take risks is an important skill all salespeople should know and master. Not taking risks is safe and comfortable, but its also predictable. As you're listening, think of ways you can start applying some risk to your sales routine. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out: <ul><li><a href="https://podcasts.bcast.fm/e/08jv1q28" rel="nofollow" target="_blank">Ep 39: Try a Creative Approach to Selling</a></li><li><a href="https://podcasts.bcast.fm/e/18ppj0k8" rel="nofollow" target="_blank">Ep 40: How the Best Salespeople Turn Problems into Opportunities</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- Transcript [soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [Sales Psyched intro music] [00:30]  Chris Croner: Taking risks, can yield big rewards. The great thing about studying selling and persuasion is you never know where a crazy example of marketing and sales may come from. [00:40]  This idea comes from some high school kids who are trying to get into Yale, one of the toughest colleges in the world for admission. [00:48]  My colleague tells a story about his daughter who had a phenomenal high school career. So, they flew up to New Haven to visit Yale. It was an impressive place. Tree lined sidewalks, Gothic architecture. The whole ivy league picture. They walked around and eventually gathered in an auditorium for a presentation on how best to apply. [01:12]  The presenter focused on the importance of the student's personal letter. The admissions committee wanted to see authenticity, creativity, intelligence, etc. [01:23]  As a sales guy, my colleague couldn't resist asking the presenter how anyone got their letters to stand out in a sea of intelligent letters written by smart students. Did she have any examples of crazy letters that really stood out and turned their heads. [01:37]  She laughed and said, "Well a couple come to mind." One, a student wrote the whole letter without any punctuation, but her favorite was a student who wrote her letter in a circle. Starting on the inside and growing larger and larger loops as her letter grew. My colleague asked if she was admitted and the presenter said yes, and of course the crowd laughed and applauded. [02:02]  That's a great example of what we psychologists call, 'The Von Restorff Effect.' When everybody else zigs, you zag. It's high risk, high reward and can be particularly useful for a new company or product going up against entrenched competitors. Apple's famous sledgehammer commercial deployed this strategy and changed the perception of computers forever. See you next time. [soft outro music] [02:32]  Chris Croner:Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. Until next time. Take care.

Ep 47: High Risk, High Reward in Sales

Episode 46: March Madness With a Surprise TwistMany of us have participated, or are at least familiar, with the pools and brackets of March Madness. It is a great and fun way to connect with your customers. But what if there was a way to elevate your March Madness and to create a contest that your clients will never forget?Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:Ep 36: Salespeople: Are You Exceeding Customer ExpectationsEp 37: Learn to Identify Opportunities for Relationship SellingEp 39: Try a Creative Approach to SellingMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: Most of us have participated in the ritual of March Madness pools and brackets, but we know a salesperson who decided to do something a little different with the concept and this one is pretty darn original.[00:43]  A few years ago, the Pope retired and all the cardinals gathered in the Vatican to elect his successor. Our sales guy decided to do a 'Final Four' type contest on the election of the pope. He sent out all the names of the cardinals to his customers with lots of fanfare, gathered names and built up to the big day. [01:06]  When the white smoke came out and the name was announced, everybody was pinned to their screens and the winner received a prize. Nobody ever forgot it. [01:15]  It's great psychology to take something that's well known like March Madness or the Super Bowl and apply the familiar, great feelings associated with those platforms with variations and surprises. I've also heard it done with things like the Academy Awards, but a Pope election? Now that's original. So keep having fun out there. Sales is about emotions, raise the emotions make the sale, see you next time.[soft melody theme music]Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Episode 46: March Madness With a Surprise Twist Many of us have participated, or are at least familiar, with the pools and brackets of March Madness. It is a great and fun way to connect with your customers. But what if there was a way to elevate your March Madness and to create a contest that your clients will never forget? Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out: <ul><li><a href="https://podcasts.bcast.fm/e/183v6x9n" rel="nofollow" target="_blank">Ep 36: Salespeople: Are You Exceeding Customer Expectations</a></li><li><a href="https://podcasts.bcast.fm/e/28634z5n" rel="nofollow" target="_blank">Ep 37: Learn to Identify Opportunities for Relationship Selling</a></li><li><a href="https://podcasts.bcast.fm/e/08jv1q28" rel="nofollow" target="_blank">Ep 39: Try a Creative Approach to Selling</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- Transcript [soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Most of us have participated in the ritual of March Madness pools and brackets, but we know a salesperson who decided to do something a little different with the concept and this one is pretty darn original. [00:43]  A few years ago, the Pope retired and all the cardinals gathered in the Vatican to elect his successor. Our sales guy decided to do a 'Final Four' type contest on the election of the pope. He sent out all the names of the cardinals to his customers with lots of fanfare, gathered names and built up to the big day. [01:06]  When the white smoke came out and the name was announced, everybody was pinned to their screens and the winner received a prize. Nobody ever forgot it. [01:15]  It's great psychology to take something that's well known like March Madness or the Super Bowl and apply the familiar, great feelings associated with those platforms with variations and surprises. I've also heard it done with things like the Academy Awards, but a Pope election? Now that's original. So keep having fun out there. Sales is about emotions, raise the emotions make the sale, see you next time. [soft melody theme music] Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Ep 46: March Madness With a Surprise Twist

Episode 45: Sell with Emotions: People Buy Dreams, Not ThingsWe've said it before and we'll say it again: Emotions are powerful in sales! Knowing how and when to connect to a buyer's emotions during a sales pitch will tip the scales in your favor. In today's episode, Dr. Chris Croner shares a story of how a contractor upped his sales game by learning how to sell with emotions. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:Ep 37: Learn to Identify Opportunities for Relationship SellingEp 43: Passion is Contagious and Compelling in SalesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: In today's episode, we're gonna talk about how to rise above commodity sales. [00:35]  We had a client once who built decks, big beautiful decks, into the affluent segment of the market. Naturally, he felt he was the best deck builder in the area, but all his competitors said the same thing. Their websites look the same and prices for the decks were, for the most part, commoditized. [00:57]  Our client came to us for help. So we asked him to give us his presentation. In a nutshell, he showed pictures of decks. He talked about material and angles and stability, all important things of course, but it was obvious he was missing the real point.[01:15]  People don't buy decks, they buy dreams, they buy the vision and anticipation of the feelings and the emotions they'll experience if they make this investment.[01:25]  We advised our deck salesperson that it was his job to find out what the prospect's vision for the deck was and literally tell a story and paint a picture of life on the deck after it's installed to be detailed and vivid. Here's where the barbecue can go. Here's where the DJ can plug in, here's where you can place the big screen tv for the Super Bowl parties and here's how I'll help you achieve that vision with my craftsmanship and experience.[01:57]  People operate on emotion. Connect to the emotion, the vision, the dream, and you'll rise above competitors who only sell at the intellectual level. See you next time. [soft melody theme music]Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Episode 45: Sell with Emotions: People Buy Dreams, Not Things We've said it before and we'll say it again: Emotions are powerful in sales! Knowing how and when to connect to a buyer's emotions during a sales pitch will tip the scales in your favor. In today's episode, Dr. Chris Croner shares a story of how a contractor upped his sales game by learning how to sell with emotions. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out: <ul><li>Ep 37: <a href="https://podcasts.bcast.fm/e/28634z5n" rel="nofollow" target="_blank">Learn to Identify Opportunities for Relationship Selling</a></li><li>Ep 43: <a href="https://podcasts.bcast.fm/e/1830009n-ep-43-passion-is-contagious-and-compelling-in-sales" rel="nofollow" target="_blank">Passion is Contagious and Compelling in Sales</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- Transcript [soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: In today's episode, we're gonna talk about how to rise above commodity sales. [00:35]  We had a client once who built decks, big beautiful decks, into the affluent segment of the market. Naturally, he felt he was the best deck builder in the area, but all his competitors said the same thing. Their websites look the same and prices for the decks were, for the most part, commoditized. [00:57]  Our client came to us for help. So we asked him to give us his presentation. In a nutshell, he showed pictures of decks. He talked about material and angles and stability, all important things of course, but it was obvious he was missing the real point. [01:15]  People don't buy decks, they buy dreams, they buy the vision and anticipation of the feelings and the emotions they'll experience if they make this investment. [01:25]  We advised our deck salesperson that it was his job to find out what the prospect's vision for the deck was and literally tell a story and paint a picture of life on the deck after it's installed to be detailed and vivid. Here's where the barbecue can go. Here's where the DJ can plug in, here's where you can place the big screen tv for the Super Bowl parties and here's how I'll help you achieve that vision with my craftsmanship and experience. [01:57]  People operate on emotion. Connect to the emotion, the vision, the dream, and you'll rise above competitors who only sell at the intellectual level. See you next time. [soft melody theme music] Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Ep 45: Sell with Emotion: People Buy Dreams, Not Things

Episode 44: Your Attitude Matters Especially in SalesPositive and enthusiastic attitudes are magnets in sales. In episode 43, Dr. Croner focused on the psychological term, 'emotional contagion' where people literally become "infected" by someone else's positive emotions. In today's episode, emotional contagion and attitude go hand-in-hand. As your listening, think about a time when somebody's attitude, whether it was positive or negative, may have affected your purchasing decision.Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology.Additional ResourcesFor more sales strategies, check out:Ep 12: Prospects Cannot Resist This Sales PsychologyEp 43: Passion is Contagious and Compelling in SalesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: Dr. Chris Croner here. In today's episode, we're going to talk about a real story from one of our clients who was actually on the buy side of a sale but learned a valuable lesson about the power of humility from a master.[00:45] Our friend was trying to buy a new Lexus. Lexus is well known for its quality across the board, including its vehicles, its service, and even the buying experience itself, but unfortunately he ran into a dealership, and a salesperson, who must not have gotten the memo because the salesperson, instead of being respectful, came across as super casual and borderline flippant. And to top it off, when our buyer asked a question he couldn't answer, he would say he needed to speak to his manager and would disappear for up to 10 minutes leaving our client sitting at his desk.[01:25]  Our client finally left in frustration but then called a golfing buddy who was very close friends with the general manager of a Lexus dealer across town. His buddy made the connection and the manager called him and said, "I would be happy to help you sir," and they started talking. [01:46]  The change in attitude was startling. Not only much more immediate and upbeat, but our client noticed that the GM constantly used the word "sir" and also used our clients formal name when conversing. [02:02] When our client went over to the dealer, he was greeted outside by the GM who continued to constantly use the word "sir." Of course, our client figured he'd be turned over to a salesperson, but the GM personally closed the deal and then walked him over to the administrator for paperwork, but he never left him alone for long.[02:24]  Here's where this comes home. In talking to the administrator, our client learned that this particular general manager not only ran this huge dealership, the largest in the region, but was also running a second major dealership Lexus had asked him to step into to elevate. [02:43]  According to the admin, the GM was one of the busiest, most highly paid and well respected managers in the country and yet, he took the time to handle a personal reference himself and despite his esteemed status and accomplishments, showed remarkable humility in dealing with our client throughout the process.[03:05] Constantly elevating his self esteem with the simple courtesy of "sir" as well as using our client's formal name. [03:15]  You see, humility when combined with confidence and expertise, can create incredibly powerful and appealing chemistry in the buyer seller relationship. RGM obviously lives by this credo, which is one of the reasons he's become a superstar in the automotive world. See you next time.[soft melody theme music][03:39] Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. Until next time. Take care.

Episode 44: Your Attitude Matters Especially in Sales Positive and enthusiastic attitudes are magnets in sales. In episode 43, Dr. Croner focused on the psychological term, 'emotional contagion' where people literally become "infected" by someone else's positive emotions. In today's episode, emotional contagion and attitude go hand-in-hand. As your listening, think about a time when somebody's attitude, whether it was positive or negative, may have affected your purchasing decision. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out: <ul><li>Ep 12: <a href="https://podcasts.bcast.fm/e/vn5vrl78" rel="nofollow" target="_blank">Prospects Cannot Resist This Sales Psychology</a></li><li>Ep 43: <a href="https://podcasts.bcast.fm/e/1830009n-ep-43-passion-is-contagious-and-compelling-in-sales" rel="nofollow" target="_blank">Passion is Contagious and Compelling in Sales</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. In today's episode, we're going to talk about a real story from one of our clients who was actually on the buy side of a sale but learned a valuable lesson about the power of humility from a master. [00:45] Our friend was trying to buy a new Lexus. Lexus is well known for its quality across the board, including its vehicles, its service, and even the buying experience itself, but unfortunately he ran into a dealership, and a salesperson, who must not have gotten the memo because the salesperson, instead of being respectful, came across as super casual and borderline flippant. And to top it off, when our buyer asked a question he couldn't answer, he would say he needed to speak to his manager and would disappear for up to 10 minutes leaving our client sitting at his desk. [01:25]  Our client finally left in frustration but then called a golfing buddy who was very close friends with the general manager of a Lexus dealer across town. His buddy made the connection and the manager called him and said, "I would be happy to help you sir," and they started talking. [01:46]  The change in attitude was startling. Not only much more immediate and upbeat, but our client noticed that the GM constantly used the word "sir" and also used our clients formal name when conversing. [02:02] When our client went over to the dealer, he was greeted outside by the GM who continued to constantly use the word "sir." Of course, our client figured he'd be turned over to a salesperson, but the GM personally closed the deal and then walked him over to the administrator for paperwork, but he never left him alone for long. [02:24]  Here's where this comes home. In talking to the administrator, our client learned that this particular general manager not only ran this huge dealership, the largest in the region, but was also running a second major dealership Lexus had asked him to step into to elevate. [02:43]  According to the admin, the GM was one of the busiest, most highly paid and well respected managers in the country and yet, he took the time to handle a personal reference himself and despite his esteemed status and accomplishments, showed remarkable humility in dealing with our client throughout the process. [03:05] Constantly elevating his self esteem with the simple courtesy of "sir" as well as using our client's formal name. [03:15]  You see, humility when combined with confidence and expertise, can create incredibly powerful and appealing chemistry in the buyer seller relationship. RGM obviously lives by this credo, which is one of the reasons he's become a superstar in the automotive world. See you next time. [soft melody theme music] [03:39] Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. Until next time. Take care.

Ep 44: Your Attitude Matters Especially in Sales

Episode 43: Passion is Contagious and Compelling in SalesThere's no doubt about it: Emotions are powerful and they play a huge role in sales. Salespeople who are genuinely passionate and enthusiastic about their products and services have a much higher chance of closing a deal. 'Emotional Contagion' is real and you should be seizing every opportunity you can to apply it. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology.Additional ResourcesFor more sales strategies, check out:Ep 16: Sales Expert Thinks Outside the Box to Close the DealEp 22: Get to Know Your Prospects' PersonalitiesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request----------[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]   Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: Dr. Chris Croner here. Emotions are contagious.[00:34]  There's a famous psychological study by Dr. Siegel Barsade in which a group of people are placed together in a room. Most are in a neutral mood, participating in the study for course credit. But one is deliberately passionate, upbeat and enthusiastic. Inevitably, almost every time the more energetic person lifts the spirits of the less energetic people. His or her passion is absolutely contagious and this works one on one all the way up to larger teams and even big crowds. [01:08]  Psychologists call this, 'emotional contagion' and I want you to infect your buyers with your passion. You don't have to go over the top, but you should be sure that you're really, really enthused about your product or service supremely confident about its benefits. [01:28]  If you do this consistently, I promise you the payoffs will be tremendous. So have fun. See you next time.[soft melody theme music][01:40]  Chris Croner:  Thank you for listening to the sales psyched podcast if you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

<h1>Episode 43: Passion is Contagious and Compelling in Sales</h1>There's no doubt about it: Emotions are powerful and they play a huge role in sales. Salespeople who are genuinely passionate and enthusiastic about their products and services have a much higher chance of closing a deal. 'Emotional Contagion' is real and you should be seizing every opportunity you can to apply it. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out: <ul><li>Ep 16: <a href="https://podcasts.bcast.fm/e/6nrlrjqn" rel="nofollow" target="_blank">Sales Expert Thinks Outside the Box to Close the Deal</a></li><li>Ep 22: <a href="https://podcasts.bcast.fm/e/1n3vxr78" rel="nofollow" target="_blank">Get to Know Your Prospects' Personalities</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> ---------- [soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]   Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Emotions are contagious. [00:34]  There's a famous psychological study by Dr. Siegel Barsade in which a group of people are placed together in a room. Most are in a neutral mood, participating in the study for course credit. But one is deliberately passionate, upbeat and enthusiastic. Inevitably, almost every time the more energetic person lifts the spirits of the less energetic people. His or her passion is absolutely contagious and this works one on one all the way up to larger teams and even big crowds. [01:08]  Psychologists call this, 'emotional contagion' and I want you to infect your buyers with your passion. You don't have to go over the top, but you should be sure that you're really, really enthused about your product or service supremely confident about its benefits. [01:28]  If you do this consistently, I promise you the payoffs will be tremendous. So have fun. See you next time. [soft melody theme music] [01:40]  Chris Croner:  Thank you for listening to the sales psyched podcast if you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Ep 43: Passion is Contagious and Compelling in Sales

Episode 42: How to Sell to a Big Ego BuyerThis episode focuses on selling to big ego buyers, aka, the, 'I know best' buyers. It can be a real challenge selling to a big ego buyer, but it doesn't have to be. All you need is the right approach and a little sales psychology.Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology.Additional ResourcesFor more sales strategies, check out:Ep 31: Boost Your Buyer's Self-Esteem to Sell MoreEp 35: How to Use Reverse Psychology in SalesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request----------Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]   Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: Today we're gonna talk about selling to big ego buyers. There's a way to lay a little psychological jujitsu on big ego buyers that can often turn the whole conversation around in your favor. Ask him or her for some advice. [00:48]  Think about it. The big ego folks are usually 'know it all's', they want to talk, not listen and they want to make it absolutely clear to you that they think they are bigger than you are. So let them! [01:00]  A salesperson I know tells the story of a big union boss he was trying to sell to very tough, interrupted constantly. Finally, my salesperson said, "I'm obviously not doing a good job of explaining the benefits of my services here. May I ask you for some advice?" [01:18]  Of course, asking a big ego person for advice is absolute catnip, but let's keep going. [01:25] "You obviously know more than anybody about your organization. How would you present my product if you were me?" This hits the ego trifecta. The salesperson is asking for advice, the salesperson is stroking his ego, and the salesperson has a good chance of making the sale the buyer's idea as he explains the right way to sell it.[01:50]  Of course, you may get a negative response, but at this point the chances of your closing the business without a strong move are low anyway and we really have seen this technique turn things around, so use it carefully, but as an important part of your selling arsenal when you run up against buyers like Patton. See you next time. [soft melody theme music][02:15] Chris Croner:  Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

<h1>Episode 42: How to Sell to a Big Ego Buyer</h1>This episode focuses on selling to big ego buyers, aka, the, 'I know best' buyers. It can be a real challenge selling to a big ego buyer, but it doesn't have to be. All you need is the right approach and a little sales psychology. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:<ul><li>Ep 31: <a href="https://podcasts.bcast.fm/e/vnwwkvvn" rel="nofollow" target="_blank">Boost Your Buyer's Self-Esteem to Sell More</a></li><li>Ep 35: <a href="https://podcasts.bcast.fm/e/68r4k618" rel="nofollow" target="_blank">How to Use Reverse Psychology in Sales</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> ---------- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]   Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Today we're gonna talk about selling to big ego buyers. There's a way to lay a little psychological jujitsu on big ego buyers that can often turn the whole conversation around in your favor. Ask him or her for some advice. [00:48]  Think about it. The big ego folks are usually 'know it all's', they want to talk, not listen and they want to make it absolutely clear to you that they think they are bigger than you are. So let them! [01:00]  A salesperson I know tells the story of a big union boss he was trying to sell to very tough, interrupted constantly. Finally, my salesperson said, "I'm obviously not doing a good job of explaining the benefits of my services here. May I ask you for some advice?" [01:18]  Of course, asking a big ego person for advice is absolute catnip, but let's keep going. [01:25] "You obviously know more than anybody about your organization. How would you present my product if you were me?" This hits the ego trifecta. The salesperson is asking for advice, the salesperson is stroking his ego, and the salesperson has a good chance of making the sale the buyer's idea as he explains the right way to sell it. [01:50]  Of course, you may get a negative response, but at this point the chances of your closing the business without a strong move are low anyway and we really have seen this technique turn things around, so use it carefully, but as an important part of your selling arsenal when you run up against buyers like Patton. See you next time. [soft melody theme music] [02:15] Chris Croner:  Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Ep 42: How to Sell to a Big Ego Buyer

Episode 41: 3 Tips to Make a Great First Impression During a Sales MeetingThis episode reveals 3 powerful tips to making a great first impression during a sales meeting. Establishing a strong first impression is one of, if not the most, important moment in sales. Why? Because from the moment you approach a client, everything you do, from your attitude, to your attire, shapes and molds the client's decision to buy. These tips are game changers.Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology.Additional ResourcesFor more sales strategies, check out:Ep 28: Learn How Buyers Commit to a PurchaseEp 36: Salespeople: Are You Exceeding Customer Expectations More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: https://salesdrive.info/free-trial-request --Transcript[00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: Today, we're going to talk about how to make a great first impression during a sales meeting.[00:35]  Here's a question for you. How long do you think it takes to make a first impression that, get this, lasts a lifetime? One minute, five minutes, one hour? That's right.[00:50]  Due to what's known in psychology as, 'the anchoring principle,' we have around 30 seconds to make a good or a bad first impression that the other person will never forget.[01:03]  Those are pretty high stakes for us as salespeople, but you'd be surprised how little people think about it or prepare for these seminal moments. So how can we increase our odds of making a great first impression?[01:17]  Number one, obviously physical appearance is huge. I realize things have gotten pretty casual these days but there's no excuse for sloppiness. As a rule, I advise clients to dress one level up from the prospect out of respect. Trying to match them is risky. They may not be at their best that particular day, but you must be as you prepare to meet this V.I.P.[01:44]  Number two, dropping a compliment can actually increase your odds of making a positive first impression, however, and this is subtle, I don't recommend a personal compliment this early. That's a little too intimate. Find something about their office or view or artwork or the friendly receptionist you can compliment. A tactical compliment about the environment is so powerful because you're honoring an element of the buyer's identity and it's so easy to achieve.[02:16]  Number three, slow down. We tend to talk faster when we're nervous, relax a little. Your prospect will do the same.[02:26]  First impressions can be incredibly powerful. See you next time.[soft melody theme music][02:32]  Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

<h1>Episode 41: 3 Tips to Make a Great First Impression During a Sales Meeting</h1>This episode reveals 3 powerful tips to making a great first impression during a sales meeting. Establishing a strong first impression is one of, if not the most, important moment in sales. Why? Because from the moment you approach a client, everything you do, from your attitude, to your attire, shapes and molds the client's decision to buy. These tips are game changers. Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:<ul><li>Ep 28: <a href="https://podcasts.bcast.fm/e/mn42qzvn" rel="nofollow" target="_blank">Learn How Buyers Commit to a Purchase</a></li><li>Ep 36: <a href="https://podcasts.bcast.fm/e/183v6x9n" rel="nofollow" target="_blank">Salespeople: Are You Exceeding Customer Expectations</a> </li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest® assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> --<h1>Transcript</h1>[00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Today, we're going to talk about how to make a great first impression during a sales meeting. [00:35]  Here's a question for you. How long do you think it takes to make a first impression that, get this, lasts a lifetime? One minute, five minutes, one hour? That's right. [00:50]  Due to what's known in psychology as, 'the anchoring principle,' we have around 30 seconds to make a good or a bad first impression that the other person will never forget. [01:03]  Those are pretty high stakes for us as salespeople, but you'd be surprised how little people think about it or prepare for these seminal moments. So how can we increase our odds of making a great first impression? [01:17]  Number one, obviously physical appearance is huge. I realize things have gotten pretty casual these days but there's no excuse for sloppiness. As a rule, I advise clients to dress one level up from the prospect out of respect. Trying to match them is risky. They may not be at their best that particular day, but you must be as you prepare to meet this V.I.P. [01:44]  Number two, dropping a compliment can actually increase your odds of making a positive first impression, however, and this is subtle, I don't recommend a personal compliment this early. That's a little too intimate. Find something about their office or view or artwork or the friendly receptionist you can compliment. A tactical compliment about the environment is so powerful because you're honoring an element of the buyer's identity and it's so easy to achieve. [02:16]  Number three, slow down. We tend to talk faster when we're nervous, relax a little. Your prospect will do the same. [02:26]  First impressions can be incredibly powerful. See you next time. [soft melody theme music] [02:32]  Chris Croner: Thank you for listening to the sales psyched podcast. If you haven't already, please be sure to click the subscribe button and leave us a five star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word until next time. Take care.

Ep 41: 3 Tips to Make a Great First Impression During a Sales Meeting

Episode #40: How the Best Salespeople Turn Problems into OpportunitiesThis episode reveals how problems can be used to create powerful opportunities in sales. If a problem occurs, make it work for you!Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology.Additional ResourcesFor more sales strategies, check out:Ep 32: Uncover Your Buyer's Authentic Self to Sell MoreEp 37: Learn to Identify Opportunities for Relationship SellingMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request --Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [deep drum, marching intro music][00:30]  Chris Croner: Today, I want to talk about how great salespeople turn problems into opportunities to make positive, lasting impressions.[00:38]  Here's an example from a buyer we know who could never forget how a disappointing restaurant experience was turned into an unforgettable gesture.[00:49]  There's a famous steakhouse in Chicago that's always filled to capacity with the city's who's who and therefore it's very difficult to manage reservations and V. I. P. Walk ins. Nevertheless, the owner is a master at working with the manager to balance the flow. But one day, they let someone slip through the cracks and here's what happened.  [01:12]  A friend of mine and I walked in, far away through the crowd, and asked the hostess if we could get a table.[01:19]  The exhausted hostess, who was filling in, quickly told us there were no tables available for an hour and a half, then went back to her list and trying to control the crowd.[01:33]  We shrugged our shoulders, went back outside and walked down the street to another nice place, but it was raining hard, so it wasn't a great experience.[01:44]  Anyway, we finally settle into our booth and started to dry out when we spotted a man walking quickly up the street toward our restaurant with an umbrella in the pouring rain. It was the owner of the more crowded restaurant.[02:01]  He came in, looked around, then came right up to our booth, and addressed my friend.[02:07]  He said, "Steve, I can't tell you how sorry I am. Cindy, the usual hostess, is out this week and when you came in I was in the back. But when George the bartender told me you had been turned away, I came right over. I have a table all ready to go for you and your friend and a couple of umbrellas here. Can I take you back over?" [02:34]  Of course, you may have guessed by now that Steve was a prominent businessman and regular and the kind of man whose opinion goes a long way. And although he was not upset, the owner wasn't taking any chances. And by the way, the owner himself was a local celebrity and very wealthy in his own right. So by coming over personally he displayed incredible humility and gave us a powerful dose of importance which washed over us like a warm fireplace on a cold night.[03:12]   We stayed where we were, but we never forgot his gesture and dined in his place often thereafter. [03:20]   That's a great story and it demonstrates the powerful psychological technique of recognizing a problem and solving it immediately when emotions are running high. [03:30]  The best hotels are experts at this.[03:34]  If someone shows up and the front desk can't find the reservation, the hosts go through intense training to calm the guests down and solve the problem immediately. Even if it means the hotel needs to invest in an upgrade for example.[03:52]  The key is showing the client that we understand, that we care, and that we are going to do something about the problem right now when emotions are running highest.[04:05]  See you next time.[soft melody theme music][04:06]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [04:26]  Until next time, take care!

<h1>Episode #40: How the Best Salespeople Turn Problems into Opportunities</h1>This episode reveals how problems can be used to create powerful opportunities in sales. If a problem occurs, make it work for you! Don't Miss an Episode - Subscribe for Free Now!Subscribe to this podcast today and stay up to date on the latest in sales psychology. Additional ResourcesFor more sales strategies, check out:<ul><li>Ep 32: <a href="https://podcasts.bcast.fm/e/pnlrm29n" rel="nofollow" target="_blank">Uncover Your Buyer's Authentic Self to Sell More</a></li><li>Ep 37: <a href="https://podcast.salesdrive.info/e/28634z5n" rel="nofollow" target="_blank">Learn to Identify Opportunities for Relationship Selling</a></li></ul>More About SalesDrive, LLCAt <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> --<h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Today, I want to talk about how great salespeople turn problems into opportunities to make positive, lasting impressions. [00:38]  Here's an example from a buyer we know who could never forget how a disappointing restaurant experience was turned into an unforgettable gesture. [00:49]  There's a famous steakhouse in Chicago that's always filled to capacity with the city's who's who and therefore it's very difficult to manage reservations and V. I. P. Walk ins. Nevertheless, the owner is a master at working with the manager to balance the flow. But one day, they let someone slip through the cracks and here's what happened.  [01:12]  A friend of mine and I walked in, far away through the crowd, and asked the hostess if we could get a table. [01:19]  The exhausted hostess, who was filling in, quickly told us there were no tables available for an hour and a half, then went back to her list and trying to control the crowd. [01:33]  We shrugged our shoulders, went back outside and walked down the street to another nice place, but it was raining hard, so it wasn't a great experience. [01:44]  Anyway, we finally settle into our booth and started to dry out when we spotted a man walking quickly up the street toward our restaurant with an umbrella in the pouring rain. It was the owner of the more crowded restaurant. [02:01]  He came in, looked around, then came right up to our booth, and addressed my friend. [02:07]  He said, "Steve, I can't tell you how sorry I am. Cindy, the usual hostess, is out this week and when you came in I was in the back. But when George the bartender told me you had been turned away, I came right over. I have a table all ready to go for you and your friend and a couple of umbrellas here. Can I take you back over?" [02:34]  Of course, you may have guessed by now that Steve was a prominent businessman and regular and the kind of man whose opinion goes a long way. And although he was not upset, the owner wasn't taking any chances. And by the way, the owner himself was a local celebrity and very wealthy in his own right. So by coming over personally he displayed incredible humility and gave us a powerful dose of importance which washed over us like a warm fireplace on a cold night. [03:12]   We stayed where we were, but we never forgot his gesture and dined in his place often thereafter. [03:20]   That's a great story and it demonstrates the powerful psychological technique of recognizing a problem and solving it immediately when emotions are running high. [03:30]  The best hotels are experts at this. [03:34]  If someone shows up and the front desk can't find the reservation, the hosts go through intense training to calm the guests down and solve the problem immediately. Even if it means the hotel needs to invest in an upgrade for example. [03:52]  The key is showing the client that we understand, that we care, and that we are going to do something about the problem right now when emotions are running highest. [04:05]  See you next time. [soft melody theme music] [04:06]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [04:26]  Until next time, take care!

Ep 40: How the Best Salespeople Turn Problems into Opportunities

Episode 39: Try a Creative Approach to SellingThis episode is a friendly reminder for you to try and find new and creative ways to approach customers. Set a goal this year to stand out from your competitors by engaging prospects and clients in fun and innovative ways. Your clients will love you for it! Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up to date on the latest in sales psychology.  Additional ResourcesFor more creative selling strategies, check out:Ep 16: Sales Expert Thinks Outside the Box to Close the DealEp 23: The #1 Thing You Can Do For A Client or Prospect More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Today, we're going to think outside the box. [00:33]  Let's face it, for the most part, salespeople and their competitors are approaching their prospects and customers the same way. It's safe. Predictable. And yet, on the other side, people love variety, new approaches and just plain fun. [00:50]  My partner and I love to lead workshops with sales teams to try and find new ways of approaching customers. You know, surprises, novelties. [01:00]  Once the sales team gets out of the box, the ideas can be exciting and extraordinary. Just the sort of stuff that can separate them from the drones they're competing with. So try it. Get creative. Try something new. Turn some heads out there and have fun. Your clients will love you for it. [01:19]  See you next time.  [soft melody theme music] [01:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [01:41]  Until next time, take care!

<h1>Episode 39: Try a Creative Approach to Selling</h1>This episode is a friendly reminder for you to try and find new and creative ways to approach customers. Set a goal this year to stand out from your competitors by engaging prospects and clients in fun and innovative ways. Your clients will love you for it!  <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up to date on the latest in sales psychology. <h1>Additional Resources</h1>For more creative selling strategies, check out:<ul><li>Ep 16: <a href="https://podcast.salesdrive.info/e/6nrlrjqn" rel="nofollow" target="_blank">Sales Expert Thinks Outside the Box to Close the Deal</a></li><li>Ep 23: <a href="https://podcast.salesdrive.info/e/2n63z068" rel="nofollow" target="_blank">The #1 Thing You Can Do For A Client or Prospect</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Today, we're going to think outside the box. [00:33]  Let's face it, for the most part, salespeople and their competitors are approaching their prospects and customers the same way. It's safe. Predictable. And yet, on the other side, people love variety, new approaches and just plain fun. [00:50]  My partner and I love to lead workshops with sales teams to try and find new ways of approaching customers. You know, surprises, novelties. [01:00]  Once the sales team gets out of the box, the ideas can be exciting and extraordinary. Just the sort of stuff that can separate them from the drones they're competing with. So try it. Get creative. Try something new. Turn some heads out there and have fun. Your clients will love you for it. [01:19]  See you next time.  [soft melody theme music] [01:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [01:41]  Until next time, take care!

Ep 39: Try a Creative Approach to Selling

Sales Psyched! is a sales enhancement show hosted by sales psychologist, Dr. Chris Croner. When you subscribe to this show, you'll get access to the latest sales psychology techniques and strategies designed to take your sales team's performance to the next level. This podcast for sales managers and business owners is rooted in psychology and will help you improve your sales. Episode topics range from sales hiring, sales development, behavioral interviewing, sales training, sales mentorships, sales management to selling techniques that harness and leverage the power of sales psychology. Get your weekly Sales Psyched! tips every Monday! Short episodes for busy listeners. Subscribe today!#GetSalesPsyched

Episode 38: The Key to Handling Sales RejectionIn today's episode, Dr. Croner shares a story of a high-performance athlete who looks at rejection in a completely different way. This mentality is the same for Hunter salespeople. Learn what you should be looking for in your sales candidates before hiring them to ensure they have the personality needed to handle sales rejection effectively. Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up to date on the latest in sales psychology.Additional ResourcesFor more on sales personality traits to look for when recruiting salespeople, check out:Ep 3: Optimism! Hunter Salespeople Share This Powerful Psychological Secret Ep 5: Has Your Salesperson Plateaued? Here's Why.Ep 13: True Sales Hunters Love to CompeteBlog: What is Drive and Why You Need a Sales Personality Test to Assess ItMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr Chris Croner here. My business partner is a former basketball player who tells a great story.[00:35]  He was a top player, but one night he ran into a competitor who was on the next level, who really lit him up with over 40 points. And this was in high school. Interestingly, my friend noticed that his nemesis missed as many shots as he took and was absolutely shameless about it. A real gunner. [00:56]  That summer, he ran into the hot shot in a summer game, and he became good friends. At one point, my friend said, "you know, if I took as many shots as you did, I could score a lot more too. But, when I miss, takes me a little time to recover my confidence." The gunner laughed and said, "that's not the way I look at it. The way I see it, I'm a 50-percent shooter. I make one out of every two shots I take. So when I miss one, I can't wait to take my next shot because I'm absolutely sure I'll make it." [01:31]  Folks, that's exactly the way top Hunter salespeople approach their craft, and process rejection. They never concentrate on rejection. It never slows them down. In fact, they know it's part of the selling game. And when they get rejected, like the true gunner in basketball, they know they're that much closer to making the next shot. [01:56]  As managers, you can't teach this underlying personality trait, which is optimism, with simple seminars or webinars or training. It's deep within a salesperson's DNA. And you need to discover if it's in place before hiring a candidate or you'll be wondering later why the salesperson is afraid of prospecting or making calls. They may be able to handle inbound needs without supreme optimism, but, when it comes to pure hunting, no way.[02:27]  Assessments and targeted interview questions can get to optimism when you're recruiting to build your championship team. It's a big topic, so let me direct you to our SalesDrive website (salesdrive.info) for more information. [02:40]  My take home for you today is that optimism is in place with all high performance salespeople and athletes. They use rejection, or temporary defeat, to drive themselves even harder. And when they strike out, they brush it off and start thinking about their next at bat because they can't wait to hit the next pitch out of the park. [03:05]  See you next time. [soft melody theme music] [03:08]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:26]  Until next time, take care!

<h1>Episode 38: The Key to Handling Sales Rejection</h1>In today's episode, Dr. Croner shares a story of a high-performance athlete who looks at rejection in a completely different way. This mentality is the same for Hunter salespeople.  Learn what you should be looking for in your sales candidates before hiring them to ensure they have the personality needed to handle sales rejection effectively.  <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up to date on the latest in sales psychology. <h1>Additional Resources</h1>For more on sales personality traits to look for when recruiting salespeople, check out:<ul><li>Ep 3: <a href="https://podcast.salesdrive.info/e/r8kq5198" rel="nofollow" target="_blank">Optimism! Hunter Salespeople Share This Powerful Psychological Secret </a></li><li>Ep 5: <a href="https://podcast.salesdrive.info/e/18pj5zv8" rel="nofollow" target="_blank">Has Your Salesperson Plateaued? Here's Why.</a></li><li>Ep 13: <a href="https://podcast.salesdrive.info/e/x81qwrv8" rel="nofollow" target="_blank">True Sales Hunters Love to Compete</a></li><li>Blog: <a href="https://salesdrive.info/drive-need-sales-personality-test-assess/ " rel="nofollow" target="_blank">What is Drive and Why You Need a Sales Personality Test to Assess It</a></li></ul><h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr Chris Croner here. My business partner is a former basketball player who tells a great story. [00:35]  He was a top player, but one night he ran into a competitor who was on the next level, who really lit him up with over 40 points. And this was in high school. Interestingly, my friend noticed that his nemesis missed as many shots as he took and was absolutely shameless about it. A real gunner. [00:56]  That summer, he ran into the hot shot in a summer game, and he became good friends. At one point, my friend said, "you know, if I took as many shots as you did, I could score a lot more too. But, when I miss, takes me a little time to recover my confidence." The gunner laughed and said, "that's not the way I look at it. The way I see it, I'm a 50-percent shooter. I make one out of every two shots I take. So when I miss one, I can't wait to take my next shot because I'm absolutely sure I'll make it." [01:31]  Folks, that's exactly the way top Hunter salespeople approach their craft, and process rejection. They never concentrate on rejection. It never slows them down. In fact, they know it's part of the selling game. And when they get rejected, like the true gunner in basketball, they know they're that much closer to making the next shot. [01:56]  As managers, you can't teach this underlying personality trait, which is optimism, with simple seminars or webinars or training. It's deep within a salesperson's DNA. And you need to discover if it's in place before hiring a candidate or you'll be wondering later why the salesperson is afraid of prospecting or making calls. They may be able to handle inbound needs without supreme optimism, but, when it comes to pure hunting, no way. [02:27]  Assessments and targeted interview questions can get to optimism when you're recruiting to build your championship team. It's a big topic, so let me direct you to our SalesDrive website (<a href="https://salesdrive.info/" rel="nofollow" target="_blank">salesdrive.info</a>) for more information. [02:40]  My take home for you today is that optimism is in place with all high performance salespeople and athletes. They use rejection, or temporary defeat, to drive themselves even harder. And when they strike out, they brush it off and start thinking about their next at bat because they can't wait to hit the next pitch out of the park. [03:05]  See you next time. [soft melody theme music] [03:08]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:26]  Until next time, take care!

Ep 38: The Key to Handling Sales Rejection

Episode 37: Learn to Identify Opportunities for Relationship SellingThe best salespeople are always seeking opportunities to touch their clients in special ways. And all salespeople should be constantly honing this skill. Listen to this episode to hear a real-life example of this and learn what psychological hot buttons to use in your own sales encounters.After listening, ask yourself, what opportunities for relationship selling can you spot with your clients and prospects?  Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional ResourcesFor additional relationship selling strategies, check out:Ep 22: Get to Know Your Prospects' PersonalitiesEp 31: Boost Your Buyer's Self-Esteem to Sell MoreEp 32: Uncover Your Buyer's Authentic Self to Sell More More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner:  Dr Chris Croner here. You have to love salespeople who are constantly alert for opportunities to touch their clients in special ways. Honing that antenna is something all salespeople should be constantly developing. [00:44]  Here's an example from a buyer we know who couldn't believe how tuned in his salesperson was to what the buyer thought was a casual comment. Here's what he wrote to us.[00:57]  "One day, I had a lunch appointment with a sales superstar I know, and I was a little early, so I drifted across the street to a bookstore and started browsing. I'm a boxing fan. So, I picked up a biography of Joe Frazier, which I thought was fascinating. Before long, I looked at my watch, and now I was late. So, I put the book down and ran across the street to meet my sales friend, who was already sitting in a booth. I apologized and explained I was late because I had gotten caught up in the Joe Frazier book. So, we talked about boxing for a while and then had lunch. When we finished, I walked back to my office and to my great surprise, the Joe Frazier book was sitting on my desk. Evidently, he had called his assistant while we were at lunch, who ran over to get the book and took it to my office. This was actually pretty typical of his over-the-top service. Anyway. I laughed, called my friend, and we bonded deeper than ever." [02:05]  You see how this works. This brilliant sales friend hit several psychological hot buttons in one swoop. [02:13]  First, he showed you how well he was listening to you, which is a supreme compliment to your ego. Second, instead of just thinking about it, he swung into action and connected his action immediately to the conversation, a dynamic we psychologists call "immediate reinforcement." And third, he surprised you, and surprises always stand out emotionally in our memories. [02:40]  For our sales managers and teams listening here, remember, it doesn't have to be a huge gesture to generate huge impact. It's all about listening and acting quickly for maximum psychological impact. [02:55]  See you next time. [soft melody theme music] [03:00]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:16]  Until next time, take care!

<h1>Episode 37: Learn to Identify Opportunities for Relationship Selling</h1>The best salespeople are always seeking opportunities to touch their clients in special ways. And all salespeople should be constantly honing this skill. Listen to this episode to hear a real-life example of this and learn what psychological hot buttons to use in your own sales encounters. After listening, ask yourself, what opportunities for relationship selling can you spot with your clients and prospects? <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For additional relationship selling strategies, check out:<ul><li><a href="https://podcast.salesdrive.info/e/1n3vxr78" rel="nofollow" target="_blank">Ep 22: Get to Know Your Prospects' Personalities</a></li><li><a href="https://podcast.salesdrive.info/e/vnwwkvvn" rel="nofollow" target="_blank">Ep 31: Boost Your Buyer's Self-Esteem to Sell More</a></li><li><a href="https://podcast.salesdrive.info/e/pnlrm29n" rel="nofollow" target="_blank">Ep 32: Uncover Your Buyer's Authentic Self to Sell More</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner:  Dr Chris Croner here. You have to love salespeople who are constantly alert for opportunities to touch their clients in special ways. Honing that antenna is something all salespeople should be constantly developing. [00:44]  Here's an example from a buyer we know who couldn't believe how tuned in his salesperson was to what the buyer thought was a casual comment. Here's what he wrote to us. [00:57]  "One day, I had a lunch appointment with a sales superstar I know, and I was a little early, so I drifted across the street to a bookstore and started browsing. I'm a boxing fan. So, I picked up a biography of Joe Frazier, which I thought was fascinating. Before long, I looked at my watch, and now I was late. So, I put the book down and ran across the street to meet my sales friend, who was already sitting in a booth. I apologized and explained I was late because I had gotten caught up in the Joe Frazier book. So, we talked about boxing for a while and then had lunch. When we finished, I walked back to my office and to my great surprise, the Joe Frazier book was sitting on my desk. Evidently, he had called his assistant while we were at lunch, who ran over to get the book and took it to my office. This was actually pretty typical of his over-the-top service. Anyway. I laughed, called my friend, and we bonded deeper than ever." [02:05]  You see how this works. This brilliant sales friend hit several psychological hot buttons in one swoop. [02:13]  First, he showed you how well he was listening to you, which is a supreme compliment to your ego. Second, instead of just thinking about it, he swung into action and connected his action immediately to the conversation, a dynamic we psychologists call "immediate reinforcement." And third, he surprised you, and surprises always stand out emotionally in our memories. [02:40]  For our sales managers and teams listening here, remember, it doesn't have to be a huge gesture to generate huge impact. It's all about listening and acting quickly for maximum psychological impact. [02:55]  See you next time. [soft melody theme music] [03:00]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:16]  Until next time, take care!

Ep 37: Learn to Identify Opportunities for Relationship Selling

Episode 36: Salespeople: Are You Exceeding Customer ExpectationsToday's episode covers a story about how one man in one company seized the reputation as the highest quality hotel chain in the world and what salespeople can learn from it.Listen in to learn more!Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. Additional ResourcesFor more on selling at the highest level, check out:Ep 2: Great Salespeople Talk Way Less Than Their CompetitorsEp 16: Sales Expert Thinks Outside the Box to Close the DealEp 23: The #1 Thing You Can Do For A Client or ProspectMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Here's a story from the world of hospitality, hotels to be specific, and how one man in one company seized the reputation as the highest quality hotel chain in the world. [00:41]  I'm talking about Four Seasons Hotels. A company that started with a single hotel in Canada and now flies flags all over the world. Expensive, exclusive, yet sought after by people who want and expect the highest levels of service and an experience like no other every single time, and in every single city. [01:04]  Some years ago, my colleague decided he wanted to know the secret. So, he contacted the CEO's office at Four Seasons, hoping to get a meeting with a high level quality control person. Much to my colleague's surprise, the CEO invited him to come to Toronto and spend some time there with him to discuss quality. And once he got there, he discovered why. Quality was this CEO's obsession. He lived it, breathed it and drove it from the CEO suite right through the hotels and into the back of the house. [01:39]  And once he began to drive quality as a value, it became contagious. Everyone in the organization was encouraged to be creative. There were legendary examples, but one story has it that a guest jumped in a cab in Manhattan and left his briefcase on the curb. The doorman scooped it up, jumped in the next cab and delivered it to the man when he arrived at the airport. [02:02]  In Chicago, when they opened a new hotel, 300 employees were selected from an applicant pool of 9,000. Four Seasons was looking for people who had the fire and the passion to provide great service. When my colleague asked about what type of CRM system the hotel had in place, the CEO laughed. He said they left cards in the room asking guests three simple questions. [02:31]  One, did we meet your expectations?        Two, did we not meet your expectations?       And three, the real question, did we exceed your expectations? [02:43]  If any hotel was not receiving an overwhelming answer of exceeding expectations, they could expect a visit from the CEO. [02:52]  So, a great question for us to consider as salespeople is: "Are we exceeding expectations all the time?" "Every time?" There are salespeople out there who do just that and they are achieving their hopes and dreams for themselves and their families. [03:11]  See you next time. [soft melody theme music] [03:15]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:32]  Until next time, take care!

<h1>Episode 36: Salespeople: Are You Exceeding Customer Expectations</h1>Today's episode covers a story about how one man in one company seized the reputation as the highest quality hotel chain in the world and what salespeople can learn from it. Listen in to learn more! <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For more on selling at the highest level, check out:<ul><li><a href="https://podcast.salesdrive.info/e/68rwj7pn" rel="nofollow" target="_blank">Ep 2: Great Salespeople Talk Way Less Than Their Competitors</a></li><li><a href="https://podcast.salesdrive.info/e/6nrlrjqn" rel="nofollow" target="_blank">Ep 16: Sales Expert Thinks Outside the Box to Close the Deal</a></li><li><a href="https://podcast.salesdrive.info/e/2n63z068" rel="nofollow" target="_blank">Ep 23: The #1 Thing You Can Do For A Client or Prospect</a></li></ul><h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.  If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Here's a story from the world of hospitality, hotels to be specific, and how one man in one company seized the reputation as the highest quality hotel chain in the world. [00:41]  I'm talking about Four Seasons Hotels. A company that started with a single hotel in Canada and now flies flags all over the world. Expensive, exclusive, yet sought after by people who want and expect the highest levels of service and an experience like no other every single time, and in every single city. [01:04]  Some years ago, my colleague decided he wanted to know the secret. So, he contacted the CEO's office at Four Seasons, hoping to get a meeting with a high level quality control person. Much to my colleague's surprise, the CEO invited him to come to Toronto and spend some time there with him to discuss quality. And once he got there, he discovered why. Quality was this CEO's obsession. He lived it, breathed it and drove it from the CEO suite right through the hotels and into the back of the house. [01:39]  And once he began to drive quality as a value, it became contagious. Everyone in the organization was encouraged to be creative. There were legendary examples, but one story has it that a guest jumped in a cab in Manhattan and left his briefcase on the curb. The doorman scooped it up, jumped in the next cab and delivered it to the man when he arrived at the airport. [02:02]  In Chicago, when they opened a new hotel, 300 employees were selected from an applicant pool of 9,000. Four Seasons was looking for people who had the fire and the passion to provide great service. When my colleague asked about what type of CRM system the hotel had in place, the CEO laughed. He said they left cards in the room asking guests three simple questions. [02:31]  One, did we meet your expectations?        Two, did we not meet your expectations?       And three, the real question, did we exceed your expectations? [02:43]  If any hotel was not receiving an overwhelming answer of exceeding expectations, they could expect a visit from the CEO. [02:52]  So, a great question for us to consider as salespeople is: "Are we exceeding expectations all the time?" "Every time?" There are salespeople out there who do just that and they are achieving their hopes and dreams for themselves and their families. [03:11]  See you next time. [soft melody theme music] [03:15]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:32]  Until next time, take care!

Ep 36: Salespeople: Are You Exceeding Customer Expectations

Episode 35: How to Use Reverse Psychology in SalesWe work with a lot of sales managers and one of the habits many of them have developed is to “crack the whip” when a salesperson is not performing to expectations. Now, each situation is different, but assuming the salesperson is high in Drive to begin with and is diligently making their calls, putting even more pressure on can be exactly the wrong prescription for helping them and can often make things worse rather than better.In today's episode, Dr. Croner discusses how you, as a manager, can use reverse psychology to help your sales team perform better.Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.Additional ResourcesFor more sales management tips, check out:Ep 11: One of the Most Powerful Salesperson Motivation SecretsEp 18: Great Coaches Treat Each Player DifferentlyEp 29: The #1 Thing a Sales Manager Can Do For a SalespersonMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request--Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started.[deep drum, marching intro music][00:30]  Chris Croner: Dr Chris Croner here. We work with a lot of sales managers and one of the habits many of them have developed is to "crack the whip" when a salesperson hits a cold streak or is not performing to expectations. [00:41]  Now, each situation is different. But assuming the salesperson is high in Drive to begin with and is diligently making his calls, putting even more pressure on can be exactly the wrong prescription for helping him, and can often make things worse rather than better.[01:00]  Athletic coaches understand this dynamic and they certainly don't bear down on athletes who are in a slump with more pressure. They generally try to reduce the pressure because that's the best way to get their athletes to relax their minds and their bodies, so they can return to peak performance. They remind the athletes that they are winners, that have a track record of success. And that everybody can get into a slump occasionally.  [01:30]  The same goes for salespeople. The last thing they need to worry about when they're already under pressure in the market, and probably at home, is their manager breathing down their necks. A better approach can be to let them know how much you appreciate their skills and that you've got their back until things pick up. [01:50]  Also, if there's any way you can help them while they're struggling, maybe a fresh lead or working with them on a proposal, helping people when they most need, it generates tremendous loyalty. They will literally never forget it. [02:07]  We all love "Atta Boys" when we're doing well, but a pat on the back or a shoulder to lean on when times are tough is even more powerful. We've all heard stories from successful people who recall someone who believed in me and that is managing at the highest level. [02:28]  I look forward to seeing you next time.  [soft melody theme music][02:32]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word.[02:49]  Until next time, take care!

<h1>Episode 35: How to Use Reverse Psychology in Sales</h1>We work with a lot of sales managers and one of the habits many of them have developed is to “crack the whip” when a salesperson is not performing to expectations. Now, each situation is different, but assuming the salesperson is high in Drive to begin with and is diligently making their calls, putting even more pressure on can be exactly the wrong prescription for helping them and can often make things worse rather than better. In today's episode, Dr. Croner discusses how you, as a manager, can use reverse psychology to help your sales team perform better. <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For more sales management tips, check out:<ul><li><a href="https://podcast.salesdrive.info/e/2nx9wkr8" rel="nofollow" target="_blank">Ep 11: One of the Most Powerful Salesperson Motivation Secrets</a></li><li><a href="https://podcast.salesdrive.info/e/2862qxl8" rel="nofollow" target="_blank">Ep 18: Great Coaches Treat Each Player Differently</a></li><li><a href="https://podcast.salesdrive.info/e/v85r733n" rel="nofollow" target="_blank">Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson</a></li></ul><h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr Chris Croner here. We work with a lot of sales managers and one of the habits many of them have developed is to "crack the whip" when a salesperson hits a cold streak or is not performing to expectations. [00:41]  Now, each situation is different. But assuming the salesperson is high in Drive to begin with and is diligently making his calls, putting even more pressure on can be exactly the wrong prescription for helping him, and can often make things worse rather than better. [01:00]  Athletic coaches understand this dynamic and they certainly don't bear down on athletes who are in a slump with more pressure. They generally try to reduce the pressure because that's the best way to get their athletes to relax their minds and their bodies, so they can return to peak performance. They remind the athletes that they are winners, that have a track record of success. And that everybody can get into a slump occasionally.  [01:30]  The same goes for salespeople. The last thing they need to worry about when they're already under pressure in the market, and probably at home, is their manager breathing down their necks. A better approach can be to let them know how much you appreciate their skills and that you've got their back until things pick up. [01:50]  Also, if there's any way you can help them while they're struggling, maybe a fresh lead or working with them on a proposal, helping people when they most need, it generates tremendous loyalty. They will literally never forget it. [02:07]  We all love "Atta Boys" when we're doing well, but a pat on the back or a shoulder to lean on when times are tough is even more powerful. We've all heard stories from successful people who recall someone who believed in me and that is managing at the highest level. [02:28]  I look forward to seeing you next time.  [soft melody theme music] [02:32]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [02:49]  Until next time, take care!

Ep 35: How to Use Reverse Psychology in Sales

Episode 34: Best Corporate Gift Idea to Send to Your ClientsWe all want to enhance our relationships with our clients and occasionally, it is nice to show our appreciation with a  gift. But, of course, that can be challenging since every client is different and we want to be sure that our gift is appropriate for our relationship and the client’s company policies. In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations.  Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional Resources:For more, check out Ep 23: The #1 Thing You Can Do For A Client or ProspectIf you are in need of a client gift idea consider gifting the new, second edition of Never a Bad Salesperson Again (coming in December). This book is a valuable resource to any business.  https://salesdrive.info/product/never-hire-a-bad-salesperson-again/More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here.  We all want to enhance our relationships with our great clients and customers. After all, these people are the ones who help us make a living and put food on the table for our families. They are very, very important to us. [00:45]  And occasionally, it's nice to show our appreciation with a nice gift. But of course, that can be challenging since every client is different. Plus we always want to be sure that our gift falls into appropriate line with our relationship and the client's company policies. [01:05]  That's why when my clients ask me about gifts, my favorite has always been a good book. Specifically, a book that matches a passion or interest that you have teased out of your conversations with your client. Let me give you an example. [01:22]  We once had a client who loved to play the guitar and who gathered often with friends of his to jam together. When we explored that a little more in conversation, it turned out that he loved the instrument itself. Different kinds of guitars. The history of who played them. Where they were manufactured, etcetera. So we did a little research and bought him a wonderful coffee table book on guitars, and he has never stopped talking about it. We really hit the proverbial nail on the head. [01:58]  Now, as a psychologist, I love how a really thoughtful book can break through people's defenses and help us connect with them at an emotional level. It can really help take your relationship to the next level for three reasons. [02:14]  Number one, it shows you're a good listener. Something client's always rate at the top of their wish list for service providers. [02:23]  Number two, it shows you care enough to put some effort into another person's life. [02:30]   Three, it demonstrates action. We all have good ideas, but acting on them demonstrate something dynamic and special to people with whom we have relationships. [02:43]  Finally, people often ask me how they can find out what a client's personal passion is without sounding intrusive. A great question can be "Ms. Client, you obviously have an important job and are tremendously busy. What do you do to keep things balanced in your free time?"[03:00]   Now, if you want, you can even prime the pump in your conversation with your own interest. For example, for me, I like to get on a bike and ride that usually triggers a response and a pleasant conversation that can lead to a great book and a touch your client will never forget.  [soft melody theme music] [03:20]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:39]  Until next time, take care!

<h1>Episode 34: Best Corporate Gift Idea to Send to Your Clients</h1>We all want to enhance our relationships with our clients and occasionally, it is nice to show our appreciation with a  gift. But, of course, that can be challenging since every client is different and we want to be sure that our gift is appropriate for our relationship and the client’s company policies.  In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations. <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources:</h1>For more, check out <a href="https://podcast.salesdrive.info/e/2n63z068" rel="nofollow" target="_blank">Ep 23: The #1 Thing You Can Do For A Client or Prospect</a> If you are in need of a client gift idea consider gifting the new, second edition of Never a Bad Salesperson Again (coming in December). This book is a valuable resource to any business.  <a href="https://salesdrive.info/product/never-hire-a-bad-salesperson-again/" rel="nofollow" target="_blank">https://salesdrive.info/product/never-hire-a-bad-salesperson-again/</a> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here.  We all want to enhance our relationships with our great clients and customers. After all, these people are the ones who help us make a living and put food on the table for our families. They are very, very important to us. [00:45]  And occasionally, it's nice to show our appreciation with a nice gift. But of course, that can be challenging since every client is different. Plus we always want to be sure that our gift falls into appropriate line with our relationship and the client's company policies. [01:05]  That's why when my clients ask me about gifts, my favorite has always been a good book. Specifically, a book that matches a passion or interest that you have teased out of your conversations with your client. Let me give you an example. [01:22]  We once had a client who loved to play the guitar and who gathered often with friends of his to jam together. When we explored that a little more in conversation, it turned out that he loved the instrument itself. Different kinds of guitars. The history of who played them. Where they were manufactured, etcetera. So we did a little research and bought him a wonderful coffee table book on guitars, and he has never stopped talking about it. We really hit the proverbial nail on the head. [01:58]  Now, as a psychologist, I love how a really thoughtful book can break through people's defenses and help us connect with them at an emotional level. It can really help take your relationship to the next level for three reasons. [02:14]  Number one, it shows you're a good listener. Something client's always rate at the top of their wish list for service providers. [02:23]  Number two, it shows you care enough to put some effort into another person's life. [02:30]   Three, it demonstrates action. We all have good ideas, but acting on them demonstrate something dynamic and special to people with whom we have relationships. [02:43]  Finally, people often ask me how they can find out what a client's personal passion is without sounding intrusive. A great question can be "Ms. Client, you obviously have an important job and are tremendously busy. What do you do to keep things balanced in your free time?" [03:00]   Now, if you want, you can even prime the pump in your conversation with your own interest. For example, for me, I like to get on a bike and ride that usually triggers a response and a pleasant conversation that can lead to a great book and a touch your client will never forget.  [soft melody theme music] [03:20]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:39]  Until next time, take care!

Ep 34: Best Corporate Gift Idea to Send to Your Clients

Episode 33: Improve Sales Team Satisfaction Without MoneyAs business owners and managers, we naturally tend to concentrate on our employees and colleagues within the context of our work, often forgetting that they have private lives involving hopes and dreams as well as people who are very influential when it comes to motivation and inspiration. Reaching out to those influential people can be a very important part of our strategy to generate loyalty and satisfaction with our teams. Here is a great story to demonstrate the idea.  Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional ResourcesFor additional information on motivating your sales team and boosting performance, check out these episodes:Ep 11: One of the Most Powerful Salesperson Motivation SecretsEp 29: The #1 Thing a Sales Manager Can Do For a SalespersonEp 30: Use a Mentor Program to Boost SalesMore About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: I'm Dr. Chris Croner here today to talk to you about the big picture. [00:34]  As business owners and managers, we naturally tend to concentrate on our employees and colleagues within the context of our work together. We often forget that they have private lives away from work involving hopes and dreams, as well as people who are very influential when it comes to motivation and inspiration. Reaching out to occasionally touch those people can be a very important part of our strategy to generate loyalty and satisfaction with our teams. Here's a great story in that regard. [01:07]  We know a gentleman who owns a commercial real estate company. Every year he hires a couple of new brokers fresh out of school. It's a big deal when a broker closes his or her first deal. It usually takes a while. When it happens, most offices have a nice celebration to congratulate and celebrate with the young broker. [01:28]  Our owner who was a genius in elevation, decided to go a step further. When one of his broker's signed their first deal, he would send a high five letter to get this . . . the broker's mother. That's right. He would briefly discuss how happy the company was to have the new agent on the team, how hard it is to get that first deal and what a great moment it is for everybody in the organization. [01:56]  Can you imagine the emotional lift these agents get at multiple levels from such a thoughtful gesture? You can achieve the same type of impact by reaching out to spouses, recognizing children's birthdays, anything that reminds your salesperson that you not only value his or her work, but that you also respect their lives as a whole. [02:20]  See you next time.  [soft melody theme music] [02:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [02:40]  Until next time, take care!

<h1>Episode 33: Improve Sales Team Satisfaction Without Money</h1>As business owners and managers, we naturally tend to concentrate on our employees and colleagues within the context of our work, often forgetting that they have private lives involving hopes and dreams as well as people who are very influential when it comes to motivation and inspiration. Reaching out to those influential people can be a very important part of our strategy to generate loyalty and satisfaction with our teams. Here is a great story to demonstrate the idea. <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For additional information on motivating your sales team and boosting performance, check out these episodes:<ul><li><a href="https://podcast.salesdrive.info/e/2nx9wkr8" rel="nofollow" target="_blank">Ep 11: One of the Most Powerful Salesperson Motivation Secrets</a></li><li><a href="https://podcast.salesdrive.info/e/v85r733n" rel="nofollow" target="_blank">Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson</a></li><li><a href="https://podcast.salesdrive.info/e/v85r07vn" rel="nofollow" target="_blank">Ep 30: Use a Mentor Program to Boost Sales</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: I'm Dr. Chris Croner here today to talk to you about the big picture. [00:34]  As business owners and managers, we naturally tend to concentrate on our employees and colleagues within the context of our work together. We often forget that they have private lives away from work involving hopes and dreams, as well as people who are very influential when it comes to motivation and inspiration. Reaching out to occasionally touch those people can be a very important part of our strategy to generate loyalty and satisfaction with our teams. Here's a great story in that regard. [01:07]  We know a gentleman who owns a commercial real estate company. Every year he hires a couple of new brokers fresh out of school. It's a big deal when a broker closes his or her first deal. It usually takes a while. When it happens, most offices have a nice celebration to congratulate and celebrate with the young broker. [01:28]  Our owner who was a genius in elevation, decided to go a step further. When one of his broker's signed their first deal, he would send a high five letter to get this . . . the broker's mother. That's right. He would briefly discuss how happy the company was to have the new agent on the team, how hard it is to get that first deal and what a great moment it is for everybody in the organization. [01:56]  Can you imagine the emotional lift these agents get at multiple levels from such a thoughtful gesture? You can achieve the same type of impact by reaching out to spouses, recognizing children's birthdays, anything that reminds your salesperson that you not only value his or her work, but that you also respect their lives as a whole. [02:20]  See you next time.  [soft melody theme music] [02:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [02:40]  Until next time, take care!

Ep 33: Improve Sales Team Satisfaction Without Money

Episode 32: Uncover Your Buyer's Authentic Self to Sell MoreIn psychology, when we are treating people, it always starts with a discovery process, that is, digging beneath the veneer to discover the client’s authentic self. Once we know who a person really is, we can begin to communicate with that person directly, which is when we really begin to resonate and make progress together. The exact same idea applies to selling. In today's episode, Dr. Croner discusses the important of discovering your buyer's authentic self to boost sales.Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional ResourcesFor more sales psychology and getting to know your buyer, check out:Ep 22: Get to Know Your Prospects' PersonalitiesEp 28: Learn How Buyers Commit to a PurchaseEp 31: Boost Your Buyer's Self-Esteem to Sell More More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.[00:20]  Let's get started. [deep drum, marching intro music] [00:29]  Chris Croner: Buyers want you to discover who they are. Welcome to Sales Psyched!. The only sales enhancement program delivered by a psychologist. I'm Dr. Chris Croner and today we are going to discuss how buyers want you to discover who they are. [00:47]  In psychology, when we're treating people, it always starts with a discovery process, that is digging beneath the veneer to discover the client's authentic self. Once we know who a person really is, we can begin to communicate with that person directly, which is when we really begin to resonate and make progress together. [01:11]  The exact same idea applies to selling. When we first speak to a prospect, and in the early days of a client relationship, we're likely not speaking to his or her authentic self. Their defense systems are up, their egos are on high alert and we're speaking to the person they want to be. In this case, a buyer who is probably conditioned to be careful, defensive, skeptical. [01:43]  It's our job, as salespeople, to break through this defense system. And the good news is the buyers want us to because all people want us to discover who they really are, so long as we do so carefully and with true empathy and support. [02:04]  Why is this important? A couple of reasons . . .[02:07]  First of all, as we've discussed before, buying is ultimately an emotional decision. Buyers analyzed intellectually, but when it comes time to make the leap, it's the emotional mind that gives them permission to jump. And that decision is coming from deep in their emotional world. A world they want to protect, satisfy and nurture. [02:37]  Second, most salespeople, in fact, most people in general don't understand this truth and don't master the art and science of really getting below the surface to understand who the buyer really is and what turns him or her on or off when relating to another human being. [02:58]  This is selling at its highest level. And it's not easy because it takes some research and patience to get to that inner core. Clues can be found on LinkedIn and Facebook profiles, but they're not enough because often people promote who they want you to think they are, not who they are deep down.[03:22]  We need to stay alert and read the signs that pop out from the inside: fear, impatience, anger, laughter. Don't fall for first reactions. Those are usually defense mechanisms. And remember as a rule, we can always refer to that invisible sign we all wear around our necks that says, "make me feel important." [03:50]  Remember, if you can discover who someone really is and communicate with him or her in a supportive way on that level, you will win their hearts and their minds.[04:04]  I look forward to seeing you next time.  [soft melody theme music] [04:08]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [04:25]  Until next time, take care!

<h1>Episode 32: Uncover Your Buyer's Authentic Self to Sell More</h1>In psychology, when we are treating people, it always starts with a discovery process, that is, digging beneath the veneer to discover the client’s authentic self. Once we know who a person really is, we can begin to communicate with that person directly, which is when we really begin to resonate and make progress together.  The exact same idea applies to selling. In today's episode, Dr. Croner discusses the important of discovering your buyer's authentic self to boost sales. <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For more sales psychology and getting to know your buyer, check out:<ul><li>Ep 22: <a href="https://podcast.salesdrive.info/e/1n3vxr78" rel="nofollow" target="_blank">Get to Know Your Prospects' Personalities</a></li><li>Ep 28: <a href="https://podcast.salesdrive.info/e/mn42qzvn" rel="nofollow" target="_blank">Learn How Buyers Commit to a Purchase</a></li><li>Ep 31: <a href="https://podcasts.bcast.fm/e/vnwwkvvn" rel="nofollow" target="_blank">Boost Your Buyer's Self-Esteem to Sell More</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:29]  Chris Croner: Buyers want you to discover who they are. Welcome to Sales Psyched!. The only sales enhancement program delivered by a psychologist. I'm Dr. Chris Croner and today we are going to discuss how buyers want you to discover who they are. [00:47]  In psychology, when we're treating people, it always starts with a discovery process, that is digging beneath the veneer to discover the client's authentic self. Once we know who a person really is, we can begin to communicate with that person directly, which is when we really begin to resonate and make progress together. [01:11]  The exact same idea applies to selling. When we first speak to a prospect, and in the early days of a client relationship, we're likely not speaking to his or her authentic self. Their defense systems are up, their egos are on high alert and we're speaking to the person they want to be. In this case, a buyer who is probably conditioned to be careful, defensive, skeptical. [01:43]  It's our job, as salespeople, to break through this defense system. And the good news is the buyers want us to because all people want us to discover who they really are, so long as we do so carefully and with true empathy and support. [02:04]  Why is this important? A couple of reasons . . . [02:07]  First of all, as we've discussed before, buying is ultimately an emotional decision. Buyers analyzed intellectually, but when it comes time to make the leap, it's the emotional mind that gives them permission to jump. And that decision is coming from deep in their emotional world. A world they want to protect, satisfy and nurture. [02:37]  Second, most salespeople, in fact, most people in general don't understand this truth and don't master the art and science of really getting below the surface to understand who the buyer really is and what turns him or her on or off when relating to another human being. [02:58]  This is selling at its highest level. And it's not easy because it takes some research and patience to get to that inner core. Clues can be found on LinkedIn and Facebook profiles, but they're not enough because often people promote who they want you to think they are, not who they are deep down. [03:22]  We need to stay alert and read the signs that pop out from the inside: fear, impatience, anger, laughter. Don't fall for first reactions. Those are usually defense mechanisms. And remember as a rule, we can always refer to that invisible sign we all wear around our necks that says, "make me feel important." [03:50]  Remember, if you can discover who someone really is and communicate with him or her in a supportive way on that level, you will win their hearts and their minds. [04:04]  I look forward to seeing you next time.  [soft melody theme music] [04:08]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [04:25]  Until next time, take care!

Ep 32: Uncover Your Buyer's Authentic Self to Sell More

Episode 31: Boost Your Buyer's Self-Esteem to Sell MoreEveryone wants to feel special, appreciated and respected. As a salesperson, if you are able to generate these feelings in your communications with your prospects and buyers time after time, emotional barriers will fade away and you'll have an opportunity to establish the kinds of deep and trusting relationships we all want with our customers.   Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional ResourcesFor more selling psychology, check out:Ep 22: Get to Know Your Prospects' PersonalitiesEp 23: The #1 Thing You Can Do For A Client or ProspectEp 28: Learn How Buyers Commit to a Purchase More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: The invisible sign we all carry. Welcome to Sales Psyched!. The only sales enhancement program delivered by a psychologist. I'm Dr. Chris Croner and today I want to talk about an invisible sign each and everyone of us wears around our neck every day. [00:48]  It's too bad it's invisible because a lot of people miss it when interacting with each other. But as salespeople, we need to know it's there. [00:58]  The sign says "make me feel important." Yep. Every human being wants to feel special, appreciated, respected. And the great thing is, if we're able to generate these feelings in our communications with our prospects and buyers time after time, emotional barriers will fade away and we'll have an opportunity to establish the kinds of deep and trusting relationships we all want with our customers. [01:28]  That's why I like to tell my fellow salespeople that each time you engage a prospect or client, you must come bearing a gift. It's not a material gift. It's an emotional gift. The gift of self-esteem. And I'm not talking about a surface compliment here and there. I'm talking about acknowledging something the client has accomplished or deems to be of value, that is authentic and true. [01:58]  Let's say, for example, that a client has a big corporate job and is obviously very busy. Saying something like "You have a huge job. How do you keep things organized to get everything done?" Or you may discover that a prospect is on the board of a charity. You might say, "I see that you're active with X, Y Z. Charity. That is such an important cause." [02:21]  People love to be acknowledged and respected, and ironically, in our families and our work it doesn't happen nearly enough. That's why when you deliver the gift of self-esteem, it's especially outstanding and psychologically powerful. [02:38]  Make me feel important. Make your client feel important. Every single time you engage. You will always be welcome in his or her emotional world. [02:51]  See you next time. [soft melody theme music] [02:54]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:12]  Until next time, take care!

<h1>Episode 31: Boost Your Buyer's Self-Esteem to Sell More</h1>Everyone wants to feel special, appreciated and respected. As a salesperson, if you are able to generate these feelings in your communications with your prospects and buyers time after time, emotional barriers will fade away and you'll have an opportunity to establish the kinds of deep and trusting relationships we all want with our customers.  <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For more selling psychology, check out:<ul><li>Ep 22: <a href="https://podcast.salesdrive.info/e/1n3vxr78" rel="nofollow" target="_blank">Get to Know Your Prospects' Personalities</a></li><li>Ep 23: <a href="https://podcast.salesdrive.info/e/2n63z068" rel="nofollow" target="_blank">The #1 Thing You Can Do For A Client or Prospect</a></li><li>Ep 28: <a href="https://podcast.salesdrive.info/e/mn42qzvn" rel="nofollow" target="_blank">Learn How Buyers Commit to a Purchase</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: The invisible sign we all carry. Welcome to Sales Psyched!. The only sales enhancement program delivered by a psychologist. I'm Dr. Chris Croner and today I want to talk about an invisible sign each and everyone of us wears around our neck every day. [00:48]  It's too bad it's invisible because a lot of people miss it when interacting with each other. But as salespeople, we need to know it's there. [00:58]  The sign says "make me feel important." Yep. Every human being wants to feel special, appreciated, respected. And the great thing is, if we're able to generate these feelings in our communications with our prospects and buyers time after time, emotional barriers will fade away and we'll have an opportunity to establish the kinds of deep and trusting relationships we all want with our customers. [01:28]  That's why I like to tell my fellow salespeople that each time you engage a prospect or client, you must come bearing a gift. It's not a material gift. It's an emotional gift. The gift of self-esteem. And I'm not talking about a surface compliment here and there. I'm talking about acknowledging something the client has accomplished or deems to be of value, that is authentic and true. [01:58]  Let's say, for example, that a client has a big corporate job and is obviously very busy. Saying something like "You have a huge job. How do you keep things organized to get everything done?" Or you may discover that a prospect is on the board of a charity. You might say, "I see that you're active with X, Y Z. Charity. That is such an important cause." [02:21]  People love to be acknowledged and respected, and ironically, in our families and our work it doesn't happen nearly enough. That's why when you deliver the gift of self-esteem, it's especially outstanding and psychologically powerful. [02:38]  Make me feel important. Make your client feel important. Every single time you engage. You will always be welcome in his or her emotional world. [02:51]  See you next time. [soft melody theme music] [02:54]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [03:12]  Until next time, take care!

Ep 31: Boost Your Buyer's Self-Esteem to Sell More

Episode 30: Use a Mentor Program to Boost SalesIn this episode, Dr. Croner talks about one of the most important gifts any of us can receive in the course of our career . . . something that can have a huge influence on both our short and long term success. And this is especially important to younger salespeople.  Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional ResourcesFor more mentoring guidance, check out this:Blog post: Mentoring - The Ultimate Salesperson AcceleratorBlog post: 20 Sales Management Strategies to Lead Your Sales Team to SuccessOnline Course: Secrets for Onboarding &amp; Mentoring New Salespeople More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request -- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Today I want to talk to you about one of the most important gifts any of us can receive in the course of our career. Something that can have a huge influence on both our short and long term success. And this, is especially important to younger salespeople. [00:49]  I'm talking about a mentor. Now before I go further, let's be sure we're on the same page here. A mentor is usually not someone's manager or boss. Those positions by definition are judgmental and they hold too much power to generate a relationship of pure candor and trust. People are naturally guarded when they're with superiors who have power and influence over their work, in their compensation. [01:18]  A mentor is a neutral and safe place. People can go to express their hopes and their fears, to ask questions that they might not ask of others, to test new ideas, and even challenging the status quo without fear of judgment. And, most importantly of all, to learn. [01:38]  Meanwhile, being a mentor is an enormously important privilege and one which should be handled with self awareness and care. When you have a protege, you may not realize it, but he or she is watching you like a hawk. The way you dress, the way you talk, the way you handle yourself with other people. You'll be surprised years later when proteges tell stories about you that you've long forgotten. You will have gotten into their heads at a very influential time of their life. [02:13]  I bring this up because many companies miss this rich opportunity to mind this deep and permanent element of psychology. They often provide sales training and sales management, but they missed the third leg of the developmental process. Someone whom the young or new salesperson can just be with. Learning the ropes, getting comfortable, fitting in, and someone who they can talk to when they wake up some nights scared. Come on, we've all been there. Who can talk them down the next day at lunch or over a drink after work. [02:52]  I'd like you to think about this this week as a business owner or manager. Do you have a mentorship program? [03:00]  I realize that some senior salespeople don't have the time or the inclination to be mentors, but you might be surprised how many would be willing to participate. Many people enjoy the gratification of helping the next generation get a foothold. [03:19]  From a psychological standpoint, it's a wonderful win-win as both people grow as human beings, not to mention greatly accelerating your salespeople's production as individuals and as a team. I'll be talking more about mentors and mentoring in the coming weeks. [03:40]  See you next time.  [soft melody theme music] [03:44]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [04:02]  Until next time, take care!

<h1>Episode 30: Use a Mentor Program to Boost Sales</h1>In this episode, Dr. Croner talks about one of the most important gifts any of us can receive in the course of our career . . . something that can have a huge influence on both our short and long term success. And this is especially important to younger salespeople.  <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1>For more mentoring guidance, check out this:<ul><li>Blog post: <a href="https://salesdrive.info/mentoring-ultimate-salesperson-accelerator/" rel="nofollow" target="_blank">Mentoring - The Ultimate Salesperson Accelerator</a></li><li>Blog post: <a href="https://salesdrive.info/key-strategies-for-successfully-managing-a-sales-team/" rel="nofollow" target="_blank">20 Sales Management Strategies to Lead Your Sales Team to Success</a></li><li>Online Course: <a href="https://salesdrive.info/register/onboarding-and-mentoring-course/" rel="nofollow" target="_blank">Secrets for Onboarding &amp; Mentoring New Salespeople</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Today I want to talk to you about one of the most important gifts any of us can receive in the course of our career. Something that can have a huge influence on both our short and long term success. And this, is especially important to younger salespeople. [00:49]  I'm talking about a mentor. Now before I go further, let's be sure we're on the same page here. A mentor is usually not someone's manager or boss. Those positions by definition are judgmental and they hold too much power to generate a relationship of pure candor and trust. People are naturally guarded when they're with superiors who have power and influence over their work, in their compensation. [01:18]  A mentor is a neutral and safe place. People can go to express their hopes and their fears, to ask questions that they might not ask of others, to test new ideas, and even challenging the status quo without fear of judgment. And, most importantly of all, to learn. [01:38]  Meanwhile, being a mentor is an enormously important privilege and one which should be handled with self awareness and care. When you have a protege, you may not realize it, but he or she is watching you like a hawk. The way you dress, the way you talk, the way you handle yourself with other people. You'll be surprised years later when proteges tell stories about you that you've long forgotten. You will have gotten into their heads at a very influential time of their life. [02:13]  I bring this up because many companies miss this rich opportunity to mind this deep and permanent element of psychology. They often provide sales training and sales management, but they missed the third leg of the developmental process. Someone whom the young or new salesperson can just be with. Learning the ropes, getting comfortable, fitting in, and someone who they can talk to when they wake up some nights scared. Come on, we've all been there. Who can talk them down the next day at lunch or over a drink after work. [02:52]  I'd like you to think about this this week as a business owner or manager. Do you have a mentorship program? [03:00]  I realize that some senior salespeople don't have the time or the inclination to be mentors, but you might be surprised how many would be willing to participate. Many people enjoy the gratification of helping the next generation get a foothold. [03:19]  From a psychological standpoint, it's a wonderful win-win as both people grow as human beings, not to mention greatly accelerating your salespeople's production as individuals and as a team. I'll be talking more about mentors and mentoring in the coming weeks. [03:40]  See you next time.  [soft melody theme music] [03:44]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [04:02]  Until next time, take care!

Ep 30: Use a Mentor Program to Boost Sales

Episode 29: The #1 Thing a Sales Manager Can Do For a SalespersonThere are lots of way to motivate your salespeople, but one psychologically-proven action will create lasting impact for months to come and it's easy . . . bring your salesperson a lead. Dr. Croner discusses the psychological nuances of this small but powerful gesture in this episode.Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  Additional ResourcesEp 11: One of the Most Powerful Salesperson Motivation SecretsEp 14: The Most Inspirational Trait of Sales ManagersEp 18: Great Coaches Treat Each Player Differently More About SalesDrive, LLCAt SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request-- Transcript[soft melody theme music][00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.  [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Throughout this series we'll be talking about how great managers, mentors and coaches motivate and inspire salespeople to peak performance. But in terms of sales, nothing beats this motivational move. [00:46]  Bring your salesperson a great lead. Now, you're probably thinking that's pretty obvious but there's some important psychological nuance here that makes all the difference. I didn't say send him a lead via email or let her pull a lead off of Salesforce. I said bring your salesperson a lead in person. Or, in the case of remote meetings, schedule a specific meeting, one-on-one to present the lead and talk about it. [01:17]  You see it's not just about the lead, it's about the salesperson's perception that you, as her manager, took the time to flag this particular lead, match it up with her potential to convert it and that you are showing the confidence in her to handle it. You just made her feel important. You just made her feel more confident and you've just provided a focused shot of hope; and hope is the mother's milk of all salespeople. The feeling that good things are coming. [01:51]  You see, a lot of, one-on-one manager, salesperson meetings revolve around challenges about performance or pressure to perform. When a manager occasionally calls a meeting with a salesperson for no other reason than to deliver the gifts of hope, confidence and self esteem, in the form of a good lead, the positive impact can last for months. [02:15]  Give it a try. It's a great inspirational shot in the arm. See you next time. [soft melody theme music] [02:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [02:41]  Until next time, take care!

<h1>Episode 29: The #1 Thing a Sales Manager Can Do For a Salesperson</h1>There are lots of way to motivate your salespeople, but one psychologically-proven action will create lasting impact for months to come and it's easy . . . bring your salesperson a lead. Dr. Croner discusses the psychological nuances of this small but powerful gesture in this episode. <h1>Don't Miss an Episode - Subscribe Now for Free!</h1>Subscribe to this podcast today and stay up-to-date on the latest in sales psychology. <h1>Additional Resources</h1><ul><li><a href="https://podcast.salesdrive.info/e/2nx9wkr8" rel="nofollow" target="_blank">Ep 11: One of the Most Powerful Salesperson Motivation Secrets</a></li><li><a href="https://podcast.salesdrive.info/e/1831q918" rel="nofollow" target="_blank">Ep 14: The Most Inspirational Trait of Sales Managers</a></li><li><a href="https://podcast.salesdrive.info/e/2862qxl8" rel="nofollow" target="_blank">Ep 18: Great Coaches Treat Each Player Differently</a></li></ul> <h1>More About SalesDrive, LLC</h1>At <a href="https://salesdrive.info/?utm_medium=podcast&amp;utm_source=bcast&amp;utm_campaign=the-sales-psyched-podcast" rel="nofollow" target="_blank">SalesDrive, LLC</a>, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition. If you are hiring salespeople, request a free DriveTest assessment today: <a href="https://salesdrive.info/free-trial-request" rel="nofollow" target="_blank">https://salesdrive.info/free-trial-request</a> -- <h1>Transcript</h1>[soft melody theme music] [00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams. [00:20]  Let's get started. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. Throughout this series we'll be talking about how great managers, mentors and coaches motivate and inspire salespeople to peak performance. But in terms of sales, nothing beats this motivational move. [00:46]  Bring your salesperson a great lead. Now, you're probably thinking that's pretty obvious but there's some important psychological nuance here that makes all the difference. I didn't say send him a lead via email or let her pull a lead off of Salesforce. I said bring your salesperson a lead in person. Or, in the case of remote meetings, schedule a specific meeting, one-on-one to present the lead and talk about it. [01:17]  You see it's not just about the lead, it's about the salesperson's perception that you, as her manager, took the time to flag this particular lead, match it up with her potential to convert it and that you are showing the confidence in her to handle it. You just made her feel important. You just made her feel more confident and you've just provided a focused shot of hope; and hope is the mother's milk of all salespeople. The feeling that good things are coming. [01:51]  You see, a lot of, one-on-one manager, salesperson meetings revolve around challenges about performance or pressure to perform. When a manager occasionally calls a meeting with a salesperson for no other reason than to deliver the gifts of hope, confidence and self esteem, in the form of a good lead, the positive impact can last for months. [02:15]  Give it a try. It's a great inspirational shot in the arm. See you next time.  [soft melody theme music] [02:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word. [02:41]  Until next time, take care!

Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson

Sales Psyched! is a sales enhancement show hosted by sales psychologist, Dr. Chris Croner. When you subscribe to this show, you'll get access to the latest sales psychology techniques and strategies designed to take your sales team's performance to the next level. This podcast for sales managers and business owners is rooted in psychology and will help you improve your sales. Episode topics range from sales hiring, sales development, behavioral interviewing, sales training, sales mentorships, sales management to selling techniques that harness and leverage the power of sales psychology. Get your weekly Sales Psyched! tips every Monday! Short episodes for busy listeners. Subscribe today! #GetSalesPsyched

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