CastPlus (https://castplus.fm) The Sales Psyched Podcast https://podcasts.castplus.fm/the-sales-psyched-podcast https://feeds.castplus.fm/the-sales-psyched-podcast 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 © SalesDrive, LLC en Mon, 05 Apr 2021 19:55:35 +0000 Wed, 20 May 2026 16:09:08 +0000 https://content.castplus.io/uploads/xzq000mq/23e99ca0-97d6-11eb-950c-4920af48c566/23e99de0-97d6-11eb-9608-bb13cf5ab91b.jpg The Sales Psyched Podcast https://podcasts.castplus.fm/the-sales-psyched-podcast 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 Dr. Chris Croner 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 No No episodic Dr. Chris Croner 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 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 sales hiring, sales development, sales assessments, behavioral interviewing, sales training, mentoring, sales management, onboarding, sales, sales psychology, selling techniques, small business, sales growth, sales performance Sales Psyched! support@sales-psyched.com No No No Ep 48: Sales Lessons to Learn from Tom Brady https://podcasts.castplus.fm/e/x8y069vn-ep-48-sales-lessons-to-learn-from-tom-brady Ep 48: Sales Lessons to Learn from Tom Brady 48 No No l04p7m60 Today's episode focuses on how sales managers and their sales team can learn a thing or two from the famous retired football star, Tom Brady. 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 Resources
For more sales strategies, check out:


More About SalesDrive, LLC
At 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. 
]]> Fri, 11 Mar 2022 16:39:00 +0000 Dr. Chris Croner Dr. Chris Croner 143 Today's episode focuses on how sales managers and their sales team can learn a thing or two from the famous retired football star, Tom Brady. Today's episode focuses on how sales managers and their sales team can learn a thing or two from the famous retired football star, Tom Brady. sales, sales lessons, tom brady, confidence, optimism, managers, salespeople, sales tips, sales psychology No No Ep 47: High Risk, High Reward in Sales https://podcasts.castplus.fm/e/pnmml69n-ep-47-high-risk-high-reward-in-sales Ep 47: High Risk, High Reward in Sales 47 No No 71vrjpw1 Today's episode focuses on risk taking in sales and the rewards that can follow. Knowing how and when to take risks is an important skill all salespeople should know and master. 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 Resources
For more sales strategies, check out:


More About SalesDrive, LLC
At 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. 
]]> Mon, 07 Mar 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 174 Today's episode focuses on risk taking in sales and the rewards that can follow. Knowing how and when to take risks is an important skill all salespeople should know and master. Today's episode focuses on risk taking in sales and the rewards that can follow. Knowing how and when to take risks is an important skill all salespeople should know and master. sales, risk, reward, risk taking, strategy, psychology, story, sales psychology No No Ep 46: March Madness With a Surprise Twist https://podcasts.castplus.fm/e/08jp5k08-ep-46-march-madness-with-a-surprise-twist Ep 46: March Madness With a Surprise Twist 46 No No 41p69zm1 Today's episode is all about March Madness and how to add your own personal 'twist' to it. 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 Resources
For more sales strategies, check out:


More About SalesDrive, LLC
At 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. 
]]> Mon, 28 Feb 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 129 Today's episode is all about March Madness and how to add your own personal 'twist' to it. Today's episode is all about March Madness and how to add your own personal 'twist' to it. sales, march madness, creative, psychology, sales psychology, sales tips No No Ep 45: Sell with Emotion: People Buy Dreams, Not Things https://podcasts.castplus.fm/e/x8v564pn-ep-45-sell-with-emotion-people-buy-dreams-not-things Ep 45: Sell with Emotion: People Buy Dreams, Not Things 45 No No 70y8zjw1 This episode focuses on utilizing emotions in sales. 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 Resources
For more sales strategies, check out:



More About SalesDrive, LLC
At 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. 
]]> Mon, 21 Feb 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 156 This episode focuses on utilizing emotions in sales. This episode focuses on utilizing emotions in sales. sales, emotions, vision, sales pitch, story, psychology, sales psychology, sales tips No No Ep 44: Your Attitude Matters Especially in Sales https://podcasts.castplus.fm/e/2n6wlww8-ep-44-your-attitude-matters-especially-in-sales Ep 44: Your Attitude Matters Especially in Sales 44 No No j02jljj0 This episode focuses on the importance of attitude in sales and how it can either help or hurt your chances of closing. 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 Resources
For more sales strategies, check out:



More About SalesDrive, LLC
At 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.

]]> Mon, 14 Feb 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 241 This episode focuses on the importance of attitude in sales and how it can either help or hurt your chances of closing. This episode focuses on the importance of attitude in sales and how it can either help or hurt your chances of closing. sales psychology, selling, sales technique, attitude, attitude in sales, emotions, passion No No Ep 43: Passion is Contagious and Compelling in Sales https://podcasts.castplus.fm/e/1830009n-ep-43-passion-is-contagious-and-compelling-in-sales Ep 43: Passion is Contagious and Compelling in Sales 43 No No m0jkkkx1 This episode reveals just how powerful emotions can be in sales. Episode 43: Passion is Contagious and Compelling in Sales

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 Resources
For more sales strategies, check out:



More About SalesDrive, LLC
At 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.
]]> Mon, 07 Feb 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 122 This episode reveals just how powerful emotions can be in sales. This episode reveals just how powerful emotions can be in sales. sales, passion, enthusiasm, emotions, psychology, psychological sales, sales tips No No Ep 42: How to Sell to a Big Ego Buyer https://podcasts.castplus.fm/e/28x5w5kn-ep-42-how-to-sell-to-a-big-ego-buyer Ep 42: How to Sell to a Big Ego Buyer 42 No No 60mw8w70 This episode focuses on selling to big ego buyers, aka, the, 'I know best' buyers. Episode 42: How to Sell to a Big Ego Buyer

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 Resources
For more sales strategies, check out:


More About SalesDrive, LLC
At 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. 

]]> Mon, 31 Jan 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 157 This episode focuses on selling to big ego buyers, aka, the, 'I know best' buyers. This episode focuses on selling to big ego buyers, aka, the, 'I know best' buyers. selling, sales, sales tips, sales psychology, communication, skills, skill refine No No Ep 41: 3 Tips to Make a Great First Impression During a Sales Meeting https://podcasts.castplus.fm/e/mn4kmyx8-ep-41-3-tips-to-make-a-great-first-impression-during-a-sales-meeting Ep 41: 3 Tips to Make a Great First Impression During a Sales Meeting 41 No No x06w6nl1 This episode emphasizes the importance of first impressions and how quickly they can either make or break an opportunity. Episode 41: 3 Tips to Make a Great First Impression During a Sales Meeting

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 Resources
For more sales strategies, check out:


More About SalesDrive, LLC
At 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. 
]]> Mon, 24 Jan 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 175 This episode emphasizes the importance of first impressions and how quickly they can either make or break an opportunity. This episode emphasizes the importance of first impressions and how quickly they can either make or break an opportunity. First Impressions, Sales, Sales Tips, Psychology, Managers, psychological selling No No Ep 40: How the Best Salespeople Turn Problems into Opportunities https://podcasts.castplus.fm/e/18ppj0k8 Ep 40: How the Best Salespeople Turn Problems into Opportunities 40 No No z1rvnqy1 This episode reveals how problems can be used to create powerful opportunities in sales. Episode #40: How the Best Salespeople Turn Problems into Opportunities

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 Resources
For more sales strategies, check out:


More About SalesDrive, LLC
At 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!
]]> Mon, 17 Jan 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 271 This episode reveals how problems can be used to create powerful opportunities in sales. This episode reveals how problems can be used to create powerful opportunities in sales. sales, opportunities, salespsyched, podcast, educational, story, salestips No No Ep 39: Try a Creative Approach to Selling https://podcasts.castplus.fm/e/08jv1q28 Ep 39: Try a Creative Approach to Selling 39 No No 41py2x40 This episode is a friendly reminder for you to try and find new and creative ways to approach customers. Episode 39: Try a Creative Approach to Selling

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! 
 
 

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 creative selling strategies, check out:
 

More About SalesDrive, LLC

At 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!
]]> Mon, 10 Jan 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 106 This episode is a friendly reminder for you to try and find new and creative ways to approach customers. This episode is a friendly reminder for you to try and find new and creative ways to approach customers. creative selling, sales, selling to customers, sell differently, sales strategies, sales team management No No Ep 38: The Key to Handling Sales Rejection https://podcasts.castplus.fm/e/2n630lj8 Ep 38: The Key to Handling Sales Rejection 38 No No j02xyl40 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. Episode 38: The Key to Handling Sales Rejection

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. 


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 on sales personality traits to look for when recruiting salespeople, check out:


More About SalesDrive, LLC

At 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!
]]> Mon, 03 Jan 2022 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 212 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. 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. rejection, sales rejection, how to process rejection, optimism, salesperson optimism, sales traits, selling, sales management, sales hiring, sales recruiting No No Ep 37: Learn to Identify Opportunities for Relationship Selling https://podcasts.castplus.fm/e/28634z5n Ep 37: Learn to Identify Opportunities for Relationship Selling 37 No No j12xz8p1 The best salespeople are always seeking opportunities to touch their clients in special ways through relationship selling. 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. Episode 37: Learn to Identify Opportunities for Relationship Selling

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?
 
 

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 additional relationship selling strategies, check out:
 

More About SalesDrive, LLC

At 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!
]]> Mon, 27 Dec 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 202 The best salespeople are always seeking opportunities to touch their clients in special ways through relationship selling. 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. The best salespeople are always seeking opportunities to touch their clients in special ways through relationship selling. 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. relationship selling, customer service opportunities, opportunity selling, selling, sales, relationship building in sales, sales gifts No No Ep 36: Salespeople: Are You Exceeding Customer Expectations https://podcasts.castplus.fm/e/183v6x9n Ep 36: Salespeople: Are You Exceeding Customer Expectations 36 No No m0jr79x0 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. Episode 36: Salespeople: Are You Exceeding Customer Expectations

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!
  
 

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 on selling at the highest level, check out:

More About SalesDrive, LLC

At 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!
]]> Mon, 20 Dec 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 217 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. 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. sales, customer service, expectations, selling, sales relationships, exceed expectations, sales management No No Ep 35: How to Use Reverse Psychology in Sales https://podcasts.castplus.fm/e/68r4k618 Ep 35: How to Use Reverse Psychology in Sales 35 No No 8059zvk0 Often times, putting even more pressure on a struggling salesperson can be exactly the wrong prescription for helping them and can make things worse rather than better. Episode 35: How to Use Reverse Psychology in Sales

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.


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 sales management tips, check out:


More About SalesDrive, LLC

At 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!
]]> Mon, 13 Dec 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 175 Often times, putting even more pressure on a struggling salesperson can be exactly the wrong prescription for helping them and can make things worse rather than better. Often times, putting even more pressure on a struggling salesperson can be exactly the wrong prescription for helping them and can make things worse rather than better. sales, reverse psychology, reverse psychology in sales, sales management, sales manager tips, managing salespeople, managing a sales team No No Ep 34: Best Corporate Gift Idea to Send to Your Clients https://podcasts.castplus.fm/e/1n2m31m8 Ep 34: Best Corporate Gift Idea to Send to Your Clients 34 No No 219yzpy1 In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations. Episode 34: Best Corporate Gift Idea to Send to Your Clients

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.
 
 

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 Prospect

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.  https://salesdrive.info/product/never-hire-a-bad-salesperson-again/ 
 

More About SalesDrive, LLC

At 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!
]]> Mon, 06 Dec 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 224 In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations. In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations. client gifts, holiday gifts, corporate gifts, business gift ideas, best client gifts, best corporate gifts, corporate gift ideas No No Ep 33: Improve Sales Team Satisfaction Without Money https://podcasts.castplus.fm/e/x8vwzy1n Ep 33: Improve Sales Team Satisfaction Without Money 33 No No 70yv64q1 In today's episode, Dr. Croner shares a story that demonstrates a strategy that can generate loyalty and satisfaction among your sales team without money. Episode 33: Improve Sales Team Satisfaction Without Money

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.
 
 

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 additional information on motivating your sales team and boosting performance, check out these episodes:


More About SalesDrive, LLC

At 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!
]]> Mon, 29 Nov 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 166 In today's episode, Dr. Croner shares a story that demonstrates a strategy that can generate loyalty and satisfaction among your sales team without money. In today's episode, Dr. Croner shares a story that demonstrates a strategy that can generate loyalty and satisfaction among your sales team without money. sales team satisfaction, motivation, inspiration, motivate a salesperson, boost sales team satisfaction, improve team morale No No Ep 32: Uncover Your Buyer's Authentic Self to Sell More https://podcasts.castplus.fm/e/pnlrm29n Ep 32: Uncover Your Buyer's Authentic Self to Sell More 32 No No x0lw7jv1 In today's episode, Dr. Croner discusses a psychological principle of discovering a person's authentic self and the powerful impact it can have on your sales. Episode 32: Uncover Your Buyer's Authentic Self to Sell More

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.

  

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 sales psychology and getting to know your buyer, check out:
 

More About SalesDrive, LLC

At 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!

]]> Mon, 22 Nov 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 271 In today's episode, Dr. Croner discusses a psychological principle of discovering a person's authentic self and the powerful impact it can have on your sales. In today's episode, Dr. Croner discusses a psychological principle of discovering a person's authentic self and the powerful impact it can have on your sales. relationship selling, sales, sales meeting, sales discussions, authenticity, authentic self, sales psychology No No Ep 31: Boost Your Buyer's Self-Esteem to Sell More https://podcasts.castplus.fm/e/vnwwkvvn Ep 31: Boost Your Buyer's Self-Esteem to Sell More 31 No No 81xknzz0 People love to be acknowledged and respected. So, when you deliver the gift of self-esteem to your client or prospect, it is especially outstanding and psychologically powerful. Episode 31: Boost Your Buyer's Self-Esteem to Sell More

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. 
 
 

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 selling psychology, check out:
 

More About SalesDrive, LLC

At 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!
]]> Mon, 15 Nov 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 198 People love to be acknowledged and respected. So, when you deliver the gift of self-esteem to your client or prospect, it is especially outstanding and psychologically powerful. People love to be acknowledged and respected. So, when you deliver the gift of self-esteem to your client or prospect, it is especially outstanding and psychologically powerful. sales meeting, sales strategy, relationship selling, selling, sales, personal skills, self-esteem No No Ep 30: Use a Mentor Program to Boost Sales https://podcasts.castplus.fm/e/v85r07vn Ep 30: Use a Mentor Program to Boost Sales 30 No No 81q9y581 This is one of the most important gifts any of us can receive in the course of our career. Episode 30: Use a Mentor Program to Boost Sales

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. 
 
  

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 mentoring guidance, check out this:
 

More About SalesDrive, LLC

At 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!
]]> Mon, 08 Nov 2021 09:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 247 This is one of the most important gifts any of us can receive in the course of our career. This is one of the most important gifts any of us can receive in the course of our career. boost sales, selling, mentor, development of a salesperson, mentorship, mentorship relationship, mentor dynamic, mentor program No No Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson https://podcasts.castplus.fm/e/v85r733n Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson 29 No No 81q95mm1 As a sales manager there is an easy, psychological-backed action that you can take to motivate your salespeople . . . bring them a lead. Episode 29: The #1 Thing a Sales Manager Can Do For a Salesperson

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.


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

 

More About SalesDrive, LLC

At 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!
]]> Mon, 01 Nov 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 166 As a sales manager there is an easy, psychological-backed action that you can take to motivate your salespeople . . . bring them a lead. As a sales manager there is an easy, psychological-backed action that you can take to motivate your salespeople . . . bring them a lead. sales management, sales manager, mentor, motivational, sales meeting, selling, sales No No Ep 28: Learn How Buyers Commit to a Purchase https://podcasts.castplus.fm/e/mn42qzvn Ep 28: Learn How Buyers Commit to a Purchase 28 No No x0652x41 Understanding the psychology behind how buyers close can help with selling and persuasion. Episode 28: Learn How Buyers Commit to a Purchase

Salespeople are often only focused on closing the deal. In other words, gaining the buyer's final commitment. But, buyers persuade themselves to make a big commitment by making smaller commitments in the process. Understanding the psychology behind how buyers close can help with selling and persuasion.

In today's episode, you'll learn how to give buyers the opportunity to say "yes" in the course of your discussion, which is a positive step in moving the buyer to the final "yes."


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 additional selling techniques, check out the following resources:
 

More About SalesDrive, LLC

At 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: Welcome to Sales Psyched!, the only sales enhancement program delivered by a psychologist. I'm Dr. Chris Croner here today to talk to you about how buyers psychologically commit to a purchase.

[00:43]  As salespeople we're naturally interested in closing the deal. In other words, gaining the buyer's final commitment and signing on the dotted line. But, that's not how the buyer's mind operates. And understanding how he moves toward closure can inform how we should be thinking about selling and persuasion.
 
[01:05]  Buyers persuade themselves to make a big commitment by making smaller commitments in the process. In psychology we call this the "Foot in the Door" technique. Let me give you an example of how this process works.

[01:22]  There was a study conducted in which the students were asked to approach a series of homeowners on the same block to put signs about a popular local issue, something that most of the homeowners completely agreed with, in their yards. So, that wasn't a problem. The problem was that many people don't like to put signs in their yards, particularly big signs. So, the students were broken into two groups. The researchers wanted to see which ones could place more large signs in the neighborhood.

[01:57]  One group jumped right to asking if they could place the large signs. And, for the most part, people said no. The other group asked if they could place smaller signs and they received many more answers of yes.

[02:12]  Now, here's the kicker. A little later the second group came back around and asked if they could replace the small signs with larger ones. Most of the homeowners who had committed to the smaller sign, that is the smaller yes, agreed to the placement of the bigger signs. In other words, once they had said yes once, it was much easier for them to say it again because their mind had become comfortable with its commitment to the concept.

[02:46]  As you prepare your own sales discussions, be sure to give your buyers the opportunity to say yes in the course of your discussion. And if the meeting isn't going to result in a final close just yet, try to get a smaller yes toward the end to set up the next call. Something like "is it okay if I send along some information on that question you asked me?" The answer will be yes.

[03:11]  And while you can't see it, you have just taken a positive step in the buyer's mind in moving to the big yes at the end of the sales process.

[03:22]  See you next time.
 
[soft melody theme music]
 
[03:25]  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.
 
[03:42]  Until next time, take care!
]]> Mon, 25 Oct 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 228 Understanding the psychology behind how buyers close can help with selling and persuasion. Understanding the psychology behind how buyers close can help with selling and persuasion. sales, selling, sales tip, sales meeting, selling technique, sales psychology, psychological selling, close a deal No No Ep 27: How to Leverage Voicemails During the Sales Process https://podcasts.castplus.fm/e/lnq46yj8 Ep 27: How to Leverage Voicemails During the Sales Process 27 No No 81nxq5z1 In today's episode, Dr. Croner talks about a part of the sales arsenal that can be very powerful but is all too often handled much too casually. That is . . . leaving voicemails. Let's dive into some examples now! Episode 27: How to Leverage Voicemails During the Sales Process

In today's episode, Dr. Croner talks about a part of the sales arsenal that can be very powerful but is all too often handled much too casually. That is . . . leaving voicemails. He will cover two examples and provide detailed for elevating your voicemail to the next level. Listen in! 
 

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 additional selling strategies check out our blog posts:
 

More About SalesDrive, LLC

At 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 about a part of our sales arsenal that can be very powerful, but all too often handle much too casually. That is . . . leaving voicemails.

[00:42]  Here's an example of a voicemail that really accomplishes very little, if anything. And can even have a negative affect since we're potentially wasting someone's time.

[00:54]  "Hi John, this is Chris. Just checking in! I'd like to talk to you about some of our new financial products when we get a chance. Please give me a call back or I'll call you to follow up. Thank you."

[01:08]  Now, here's an example of a voicemail that can have some real impact.

[01:13]  "Hello John. I'm calling because I'm really excited about a new financial product we just came out with that goes right at the Bitcoin discussions we've been having. It will enable you to invest in an ETF without the risk of direct investing in Bitcoin itself. Please call me back as soon as you can. Thank you, John."

[01:37]  There are several important nuances to note in this voicemail.

[01:43]  First. You're excited. You actually use the word, and when you're excited, you raise the tone and intensity of the message. All good.

[01:53]  Second. You're being specific. You're not just "checking in." You're calling for an important reason; and in this case, a reference to a client's specific interest, which is even better.

[02:08]  Third. You convey a sense of urgency, always a powerful psychological technique.

[02:15]  Fourth, and this is subtle, the last word on your message was the client's name. Research shows that not only is more intimate, but it will cause specific areas of their brain to light up in ways other words do not. All of this in a ten-second voicemail - crisp, focused, high energy.

[02:39]  I'm a big fan of writing out a scripted voicemail. You can read it without it sounding scripted with a little practice. It's a great way to prepare and deliver a sharp message that's much more likely to stick with your prospects and customers.

[02:56]  See you next time.
 
[soft melody theme music]
 
[02:59]  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.
 
[03:17]  Until next time, take care!
]]> Mon, 18 Oct 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 201 In today's episode, Dr. Croner talks about a part of the sales arsenal that can be very powerful but is all too often handled much too casually. That is . . . leaving voicemails. Let's dive into some examples now! In today's episode, Dr. Croner talks about a part of the sales arsenal that can be very powerful but is all too often handled much too casually. That is . . . leaving voicemails. Let's dive into some examples now! voicemails, sales, selling, sales voicemail, how to leave a voicemail, sales strategy, selling tips, voicemail scripts No No Ep 26: How Sales Candidates Fool You Into Hiring Them https://podcasts.castplus.fm/e/p8lrprp8 Ep 26: How Sales Candidates Fool You Into Hiring Them 26 No No x1lwxwx0 We have all experienced this . . . the exciting, charismatic candidate who looks great, sounds great and blows us away with his energy and enthusiasm during the interview. We are so excited to have found this superstar. He's hired! But then . . . nothing. Let’s talk about this frustrating but all too common conundrum in today's episode. Episode 26: How Sales Candidates Fool You Into Hiring Them

We have all experienced this . . . the exciting, charismatic candidate who looks great, sounds great and blows us away with his energy and enthusiasm during the interview. We are so excited to have found this superstar. He's hired! But then . . . nothing. Eventually, we realize, it is not going to work out. And we find ourselves asking the following question:

“I KNOW this person can sell because he sold ME perfectly. Why isn’t he crushing it in the marketplace?” 

Let’s talk about this frustrating but all too common conundrum in today's 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 Resources

For more on sourcing candidates high in Need for Achievement, check out our blogs:


More About SalesDrive, LLC

At 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 to tell you why some candidates look like The Rock in their interview with you but then let you down after hiring.

[00:38]  We've all experienced this . . . the awesome interview, the exciting, charismatic candidate who looks great, sounds great and blows us away with his energy and enthusiasm. We're so excited to have found the superstar. We roll out the red carpet, he shows up and then . . . quiet. Follow up meetings, more support, monthly pep talks and gradually we realize it's not gonna work out. And then we find ourselves asking the following question, "I know this person can sell because he sold me perfectly. Why isn't he crushing it in the marketplace."

[01:18]  Let's talk about this frustrating but all too common conundrum. There is a monumental difference between people who can sell and people who will sell. This is so important to your recruiting process that I want to repeat it.

[01:34]  There is a monumental difference between people who can sell and people who will sell. Here's what I mean.

[01:41]  Delivering one great performance or in effect, acting, requires a completely different personality and skill set than long term authentic sales achievement. Yes, the actor was able to summon great energy for his performance to you. But, sustained sales achievement requires a much more complex set of challenges, including handling rejection, solving new problems on the fly and without rehearsal, and the daily discipline to execute a plan over many months and years.

[02:15]  We come back to Need for Achievement – which you'll hear me refer to often in our talks. Need for Achievement drives a person beyond one, outstanding performance to repeat it again and again and again [snapping] because that is what provides him or her with the very essence of their lives.

[02:35]  But, some sales candidates can use their acting skills to wow us in an interview but then flatline after hiring because they were not being authentic. They are low in Need for Achievement and they will not sustain performance.

[02:51]  Sales assessments are the best way to get beneath the performance and into the real personalities of the people that we're considering for these all important positions. Their algorithms don't fall for charisma.

[03:03]  Once we determined someone has the underlying traits to sustain performance, then we can start to get excited about his energy and enthusiasm, actually translating to closing business over time.

[03:19]  See you next time. 
 
[soft melody theme music]
 
[03:22]  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.
 
[03:40]  Until next time, take care!
]]> Mon, 11 Oct 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 226 We have all experienced this . . . the exciting, charismatic candidate who looks great, sounds great and blows us away with his energy and enthusiasm during the interview. We are so excited to have found this superstar. He's hired! But then . . . nothing. Let’s talk about this frustrating but all too common conundrum in today's episode. We have all experienced this . . . the exciting, charismatic candidate who looks great, sounds great and blows us away with his energy and enthusiasm during the interview. We are so excited to have found this superstar. He's hired! But then . . . nothing. Let’s talk about this frustrating but all too common conundrum in today's episode. sales hiring, sales, sales psychology, sales interview, sales traits, need for achievement No No Ep 25: One Technique Sales Teams Can Learn From The Show: Mad Men https://podcasts.castplus.fm/e/v8wwlww8 Ep 25: One Technique Sales Teams Can Learn From The Show: Mad Men 25 No No 80xk8kk1 In today's episode, Dr. Croner shares a sales strategy you can learn from the famous TV show: Mad Men; and tells a story of a client using said strategy in real life. Enjoy! Episode 25: One Technique Sales Teams Can Learn From The Show: Mad Men

In today's episode, Dr. Croner shares a sales strategy you can learn from the famous TV show: Mad Men, called ideation. Learn the importance of ideation and how a client of ours using said strategy in real life. Enjoy!
 
 

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 selling strategies rooted in psychology, check out Episodes 12 and 16.
 

More About SalesDrive, LLC

At 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. If you ever watch the T.V. series Mad Men, which is about an advertising agency and it's a wonderful array of characters, you probably noticed that when the creative department is developing a new concept, they do it as a group. Big time advertising and marketing firms know that groups of people bouncing ideas off one another are much more likely to generate something exciting. Then, each person just working on the concept alone.

[01:00]  In psychology, this is called ideation. And the process, when done well, can be remarkably creative, but the key is never dismissing an idea before it has time to blossom. Here's an example.

[01:16]  A client of ours tells the story of planning to throw a first class appreciation party for its distributor salespeople. Their CEO wanted to give away a Lexus, as the grand door prize. Trouble was it exceeded their budget and the planners were getting ready to dismiss the idea entirely when one of them said, you know, we can get the same impact if we drive a Lexus in and have a hole in one contest. That way, instead of spending $60,000, we'll spend $1,500 for the insurance policy. Everyone nodded.

[01:53]  But, there was still a problem. The party was in Chicago and it was scheduled for January. End of idea, right?

[02:03]  The party was being thrown in a big ballroom. So, they worked out a 100 ft putt with twists and turns with the insurance company. It was the highlight of the evening with hoots, hollers and gasps as each distributor took a turn. People talked about it for months.

[02:19]  The moral of the story is not to give up too soon on the germ of a great idea. Keep asking, "how can we pull this off in other ways and still have a big psychological impact?" You'll be amazed at what you can come up with as a team.

[02:39]  And yes, someone made the putt, much to the surprise and excitement of everyone, except the insurance company; who declined to participate the following year.

[02:49]  See you next time.
 
[soft melody theme music]
 
[02:53]  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.
 
[03:10]  Until next time, take care!
]]> Mon, 04 Oct 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 195 In today's episode, Dr. Croner shares a sales strategy you can learn from the famous TV show: Mad Men; and tells a story of a client using said strategy in real life. Enjoy! In today's episode, Dr. Croner shares a sales strategy you can learn from the famous TV show: Mad Men; and tells a story of a client using said strategy in real life. Enjoy! sales, sales strategy, selling, ideation, Mad Men, teamwork, brainstorming, think outside the box No No Ep 24: How to Close a Deal With a Procrastinating Prospect https://podcasts.castplus.fm/e/xny5zx0n Ep 24: How to Close a Deal With a Procrastinating Prospect 24 No No l14yx3p0 Have you ever had a prospect that likes the product, trusts you, but just won't close? We call this prospect "The Procrastinator." And man, procrastinators can be so frustrating. Today, Dr. Croner is going to give you some psychological selling tips to help get that procrastinating prospect over the finish line. Episode 24: How to Close a Deal With a Procrastinating Prospect

Have you ever had a prospect that likes the product, trusts you, but just won't close?

We call this prospect "The Procrastinator." And man, procrastinators can be so frustrating. Today, Dr. Croner is going to give you some psychological selling tips to help get that procrastinating prospect over the finish line.
 
 

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 on closing deals with procrastinators, check out these blogs:

More About SalesDrive, LLC

At 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've all had prospects who behave like this: "I really like this product. It really does fit all my needs. Let me think it over and I'll get back to you."

[00:41]  That doesn't seem too unreasonable, except it's the third time the buyer has said this to you. He likes the product. He trusts you, but he just won't close.

[00:54]  We call this prospect The Procrastinator. And man, procrastinators can be so frustrating because we wind up spending so much time covering the same real estate with them over and over. So, let's figure this guy or gal out once and for all, together, right now.

[01:14]  From the psychological perspective, procrastinators are usually risk averse and to make it worse they perceive change as risk. So, they tend to hunker down to protect the status quo. And, if they're asked to make a change, or in this case buy something, they often stall because they see higher risk in buying and possibly making a mistake than doing nothing.

[01:43]  So, it becomes pretty obvious what we need to do. We need to reverse the buyer's mindset. In other words, we need to shift his perspective of the higher risk of doing nothing, a.k.a. the status quo, versus making a change.

[02:00]  Now, there are a lot of gimmicky ways marketing and advertising uses the psychology. Things like " Offer only good today" or "Act now, there are only five left." We even sometimes see a ticking clock on their websites. They're pushing the buyer to make a decision with time pressure.

[02:20]  We don't recommend these high pressure tactics. But, we can learn from them as we watch the big ad folks focus on moving risk perception from fear of change to fear of missing out on something. In our world, we can use similar psychology albeit much more gently and with integrity and sincerity when our products and services really do meet the client's needs.

[02:47]  Metrics work the best. For example, if you're a realtor and trying to sell a client's house, but the client is dithering. It's fair to point out the cost of not selling, i.e., the client is probably paying a mortgage and taxes, so each day he or she puts off a decision costs real money, say $3,000 a month. Or if you're selling a true energy saving solution, it may be costing an office building portfolio prospect $5,000 per month by delaying installing the new technology you're offering.

[03:25]  I want to emphasize that there's a difference between a careful buyer and a true procrastinator. A careful buyer needs some nurturing and trust-building but does not need nor want to be pushed. Persistence and patience are the prescription for a careful buyer.

[03:44]  But, a true procrastinator probably needs to be released from his or her fear of changing by understanding the greater cost of not changing. It's then our job as salespeople to make that crystal clear. See you guys 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.
 
[04:23]  Until next time, take care!
]]> Mon, 27 Sep 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 268 Have you ever had a prospect that likes the product, trusts you, but just won't close? We call this prospect "The Procrastinator." And man, procrastinators can be so frustrating. Today, Dr. Croner is going to give you some psychological selling tips to help get that procrastinating prospect over the finish line. Have you ever had a prospect that likes the product, trusts you, but just won't close? We call this prospect "The Procrastinator." And man, procrastinators can be so frustrating. Today, Dr. Croner is going to give you some psychological selling tips to help get that procrastinating prospect over the finish line. close a deal, sales, selling strategies, psychological selling tips, the procrastinator, procrastinating client No No Ep 23: The #1 Thing You Can Do For A Client or Prospect https://podcasts.castplus.fm/e/2n63z068 Ep 23: The #1 Thing You Can Do For A Client or Prospect 23 No No j02x8y90 As a sales manager, you are always searching for a differentiator . . . an edge you can provide to your salespeople for both new business development and to solidify ongoing relationships. Sometimes we get caught up in technique when the real answer is substance and it is right in front of us. Episode 23: The #1 Thing You Can Do For a Client or Prospect

As a sales manager, you are always searching for a differentiator . . . an edge you can provide to your salespeople for both new business development and to solidify ongoing relationships. Sometimes we get caught up in technique when the real answer is substance and it is right in front of us.

In today's episode, Dr. Croner discusses a memorable differentiator for your company, if your salespeople take this one action.  
 
 

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.
 
 

More About SalesDrive, LLC

At 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. As a manager, you are always searching for a differentiator. An edge you can provide for your salespeople for both new business development and to solidify ongoing relationships.  Sometimes we get caught up in technique, when the real answer is substance and it's right in front of us.

[00:52]  So, my clients tell me that the number one thing any salesperson can do for a prospect or a client is to introduce them to someone who can become their new client.

[01:06]  That's right. We all too often forget that while we're busy trying to sell them something, they're busy doing the same thing. This is particularly effective when we're talking to senior people, and particularly business owners who have a passionate stake in the income side of their businesses.

[01:25]  Law firms have traditionally been very good at this. Yes, they pitched their legal services but the most influential law firms spend a lot of time connecting the people in their networks to one another. And often, a client will choose a law firm for both its legal expertise and its prestigious roster of clients and people, the prospect may get a chance to meet.

[01:52]  As a sales manager, it can be a worthwhile endeavor to go through your client list with your salespeople and see who it might be productive to connect. Also, when you spot a new prospect appear on your CRM program or in a sales meeting, you can make it a best practice to go through your list and possibly find a company your salesperson can mention while in pursuit of that prospect.

[02:17]  Often, making a sale comes down to one or two memorable differences between competitors. Bringing up the concept that you not only provide a service but that you can help your prospect meet new clients will almost always impress a high level prospect.

[02:38]  See you next time.
 
[soft melody theme music]
 
[02:43]  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.
 
[03:00]  Until next time, take care!
]]> Mon, 20 Sep 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 185 As a sales manager, you are always searching for a differentiator . . . an edge you can provide to your salespeople for both new business development and to solidify ongoing relationships. Sometimes we get caught up in technique when the real answer is substance and it is right in front of us. As a sales manager, you are always searching for a differentiator . . . an edge you can provide to your salespeople for both new business development and to solidify ongoing relationships. Sometimes we get caught up in technique when the real answer is substance and it is right in front of us. sales, relationship selling, management technique, sales best practices, connecting with clients and prospects No No Ep 22: Get to Know Your Prospects' Personalities https://podcasts.castplus.fm/e/1n3vxr78 Ep 22: Get to Know Your Prospects' Personalities 22 No No m1jr93w1 It really pays to know the personalities of those you are selling to. It will give you an edge over competitors who sell well clinically but miss the opportunity to connect emotionally. Episode 22: Get to Know Your Prospects' Personalities

It really pays to know the personalities of those you are selling to. It will give you an edge over competitors who sell well clinically but miss the opportunity to connect emotionally. In today's episode, Dr. Croner shares a selling story where one salesperson went above and beyond to understand his prospects' personalities and connect emotionally. Listen now to learn how you can do the same.
 
 

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 selling strategies backed by psychology, check out some of our previous episodes:
 

More About SalesDrive, LLC

At 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. Time for a story about personality.

[00:34]  In terms of psychology, it really pays to know the personalities of the people you're selling to, because it can give you a huge edge over competitors who sell well clinically but missed the opportunity to connect emotionally. Here's a personal selling story from one of my friends.

[00:52]  He was with a large commercial real estate firm and they were pitching the property management and leasing of a prestige office building in Chicago. 60 stories. Premium location. A real beauty.

[01:07]  The trouble was that the new owners were headquartered in New York and we're not familiar with the nuances of the Chicago market. So, they invited everybody to pitch the business, a proverbial all day beauty contest, with one firm coming in after another. Plus, several of the firms were well-known nationally and my friend's firm was local, so the odds of their winning the deal weren't great.

[01:36]  So, my friend needed to figure out an edge and he found it when he called around and asked about the guys who were flying in for pitch day. First of all, although they were representing a large Japanese bank, these guys were Americans and they were from New York. And New York, often meant no nonsense and a very low tolerance for bs.

[02:04]  My friend also made arrangements to be the last team to pitch. Which by the way, you should always do. And he lined up a team of tougher people able to stand up to the New York way of communicating. Then, since my friend figured his chances were low anyway, he decided to put in the kicker.

[02:24]  When it came time to meet the setup was exactly the way he thought it would be. He bumped into a competitor on the way out who looked like they had been put through the wringer. When my friend's team went into the room, it was smelly and disheveled with food and drinks all over the place, and the prospects were exhausted and burned out.

[02:50]  So, here's how he started the meeting . . . "Guys, you've had a long day and I'm sure the last thing you want to do is hear another dog and pony show about another real estate firm. Tell you what," he reached into a brown bag he brought and pulled out two, six packs of Heinekens, he said, "I know it's six o'clock in New York, why don't we just pop a few beers, we'll throw out our PowerPoint presentation and let's just kick around about how we are going to lease the crap out of your beautiful, new building." Except he didn't say crap. He used a synonym that starts with "S."

[03:33]  So, there was a long pause. My friend wasn't sure he wouldn't just get dismissed and the younger guys were looking at their leader for guidance. Their leader nodded and said, "Did you bring an opener?" My friend reached into his jacket pocket and pulled one out and gave it to him. He popped open a beer and game on.

[03:57]  They won the assignment and were forever referred to as the Heineken guys.

[04:04]  Obviously, when I heard this story, I knew I had to share it with you. Certainly, knowing your audience allows you a huge opportunity to distinguish yourself on an emotional level. I also like the way my friend sized up his odds and determined he had to take a higher risk to land the account. Not playing defense and actually leveraging fear to higher performance, in this case, through enhanced creativity is a trait shared by the highest performance athletes and salespeople.

[04:42]  For those of you Hunter salespeople watching, study your quarry and customize your tactics to fit the hunt.

[04:53]  See you next time. 
 
[soft melody theme music]
 
[04:57]  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.
 
[05:14]  Until next time, take care!
]]> Mon, 13 Sep 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 320 It really pays to know the personalities of those you are selling to. It will give you an edge over competitors who sell well clinically but miss the opportunity to connect emotionally. It really pays to know the personalities of those you are selling to. It will give you an edge over competitors who sell well clinically but miss the opportunity to connect emotionally. sales, selling, relationship selling, personalities, sales psychology, sales tips, selling strategies No No Ep 21: A Picture Can Be Worth a Thousand Words https://podcasts.castplus.fm/e/q80mkxqn Ep 21: A Picture Can Be Worth a Thousand Words 21 No No p0kk9jp0 Today's episode follows up on the topic discussed last week in Episode 20. Dr. Croner outlines an actual success story that emphasizes the point of "talking about their kids and not your kids" and what a brilliant, up-and-coming architect did to land a job. Listen in now! Episode 21: A Picture Can Be Worth a Thousand Words

Today's episode follows up on the topic discussed last week in Episode 20. So, if you haven't listened to that episode, stop and listen to it first.

In this episode, Dr. Croner outlines an actual success story that emphasizes the point of "talking about their kids and not your kids" and what a brilliant, up-and-coming architect did to land a job. Listen in now!
 
 

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

More on this topic: 

More selling and presenting tips, check out some of our other podcast episodes:

 

More About SalesDrive, LLC

At 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, following up on our recent discussion of talking about the client's kids and not your kids.

[00:36]  Here's an actual success story to emphasize the point.

[00:40]  A client of ours was a big real estate developer charged with remodeling and repositioning one of the largest and most famous office buildings in the world. The developer was naturally very excited and had all sorts of ideas but there was an outstanding problem.

[01:00]  The building attracted a ton of pedestrian traffic to its tower restaurant and observation deck which mixed with the building's office tenants. So, there was chaos in the lobby and getting to the elevators, which would be a turn off when showing space to new tenants.

[01:16]  Four famous architects were asked to pitch this incredibly high profile business. The first three pitched exactly the same way. They showed pictures of the important projects they had done around the world. In other words, their kids. They were all highly accomplished and the presentations were all equally impressive but they kind of blended together.

[01:42]  Finally, the last architect came in. He was actually not as famous as the first three but was on the rise. So, the developer wanted to hear from him. After shaking hands all around, the architect asked everyone to pick up their coffee and he unfolded a big plan of the building's proposed new lobby.

[02:00]  And his opening line was: "Here is how we are going to solve the pedestrian traffic problem in the remodeled building."

[02:10]  There was a pause as the development team looked it over. Then, the rest of the meeting was spent on discussing this powerful solution.

[02:20]  This was a brilliant move at several levels. 

  1. First, dispensing with the usual pictures of his kids, the architect went right to the heart of the matter. He had obviously done his homework and rolled out a huge picture of their kids. 
  2. Second, he completely differentiated himself from his competitors. 
  3. Third, he immediately engaged the prospect in a collaboration, rather than simply talking at them.

[02:49]  He was the underdog. He did his homework. He led with their kids. He got the job.

[02:56]  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.
 
[03:18]  Until next time, take care!
]]> Mon, 06 Sep 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 203 Today's episode follows up on the topic discussed last week in Episode 20. Dr. Croner outlines an actual success story that emphasizes the point of "talking about their kids and not your kids" and what a brilliant, up-and-coming architect did to land a job. Listen in now! Today's episode follows up on the topic discussed last week in Episode 20. Dr. Croner outlines an actual success story that emphasizes the point of "talking about their kids and not your kids" and what a brilliant, up-and-coming architect did to land a job. Listen in now! sales, sales presentation, sales meeting, sales psychology No No Ep 20: Prospects and Clients Want to Talk About Their Kids, Not Your Kids https://podcasts.castplus.fm/e/pnlrqzrn Ep 20: Prospects and Clients Want to Talk About Their Kids, Not Your Kids 20 No No x0lw52w1 When you go to one of your kid’s school concert and the children all come out on stage, who do you immediately look for? YOUR kid, of course. Prospects and clients are the same way. They want to hear about their company not yours. In today's Sales Psyched! episode, Dr. Croner gives an opening line to help focus your sales presentation on the "prospect's kids" and set the right tone for the meeting. Episode 20: Prospects and Clients Want to Talk About Their Kids, Not Your Kids

When you go to one of your kid’s school concert and the children all come out on stage, who do you immediately look for? YOUR kid, of course. Prospects and clients are the same way. They want to hear about their company not yours. In today's Sales Psyched! episode, Dr. Croner gives an opening line to help focus your sales presentation on the "prospect's kids" and set the right tone for the meeting.

 

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 selling and presenting tips, check out some of our other podcast episodes:
 

More About SalesDrive, LLC

At 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. Let me ask you a question: When you go to your kid's school concerts and the kids all come out in a line, and then get on the stage, who do you immediately look for? Or when you receive the class picture, which person do you immediately try to find?

[00:47]  Of course, you're most interested in your kid!

[00:50]  And have you ever been over to a neighbors, who likes to show home movies or videos of their vacations? (sigh) Another glass of wine please.

[01:00]  Here's where I'm going with this, when you're meeting with the prospect or a client, they don't want to see pictures of your kids. They want to see pictures of their kids.

[01:13]  But, how many sales presentations are not set up that way? In fact, they're set up exactly the wrong way.  Starting out with an opening that goes something like this "Ms. Prospect, thank you for having us here today. We would like to start by talking about who we are and what we have done."

[01:36]  It's too bad, you can't hear the silent scream going off in your prospects head at that moment. "Oh no. How long is this dog and pony show gonna last?"

[01:46]  Top salespeople know that the first thing the client wants to hear about is their world, their hopes and dreams, their problems and your solutions. Their kids.

[02:00]  For the most part prospects, and certainly clients, already know enough about you to have invited you to meet with them. But, to the extent they want to know more, they'll invite you to talk more about your company and credentials. When that happens, be prepared to always tie that information back to their situation via specific references and success stories.

[02:27]  One of my favorite opening lines, which sets a great tone goes something like this, "Ms. Client, thank you for having us here today. We have a lot to talk about. But before we go any further, is there anything you want to be sure we discuss as a top priority?"
 
[02:47]  Then, sit back and listen to the story of their world, their kids. They will lead you right to the heart of the sale.

[02:56]  See you next time. 
 
[soft melody theme music]
 
[03:01]  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.
 
[03:19]  Until next time, take care!
]]> Mon, 30 Aug 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 204 When you go to one of your kid’s school concert and the children all come out on stage, who do you immediately look for? YOUR kid, of course. Prospects and clients are the same way. They want to hear about their company not yours. In today's Sales Psyched! episode, Dr. Croner gives an opening line to help focus your sales presentation on the "prospect's kids" and set the right tone for the meeting. When you go to one of your kid’s school concert and the children all come out on stage, who do you immediately look for? YOUR kid, of course. Prospects and clients are the same way. They want to hear about their company not yours. In today's Sales Psyched! episode, Dr. Croner gives an opening line to help focus your sales presentation on the "prospect's kids" and set the right tone for the meeting. sales calls, sales presentations, sales meeting, sales psychology, sales No No Ep 19: How to Inspire Drive in Your Kids https://podcasts.castplus.fm/e/pnlyjyv8 Ep 19: How to Inspire Drive in Your Kids 19 No No x0lrlrz0 In today's episode, Dr. Croner discusses a question that is often asked by clients: "What can I do as a parent to teach my kids Drive?" Listen in to hear Dr. Croner best recommendation for building Drive in your kids. Episode 19: How to Inspire Drive in Kids

In today's episode, Dr. Croner discusses a question that is often asked by clients:

What can I do as a parent to teach my kids Drive?

Past the age of 21-22, someone's level of Drive is locked in. But, as their personalities are still forming, there are ways to build healthy Drive in kids that will help them set and achieve goals, compete when necessary and approach the challenges in life with more confidence and optimism.

Listen in to hear Dr. Croner best recommendation for building Drive in your kids. 


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

To learn more about Drive, check out our blog: What is Drive and Why You Need a Personality Test to Assess It.
 

More About SalesDrive, LLC

At 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. As you know, our research has shown that the personality characteristic, "Drive," is shared by most top-performing athletes and salespeople. And, past the age of around 21-22, people's Drive levels are pretty much locked in. So, when we're recruiting it's mission critical to measure for Drive before hiring.

[00:54]  That said, a lot of my clients ask about their kids. As their personalities are still forming, are there ways to build healthy Drive in kids, that will help them set and achieve goals, compete when necessary and approach the challenges in life with more confidence and optimism?

[01:13]  The answer is yes!
 
[01:15]  While it's true that Drive is part of our DNA. It can also be nurtured and developed in healthy ways in young people.

[01:24]  And, the number one thing I like to recommend to parents, and to teachers, is setting up very clear and consistent models of accountability, reward and consequences. Not like a dictator. Simply as a way of approaching life.

[01:42]  Here's an example.

[01:44]  Let's say that to receive an allowance, a child is responsible and accountable for a chore. Say, mowing the lawn every Friday afternoon. Sounds clear enough, right? But, all too often a parent will let the chore slide and still give the child his or her allowance.
 
[02:03]  That does not build Drive. That builds a manipulative approach which over time can manifest all sorts of negative outcomes.

[02:14]  Remember, kids are masters at probing for weakness and finding the course of least resistance. As parents, if you want your kids to develop Drive and grit, it's about accountability, not manipulation.

[02:29]  One great technique to use in working with your kids to set and keep goals is to bring them into the goal setting process. Let's say you're going to set an allowance of $25 per week. Rather than saying, "You will cut the lawn or you won't be paid." It can be more productive to sit down with your child and say something like, "Let's talk about how you can earn an allowance. I'm setting your allowance at $25 per week, if you perform certain work. The same way people get paid when they're grown up. They do the work, they receive payment. If they don't do the work, they don't receive payment. Does that sound fair to you?"

[03:15]  The kid will probably say yes. "Okay. So, we agree that you'll cut the lawn for $25 per week. On Saturday mornings, we'll meet and if you've done the work, we will pay. If you haven't done the work, you won't receive the money. Do you agree?"

[03:33]  And again, your kid will probably say yes. This worked for me by the way.

[03:36]  Also, try not to bundle or pile on different types of work. The more you can tie accountability and performance of a clear mission, the more the child is likely to develop the clarity needed to build Drive. If there's too much different stuff loaded into the allowance, like cutting the lawn, homework, cleaning his room, etc., the whole point gets diluted.

[04:00]  So, in the best case, set a clear goal. Agree on it. Then consistently enforce the consequences, one way or another. That builds Drive and it builds character. 

[04:16]  See you next time. 
 
[soft melody theme music]
 
[04:20]  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.
 
[04:37]  Until next time, take care!
]]> Mon, 23 Aug 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 283 In today's episode, Dr. Croner discusses a question that is often asked by clients: "What can I do as a parent to teach my kids Drive?" Listen in to hear Dr. Croner best recommendation for building Drive in your kids. In today's episode, Dr. Croner discusses a question that is often asked by clients: "What can I do as a parent to teach my kids Drive?" Listen in to hear Dr. Croner best recommendation for building Drive in your kids. drive, inspire drive, nurture, parenting No No Ep 18: Great Coaches Treat Each Player Differently https://podcasts.castplus.fm/e/2862qxl8 Ep 18: Great Coaches Treat Each Player Differently 18 No No j12krql0 In today's episode, Dr. Croner is going to discuss what sales managers can learn from the world's greatest coaches to motivate and inspire their salespeople to peak performance. Episode 18: Great Coaches Treat Each Player Differently

As a sales manager, you might think the most efficient way to train and coach your sales team is to host a big event where everyone receives the same information presented the same way. Unfortunately, this one-size-fits-all approach rarely works out.
 
In this episode, you will learn the importance of individual training and coaching, and how the greatest sports coaches use psychology to connect with each of their players on a personal level.
 
By understanding your salespeople's individual motivations and psychology, the greater your chances are for inspiring them to peak performance.
 
 

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 sales coaching guidance, check out our blog: Is Your Sales Performance Coaching Making a Difference?

And for more on motivating your salespeople, check out Episode 11: One of the Most Powerful Salesperson Motivation Secrets.


More About SalesDrive, LLC

At 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: Great coaches treat each player differently.

[00:33]  Welcome to Sales Psyched!, the only sales enhancement program delivered by a psychologist. I'm Dr. Chris Croner, here today to talk to you sales managers about how great coaches treat each player differently.
 
[00:48]  When we're managers and coaches we're usually pressed for time. So, it can be attractive to apply "my way or the highway" or one-size-fits-all to the management and motivation of our players. But, the best coaches are master psychologists, who understand the individuals they're dealing with, and they motivate them according to their unique personalities.

[01:14]  Mike Ditka was the legendary coach of the Chicago Bears. Ditka had a reputation as a fiery competitor as a player and a demanding and intimidating coach. He certainly transferred that energy to his teams, including the 1986 Bears, who are considered to be one of the most ferocious in history. And, when he was later interviewed about how he liked to motivate players, you would think that his answer would be fire and brimstone.

[01:45]  Ditka said that each of his players required different motivation. His quarterback, Jim McMahon, saw himself as a rebel. If you didn't give him some space he would shut down. He needed to feel he could be creative and different. Meanwhile, Walter Payton lead by example. He was the best player but also the hardest worker. So, the players responded to his work ethic as a leader. And Gary Fencik was a Yale graduate who was more cerebral and motivated himself. He didn't need a pep talk. He needed some quiet to get his mind around the upcoming game.

[02:30]  Our point here is that the more you understand your individual salespeople's motivations and psychology, the better chance you'll have of inspiring them to peak performance.

[02:43]  When we read about the great coaches, we see one dimension. But, if we were able to hang out with them for a few months we would see a much more complex application of motivation with players on an individual level.

[03:00]  I look forward to seeing you next time.
 
[soft melody theme music]
 
[03:04]  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.
 
[03:21]  Until next time, take care!
]]> Mon, 16 Aug 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 207 In today's episode, Dr. Croner is going to discuss what sales managers can learn from the world's greatest coaches to motivate and inspire their salespeople to peak performance. In today's episode, Dr. Croner is going to discuss what sales managers can learn from the world's greatest coaches to motivate and inspire their salespeople to peak performance. sales coaching, sales training, sales coaches, motivating salespeople, coaching salespeople No No Ep 17: This Sales Interview Question Leads to the Truth https://podcasts.castplus.fm/e/183134w8 Ep 17: This Sales Interview Question Leads to the Truth 17 No No m0j8pzm0 In today's episode of Sales Psyched!, Dr. Croner discusses his favorite question to use when interviewing sales candidates. This powerful technique disarms candidates and reveals the truth to you about their past behavior. Episode 17: This Sales Interview Question Leads to the Truth

In today's episode of Sales Psyched!, Dr. Croner discusses his favorite question to use when interviewing sales candidates. This powerful technique disarms candidates and reveals the truth to you about their past behavior.
 
In this episode, you will learn:
· The Magic Wand Question
· How to use this powerful question
· And what is can reveal to you about your sales candidate
 
Learn how to look for patterns in the candidate's previous job moves that may come into play for you in the future. 
 
 

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 on the Magic Wand Question check out our blogs: The Magic Wand Question and Interview Questions to Find Top Performing Salespeople [Video].

And for even more interview questions, check out our blog: 51 Revealing Sales Interview Questions to Hire the Best Reps


More About SalesDrive, LLC

At 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. This one's for you sales managers. One of my favorite questions, when I interview salespeople, looking for Drive, goes something like this . . .

[00:41]  "If we had a magic wand and could change three things about that job, so you would have never wanted to leave, what would those three things be?"

[00:52]  Here's why this question is so powerful. When we're hiring sales talent, one of our most mission critical jobs as interviewers, is making sure we're getting truthful responses from candidates. This can occasionally be challenging when the subject turns to the candidate's resume and his or her reasons for leaving previous positions.

[01:17]  Of course, the best predictor of future behavior is previous behavior. So, our job is to look for patterns in the candidate's previous job moves that may come into play in the future.

[01:29]  For example, if we discover that a candidate has a pattern of getting into arguments with supervisors, leading him to jump ship when things reach a boiling point, we may not want to risk hiring a bull in the china shop.

[01:45]  The problem is that our candidate may not be forthcoming with this information. Instead, using phrases such as "there were some misunderstandings with my supervisor" or "we had a few differences of opinion."

[02:01]  A powerful secret weapon for dealing with these cagey responses is what we call the Magic Wand Question. Simply ask the candidate again the following question:
 
[02:12]  "If we had a magic wand and could change three things about that job, so you would have never wanted to leave, what would those three things be?"

[02:24]  Using this simple question, we've now placed a positive spin on a potentially hot button issue by asking the candidate what, in a perfect world, he would have liked to see happen at his previous job. This technique is very disarming and much less likely to be finessed by a clever candidate.

[02:47]  At this point, the candidate may respond . . . "Well, my base salary would be three times higher, my three assistants wouldn't have quit and I wouldn't have yelled at my manager when he asked me to put in more hours."

[03:01]  Of course, the candidate's response might not be so brazen, but in any event, he will almost certainly give you a gem of information that you can dig into to get the real story behind the spin and make a more informed hiring decision.

[03:20]  Of course, if you do uncover a problematic behavior, look for other instances of it showing up in the candidate's past as well. The more consistent examples of a behavior you can find in the candidate's past, the more reliably we can predict that that behavior will emerge for you going forward.

[03:41]  So, next time you interview a sales candidate ask the Magic Wand Question and get ready to listen because the answer is going to come from both the person's mind and from his heart.

[03:56]  As a sales manager, you need to engage with both, now and when the candidate joins your championship team. 

[soft melody theme music]
 
[04:09]  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!
]]> Mon, 09 Aug 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 272 In today's episode of Sales Psyched!, Dr. Croner discusses his favorite question to use when interviewing sales candidates. This powerful technique disarms candidates and reveals the truth to you about their past behavior. In today's episode of Sales Psyched!, Dr. Croner discusses his favorite question to use when interviewing sales candidates. This powerful technique disarms candidates and reveals the truth to you about their past behavior. interview questions, sales interview, hiring salespeople, sales hiring, magic wand question, probing the past No No Ep 16: Sales Expert Thinks Outside the Box to Close the Deal https://podcasts.castplus.fm/e/6nrlrjqn Ep 16: Sales Expert Thinks Outside the Box to Close the Deal 16 No No 81586jw0 In today's episode, we have a unique sales story for you about a Chicago snowstorm and an intrepid salesperson who truly thought outside the box to close a deal. Episode 16: Sales Expert Thinks Outside the Box to Close the Deal 

Every so often we're going to shake things up a bit and think outside the box. We'll be talking about techniques the best salespeople have used that might seem a little bit crazy but show an underlying mastery of psychology.

Today, we'll discuss a unique story about a Chicago snowstorm and an intrepid salesperson who truly thought outside the box.

 

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.


More About SalesDrive, LLC

At 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 80 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. Every so often we're going to shake things up a bit and think outside the box. We'll be talking about techniques the best salespeople have used that might seem a little bit crazy but show an underlying mastery of psychology.

[00:48]  Today, we'll discuss a unique story about a Chicago snowstorm and an intrepid salesperson who truly thought outside the box.

[00:58]  We know a superstar salesperson in Chicago who was selling commercial cleaning services to office building owners and managers. He had generated huge market share, but of course, he was never satisfied. And he desperately wanted to win the John Hancock Center. The 100-story icon on the Chicago skyline.

[01:21]  But, he couldn't get a meeting.

[01:24]  Then, one day, Chicago experienced a historic snowstorm. Everything shut down. It was impossible to get plows and workers to every building. So, our intrepid salesperson put on his coat with his company's name and logo on the back and went over to the John Hancock Center and started shoveling at the front entrance.

[01:45]  Sure enough, the manager came out, noticed the cleaning company's name and asked who he was. He introduced himself and said, "this is what we do, we do whatever it takes for our customers."

[02:00]  He got his meeting. And, three months later his company was cleaning the John Hancock Center.

[02:06]   Creative? Yep! Out of the box? Sure. A little edgy? Maybe. But great upside and no real downside.

[02:18]  This is how the great ones think about selling, and this is why their competitors often never know what hit them.

[02:26]  Let us know if you have a crazy story to share. Let's have a little fun out there! See you next time. 

[soft melody theme music]
 
[02:35]  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.
 
[02:52]  Until next time, take care!

]]> Mon, 02 Aug 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 177 In today's episode, we have a unique sales story for you about a Chicago snowstorm and an intrepid salesperson who truly thought outside the box to close a deal. In today's episode, we have a unique sales story for you about a Chicago snowstorm and an intrepid salesperson who truly thought outside the box to close a deal. sales, sales strategies, sales psychology No No Ep 15: How to Win Back a Customer by Losing a Sale https://podcasts.castplus.fm/e/mn4m44y8 Ep 15: How to Win Back a Customer by Losing a Sale 15 No No x06699n0 "Lose a sale, win a customer" sounds contradictory but customers are won and lost on the emotional level. Listen to today's episode of Sales Psyched! to learn one of the most psychologically, powerful thing you can do with a prospect who may not be ready to buy from you. Episode 15: How to Win Back a Customer by Losing a Sale

"Lose a sale, win a customer" sounds contradictory but customers are won and lost on the emotional level.
 
In this episode, you will learn:
· The best reaction to a lost sale
· How to make the buyer feel supported in their decision
· And how this support can pay off in the long run
 
Listen to today's episode of Sales Psyched! to learn one of the most psychologically, powerful thing you can do with a prospect who may not be ready to buy from you.
 
 

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 on Validation, check out Episode 10: https://podcast.salesdrive.info/e/mn4mmp68

To learn how to get more out of your prospects by talking less, check out Episode 2: https://podcast.salesdrive.info/e/68rwj7pn 


More About SalesDrive, LLC

At 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. "Lose a sale, win a customer." I know this sounds contradictory, but hear me out.

[00:37]  Customers are won and lost on the emotional level because all buying decisions are, at their core, emotional. So, when a buyer makes a decision to buy something, her emotional level is elevated and she will remember the details of the process.

[00:54]  Many salespeople display disappointment, and even resentment, when their product or service isn't chosen by a customer. This is the exact opposite of the reaction which will plant the seed for a longer term relationship and sales down the road. Nobody likes a sore loser. And trust me, during this time of heightened emotions, the buyer will absolutely remember what you say and do when let down.

[01:24]  The most psychologically powerful thing you can do at this moment is to validate the buyer's decision. When someone makes a decision to buy something, they expose themselves emotionally and can feel very vulnerable. Which is the reason people often get a feeling of buyer's remorse, particularly after a big purchase.

[01:48]  Your job at that point is to support and validate. Because as I will repeat again and again in this series, validation is one of the most powerful techniques for bonding with other people in the psychological spectrum.

[02:05]  There's also a kicker to this strategy. Many of my sales clients have told me that they thought they lost a deal, but for some reason the competitor stumbled and the buyer came back to the person who was most supportive of them in the process.

[02:24]  So, don't look at the escape of a sale as a loss. Look at it as part of the process. And therefore, an opportunity for you to express empathy, dignity, and most of all, validation to a person who is still a great prospect long term. 
 
[soft melody theme music]
 
[02:47]  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.
 
[03:05]  Until next time, take care!
]]> Mon, 26 Jul 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 190 "Lose a sale, win a customer" sounds contradictory but customers are won and lost on the emotional level. Listen to today's episode of Sales Psyched! to learn one of the most psychologically, powerful thing you can do with a prospect who may not be ready to buy from you. "Lose a sale, win a customer" sounds contradictory but customers are won and lost on the emotional level. Listen to today's episode of Sales Psyched! to learn one of the most psychologically, powerful thing you can do with a prospect who may not be ready to buy from you. win back a customer, sales psychology, lose a sale, recover from losing a sale, selling, selling psychology, relationship selling, validation No No Ep 14: The Most Inspirational Trait of Sales Managers https://podcasts.castplus.fm/e/1831q918 Ep 14: The Most Inspirational Trait of Sales Managers 14 No No m0j84x80 Business owners and managers often ask what trait is most important when it comes to inspirational leadership, and Dr. Croner always give the same answer. Confidence! In today's episode, he discuss why confidence is so important in leadership. Episode 14: The Most Inspirational Trait of Sales Managers

Business owners and managers often ask what trait is most important when it comes to inspirational leadership, and Dr. Croner always give the same answer. Confidence! 

In this episode, you will learn:
  • Why confidence is so important for leaders to possess
  • Examples of confident leaders
  • How to express confidence to your sales team

The psychology around confidence is extremely powerful. 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 Resources

For more on effective sales leadership, check out our blog posts: How to Become a Better Sales Manager and 7 Daily Habits of Highly Effective Sales Managers.

When hiring salespeople, it is important to understand the different between Confidence and Drive. Learn more in our blog: How to Separate a Candidate's Confidence from Drive.
 
 

More About SalesDrive, LLC

At 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 80 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. Business owners and managers often ask me what trait I think is most important when it comes to inspirational leadership, and I always give the same answer.

[00:43]  Confidence. Here's why.
 
[00:46]  Confidence is absolutely contagious. People are instinctively drawn to a person who has supreme confidence in a cause or a mission. And they're much more likely to believe such a person than someone who's wishy-washy or expresses fear or doubts about reaching goals or objectives.
 
[01:07]  Now, this doesn't mean the leaders should be impractical or delusional. Followers can sniff that out a mile away. And the leader can certainly challenge his or her own assumptions in a healthy way . . . privately.
 
[01:23]  The confidence I'm talking about is a consistent expression of certainty from the leader to the followers, that the mission is important, that the plan is sound and that the goals are achievable.
 
[01:37]  History is replete with lessons of leaders deploying the power of confidence. Churchill never expressed a doubt that England would prevail, even in what he later called its darkest hour in World War II. Ronald Reagan swept his first election with a vibrant message of confidence and hope during a very trying time. He never wavered in his confidence that America would bounce back stronger than ever. And of course, it's no coincidence that quarterbacks like Tom Brady win multiple championships. He expects to win. And that confidence permeates through the entire team, especially when the chips are down and a game is on the line.
 
[02:28]  The psychology around confidence is extremely powerful. As a sales manager, you can express confidence at several levels, including confidence in the organization, confidence in the product and perhaps most importantly, confidence in the salespeople who report to you. They need to know you believe in them and that while all businesses have challenges, you know they will rise to the occasion, because that is why you selected them in the first place.
 
[03:02]  Sometimes it's hard to express confidence during challenging times. But of course, this is when it counts most. You must be the calm, confident captain when the squall hits and the ship is rocking. Because remember, the rest of the team is watching you for any sign of fear or lack of confidence that the team will get through the storm and into clear sailing ahead.
 
[03:29]  Give them the strength of your confidence.  

[soft melody theme music]
 
[03:36]  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.
 
[03:54]  Until next time, take care!
]]> Mon, 19 Jul 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 239 Business owners and managers often ask what trait is most important when it comes to inspirational leadership, and Dr. Croner always give the same answer. Confidence! In today's episode, he discuss why confidence is so important in leadership. Business owners and managers often ask what trait is most important when it comes to inspirational leadership, and Dr. Croner always give the same answer. Confidence! In today's episode, he discuss why confidence is so important in leadership. inspirational traits, sales managers, sales management, leadership, sales leadership, confidence No No Ep 13: True Sales Hunters Love to Compete https://podcasts.castplus.fm/e/x81qwrv8 Ep 13: True Sales Hunters Love to Compete 13 No No 7136xz40 A key "non-teachable" trait shared by sales hunters is their love for competition. This love for competition, gives owners and managers a powerful motivational opportunity. Episode 13: True Sales Hunters Love to Compete

One of the key non-teachable characteristics we always look for in sales hunters is their love of competition. It is a core characteristic shared by all high-Drive salespeople. 
 
In this episode, you will learn: 
· How to motivate your competitive salespeople
· Hunters are not always driven by money
· Creative ways to challenge your salespeople
 
Salespeople's love of competition gives owners and sales managers a powerful motivational opportunity. Be sure you are truly embracing 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 Resources

For more on motivating your sales team, check out our blog: How to Motivate Your Sales Team.
 

More About SalesDrive, LLC

At 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 80 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. Remember sales managers, true hunters love to compete.

[00:36]  One of the key non-teachable characteristics we always look for in hunter salespeople is their love of competition. It is a core characteristic shared by all high-Drive salespeople. And we always want to see a very high score on our assessment, when we help companies select high-performance salespeople.

[01:00]  Salespeople's love of competition gives owners and managers a powerful motivational opportunity as well. And the interesting thing is it does not always have to be about money.

[01:14]  A study by marketing professor, Stephen Brown, at the University of Houston, tested 158 medical supply salespeople and found that highly competitive salespeople, who saw the company climate as competitive, consistently set higher goals. On the other hand, salespeople who were low in competitiveness consistently set lower goals, regardless of what they thought of the company climate.

[01:46]  So, you can activate the competitiveness in your salespeople by setting up a competitive environment. For example, to light them up from time to time, set up some occasional contests. You can do it individually, but you can also set up some team events, which can be great for the younger people as they align with some of the bigger producers and put some prizes in place.

[02:12]  A company I worked with recently has a WWE championship belt that goes to their top producer each month, which they proudly display on their desk.

[02:23]  Get creative. Have some fun with it. And watch your true competitors embrace the challenge.

[02:31]  Look forward to seeing you next time. 
 
[soft melody theme music]
 
[02:35]  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.
 
[02:52]  Until next time, take care!
]]> Mon, 12 Jul 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 177 A key "non-teachable" trait shared by sales hunters is their love for competition. This love for competition, gives owners and managers a powerful motivational opportunity. A key "non-teachable" trait shared by sales hunters is their love for competition. This love for competition, gives owners and managers a powerful motivational opportunity. sales hunters, hunters, hunter salespeople, business acquisition specialists, competition, sales contests No No Ep 12: Prospects Cannot Resist This Sales Psychology https://podcasts.castplus.fm/e/vn5vrl78 Ep 12: Prospects Cannot Resist This Sales Psychology 12 No No 80q89751 Continue to hone your selling skills with this psychological selling tip that prospects cannot resist. Learn how to use it and try it during your next sales pitch. Episode 12: Prospects Cannot Resist This Sales Psychology

Ego is the cornerstone of the science of psychology. Knowing how to gracefully appeal to people's egos is an important part of the master salesperson's tactical arsenal.
 
 In this episode, you will learn:
· A simple, yet powerful approach to persuading your prospects.
· A psychological technique for overcoming price objections.
· How appealing to a prospect's ego will help you close the deal.
 
Give this psychological technique a try in your next sales meeting. The results may surprise you.
 
 

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

If you are having trouble with your sales team closing deals, check out our blog: Why Your Sales Team Cannot Close Deals and learn what you can do to help them improve.
 

More About SalesDrive, LLC

At 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 80 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. Prospects cannot resist this sales psychology.

[00:36]  A while back, a colleague of mine was shopping for cars and he was considering moving up to the premium, luxury category for the first time. He had just finished with a high-end showroom when he decided, "what the heck I'm on the dealer strip, I might as well drop into the dealer next door."  Which was even higher on the luxury category, even though it was above his budget and price range. 

[01:04]  He engaged with a seasoned salesperson who inquired about the car he had been looking at. The salesperson paused and then he said, "Mr. Smith, a man like you should be driving a Mercedes."

[01:20]  Wow. You see what the salesperson just did with one awesome sentence?

[01:25]  First of all, he complimented Mr. Smith on being a premium human being on a personal and emotional level. Then, he tied his premium brand directly to Mr. Smith's ego. In one swoop, he elevated the man's expectations and literally blew away any chance the man would go back and settle for less.

[01:48]  And yes, he bought the Mercedes.

[01:51]  This is a great approach when, as salespeople, you're running up against a price objection for someone you know like your product or service, but is getting stuck on price. You can use the same personal approach or you can shift it slightly to a reference to a company, particularly if you're selling to the C-level.

[02:12]  So, for example, "Mr. Smith, your company is best in class and it deserves only best of class services to contribute to that mission."

[02:22]  Ego is the cornerstone of the science of psychology. Knowing how to gracefully appeal to people's egos is an important part of the master salesperson's tactical arsenal.

[02:34]  I look forward to seeing you next time. 
 
[soft melody theme music]
 
[02:39]  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.
 
[02:56]  Until next time, take care!
]]> Mon, 05 Jul 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 182 Continue to hone your selling skills with this psychological selling tip that prospects cannot resist. Learn how to use it and try it during your next sales pitch. Continue to hone your selling skills with this psychological selling tip that prospects cannot resist. Learn how to use it and try it during your next sales pitch. sales psychology, how to use sale psychology, selling, sales technique, ego, close the deal, make the sale No No Ep 11: One of the Most Powerful Salesperson Motivation Secrets https://podcasts.castplus.fm/e/2nx9wkr8 Ep 11: One of the Most Powerful Salesperson Motivation Secrets 11 No No 61mx87q0 As a Sales Manager, there are some small day to day things that you can do to boost your sales team's motivation. Learn what these simple, yet powerful secrets are in this episode. Episode 11: One of the Most Powerful Salesperson Motivation Secrets

Sales managers and business owners are always looking for different ways to motivate their sales team. This often comes in the form of contents and financial incentives.
 
 In this episode, you will learn:
· A small adjustment you can make for greater motivational impact.
· Additionally actions you can take to motivate your sales team without contests.
 
There is a lot of important psychology about when and how to reinforce positive behavior to max out the motivation of your salespeople and you will learn a little bit of that psychology 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 Resources

For additional motivation resources, check out our blogs: How to Motivate Your Sales Team and How to Keep Sales Team Morale Up While Working Remotely.

If you are looking for a more guided motivating and coaching program, check out our course: Motivating and Coaching Your Sales Team to Peak Performance. In this course, you will learn strategies implemented by some of the world's greatest coaches and leaders, as well as psychological techniques to engage your sales reps on a deeper level.


More About SalesDrive, LLC

At 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 80 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 with one of the most powerful salesperson motivation secrets.

[00:36]  As sales managers, you're always looking for new ways to drive your salespeople to higher performance. Could be financial incentive plans, sales contests, various rewards, but sometimes there are very simple things we can do day to day that can have a huge impact on motivation.

[00:56]  Decades of research have shown that the more immediate a reward, or reinforcement, is given following a behavior, the stronger its effect on that behavior. In other words, you get a much bigger bang out of rewarding someone immediately after a win than waiting for, say end of quarter or end of year.

[01:17]  Let's say for example, you have a sales contest going and I win it, with a cash bonus or some sort of other prize. You can acknowledge me as the winner and tell me I can expect my bonus later. Or you can tell me that the funds have already been transferred to my account.

[01:36]  Which do you think is more dramatic, exciting, fulfilling? And which approach do you think fires me right back up to do it again? You already know the answer.

[01:48]  This even comes down to simple things like giving a compliment to any subordinate. It's much more powerful to tie the compliment directly to a certain performance and behavior rather than making generic remarks.

[02:05]  So, while it's always nice to hear "You're doing a good job," in terms of reinforcing positive behavior, it's much more impactful to say "You did a great job explaining why our price is justified by our value with ABC customer."

[02:21]  We all love "attaboys," but there is a real art and a lot of important psychology about when and how to give them to reinforce positive behavior and max out the motivation of our salespeople.

[02:36]  I look forward to seeing you next time.  
 
[soft melody theme music]
 
[02:40]  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.
 
[02:57]  Until next time, take care!
]]> Mon, 28 Jun 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 183 As a Sales Manager, there are some small day to day things that you can do to boost your sales team's motivation. Learn what these simple, yet powerful secrets are in this episode. As a Sales Manager, there are some small day to day things that you can do to boost your sales team's motivation. Learn what these simple, yet powerful secrets are in this episode. sales motivation, motive your salesperson, power of motivation, sales psychology, sales No No Ep 10: Validation: One of the Most Powerful Forces in Psychology https://podcasts.castplus.fm/e/mn4mmp68 Ep 10: Validation: One of the Most Powerful Forces in Psychology 10 No No x0666yk0 Let's discuss a powerful psychological technique that is easy to apply in a sales meeting and has remarkably effective results. Episode 10: Validation: One of the Most Powerful Forces in Psychology

In today's episode, Dr. Croner discusses a powerful psychological technique that is easy to apply in a sales meeting and has remarkably effective results.
 
You will learn:
· The power and importance of validation
· How to effectively validate your prospects during sales meetings
 
To build rapport with your prospects and clients, be sure to listen carefully and validate them when appropriate. Tune in today's episode now to learn how.
 

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 Resources

To hone your sales team's listening skills, check out our blog: The Sales Manager's Guide to Teaching Active Listening to Salespeople.
 

More About SalesDrive, LLC

At 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 80 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. Here's a powerful psychological technique that's easy to apply in a sales meeting and has remarkably effective results.

[00:40]  Let's say you're selling a financial service. And in the course of your conversation, your prospects says "the most important thing to me at this stage is preservation of capital." In other words, I don't want to take much risk.

[00:57]  You nod in agreement. And then, you repeat what he or she just said. Like this. "Okay, so just to be clear, you would like to craft a financial plan that emphasizes preserving your wealth and one that involves little ,if any,  risk. Correct?"

[01:17]  Of course, the prospect will say "yes." And while it may seem like a throwaway line, it is anything but. Because, you have just deployed one of the most powerful forces in psychology . . . validation.

[01:35]  Validation is the supreme compliment you can pay another person. Validation means you are listening closely and that you care about what the other person is saying. And that you are acknowledging what he or she is feeling.

[01:53]  This may sound simple, but it is a step most people miss in relating to each other. For psychologists, lack of validation is one of the first things they look for when people come to them with relationship issues.

[02:08]  So much of the time, people are not truly listening to each other as marriage partners or jumping right to a lecture with their kids without first validating how the child is feeling and why. On the other hand, when we teach people how to validate before continuing on to further discussion, the outcomes can be spectacular.

[02:34]  In every sales meeting, a point or perhaps several points will come up that are pivotal moments when the prospect reveals an especially important need or feeling. That is your opportunity to validate and move much closer to establishing the rapport and trust you need to close the deal.

[02:59]  Look forward to seeing you next time. 
 
[soft melody theme music]
 
[03:03]  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.
 
[03:20]  Until next time, take care!
]]> Mon, 21 Jun 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 205 Let's discuss a powerful psychological technique that is easy to apply in a sales meeting and has remarkably effective results. Let's discuss a powerful psychological technique that is easy to apply in a sales meeting and has remarkably effective results. sales psychology, psychology of sales, how to use psychology in sales, validation, sales meeting No No Ep 9: How Even the Best CRM System Can Kill Productivity https://podcasts.castplus.fm/e/lnq1137n Ep 9: How Even the Best CRM System Can Kill Productivity 9 No No 81npp2m1 CRM is great . . . until it isn't. It is up to you as a sales manager, not your salespeople, to strike a winning balance with a CRM system. If not used the right away, it can kill productivity! Episode 9: How Even the Best CRM System Can Kill Productivity

CRM is great . . . until it isn't. It is up to you as a sales manager, not your salespeople, to strike a winning balance with a CRM platform. If not used the right away, it can kill productivity!
 
In this episode, you will learn:
· Common mistakes managers make with CRM
· How CRM can kill productivity
· The best strategy for using CRM
 
When used correctly, a CRM system can be very beneficial. But if not managed with care, it can wreak havoc for any sales team.


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 Resources

If you are looking for additional ways to increase your sales team's productivity, check out our blog: 7 Easy Ways to Boost Your Sales Team's Productivity.

If you are a new sales manager and want to avoid common pitfalls, check out our blog: The Biggest Challenges of First-Time Sales Managers & How to Overcome Them.
 

More About SalesDrive, LLC

At 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 80 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 with the hidden way that CRM can kill productivity.

[00:37]  Where would we be without our Salesforce? Salesforce and other CRM platforms have been embraced by business owners and managers all over the world. And at their best, they're great. We use a CRM program at our company and it really has been a great way to keep track of prospect and client action.

[00:57]  That is, unless as managers, we take CRM too far. We become obsessed with our salespeople filling in ever more information which builds and builds until it begins to swallow the universe.

[01:11]  Managers may love CRM, but ask most salespeople and they'll tell you it competes with their selling time and it often does.

[01:20]  It's therefore incumbent upon managers to follow the K.I.S.S rule when it comes to CRM programs. That's K-I-S-S, as in, Keep It Simple Stupid.

[01:30]  We have to resist overloading our salespeople with ever more demands for information. And we should go through it several times per year to eliminate information we really don't need. Of course, that's harder than just adding ever more information fields, which is easier for the manager but can weigh down a salesperson like barnacles on a tiger shark.

[01:54]  Psychologically, I also want you to ask yourself if you use your CRM to manage and motivate salespeople or to control them.

[02:04]  Salespeople hate being controlled. That's one of the biggest reasons they choose sales as a profession. For the freedom they perceive in pursuing it. The last thing they need is a manager who's constantly haranguing them for not keeping up with their CRM program.

[02:21]  That's why it pays off, at multiple levels, to keep the program as simple and streamlined as possible. CRM is great, until it isn't. It's up to you, not your salespeople, to strike the winning balance.

[02:37]  See you next time. 
 
 [soft melody theme music]
 
[02:41]  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.
 
[02:58]  Until next time, take care!
]]> Mon, 14 Jun 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 184 CRM is great . . . until it isn't. It is up to you as a sales manager, not your salespeople, to strike a winning balance with a CRM system. If not used the right away, it can kill productivity! CRM is great . . . until it isn't. It is up to you as a sales manager, not your salespeople, to strike a winning balance with a CRM system. If not used the right away, it can kill productivity! CRM, productivity, best crm system, sales productivity, sales management, sales crm No No Ep 8: A Salesperson's #1 Enemy and How to Defeat It https://podcasts.castplus.fm/e/0nj77jr8 Ep 8: A Salesperson's #1 Enemy and How to Defeat It 8 No No 40pwwnv1 In today's episode, Dr. Croner discusses a salesperson's number one enemy, how to identify it and how to defeat it using sales psychology techniques. Episode 8: A Salesperson's #1 Enemy and How to Defeat It!

The biggest thing standing between a salesperson and a closing is often the prospect's fear. The psychological principle of loss aversion teaches us that the pain of losing is about twice as powerful as the pleasure of gaining. So, what are they afraid of?
 
In this episode, you will learn:
· What prospects are afraid of in the buying cycle
· How to use psychological techniques to uncover and address prospects' fears to close the deal
 
Connecting with buyers on a deeper emotional level will help to build trust and will put you in a better position to make the sale.
 

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 Resources

More About SalesDrive, LLC

At 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 80 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 with a salesperson's number one enemy and how to defeat it.

[00:35]  The biggest thing standing between you and a closing is often the prospect's fear. That's right. For example, the psychological principle of loss aversion teaches us that the pain of losing is about twice as powerful as the pleasure of gaining.

[00:54]  Additionally, most people recall bad memories with much more clarity and detail than happy ones. By the way, this is because our brains process negative information more thoroughly than positive information. We like to take the time to evaluate the bad things happen to us to make sure that they don't happen again.

[01:13]  But in this case we're only talking about a sale here, not a trip to the dentist or the principal's office. What on earth are people afraid of it?

[01:21]  The number one thing they are afraid of is making a mistake. And in their minds that can take several forms.

[01:29]  For example, they may be afraid they're paying too much. Or they may be afraid that the product or service won't work. They may have a tough boss and they're afraid that they'll be criticized for making a bad decision. Or they may simply not trust us. We haven't yet earned their trust as an honest advisor or broker.

[01:49]  So, it is really, really important to understand what may be scaring a prospect into holding back. In therapy we like to look for clues. These clues could be in body language. For example, changes in facial expression or tone of voice. When a psychologist notices a patient's emotions intensify, they may ask "what just went through your mind." This will lead to the patient describing the subconscious, automatic thoughts that are triggering their emotions. The therapist will then help the patient evaluate and change the thoughts or fears that are holding them back.

[02:32]  You can use a similar technique with your prospects and clients. For example, if you notice a change in their tone of voice, you might say "Mr. Prospect, I know that this is an important issue for you. I just noticed a change in your voice. May I ask, what went through your mind just now?"

[02:51]  At this point, your prospect may identify the fears or concerns that are holding them back. Once you understand the fear, you can match it directly with the antidote. If it's price, you can show them comparisons or translate price to value. If it's trust, successful case studies and endorsements can be helpful. If it's performance, guarantees usually hit the nail on the head.

[03:19]  Remember . . . remove the fear, close the deal.

[03:25]  Look forward to seeing you next time.
 
[soft melody theme music]
 
 [03:30]  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.
 
[03:46]  Until next time, take care!
]]> Mon, 07 Jun 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 232 In today's episode, Dr. Croner discusses a salesperson's number one enemy, how to identify it and how to defeat it using sales psychology techniques. In today's episode, Dr. Croner discusses a salesperson's number one enemy, how to identify it and how to defeat it using sales psychology techniques. salesperson enemy, buyer's fear, buyer's journey, sales psychology, psychology of sales, how to use psychology in sales No No Ep 7: FREE: The Second Most Persuasive Word in Sales https://podcasts.castplus.fm/e/mn4myjq8 Ep 7: FREE: The Second Most Persuasive Word in Sales 7 No No x066nz20 There are two persuasive words, that experience has always shown, draws people’s attention like no others in advertising and sales. In last week's episode, we talked about the word, "New." Today, we are going to discuss the second word, "Free" and how best to use it in the context of sales. Episode 7: FREE: The Second Most Persuasive Word in Sales

There are two persuasive words, that experience has always shown, draws people’s attention like no others in advertising and sales. In last week's episode, we talked about the word, "New." 
 
 In this episode, you will learn:
· The second most persuasive word . . . "Free."
· Examples of how business use this word in their sales and marketing.
· How you can incorporate the word "free" into your sales conversations.
 
Decades of experience and hundreds of millions of dollars in marketing research say the word "free" is a blockbuster. So, why not put it to work for you. After all . . . its FREE!
 
 

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 Resources

Listen to the first persuasive word, "New" in last week's episode: https://podcast.salesdrive.info/e/0nj764x8 
 
 

More About SalesDrive, LLC

At 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 80 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. A few sessions ago, I told you that there are two words that, experience has always shown, draws people's attention like no others in advertising and sales.

[00:42]  We talked about the first one, "new" and I asked you to incorporate the word whenever it feels natural in discussing your product and its features and benefits. People love news and we're wired to perk up when we're alerted that we're going to see or hear about something new.

[01:02]  The second word . . . "free." That's right. A simple one syllable word that the advertising industry has always known grabs people's attention, stopping them in their tracks, so to speak.

[01:17]  Think about all those late night TV ads you've heard over the years. You know the ones . . . "And if you purchase our Ginsu knives you will receive this incredible knife sharpener free. And not only that, if you buy within five days, we will ship you this walnut wooden knife holder free."

[01:39]  You see the same thing when shopping online . . . "Free shipping, if you purchase an order of $100 and above."

[01:47]  Now, I know that you're not selling knives on TV, but the power of the word free is still valid as a remarkably effective way to get people's attention.

[02:00]  Any time we can weave it into our sales discussion it can have a big impact on the buyer's perception of value; and his or her memory of the discussion. Obviously, your product or service itself is not free, but there may be bits of the value proposition where you can slip the word in.

[02:21]  For example, let's say you're selling a mortgage service. You could say something like this . . . "Our company also provides weekly updates of rate changes so you can take advantage of fluctuations, free."

[02:36]  And of course, many companies use free trials as an effective inducement to engage.
 
[02:42]  This week, take a look at your sales pitch and find a way to weave in the word free. Decades of experience and hundreds of millions of dollars in marketing research say the word free is a blockbuster. So, why not put it to work for you?

[03:00]  After all, it's free!

[03:03]  See you next time.

[soft melody theme music]

[03:07]  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.
 
[03:25]  Until next time, take care!
]]> Mon, 31 May 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 210 There are two persuasive words, that experience has always shown, draws people’s attention like no others in advertising and sales. In last week's episode, we talked about the word, "New." Today, we are going to discuss the second word, "Free" and how best to use it in the context of sales. There are two persuasive words, that experience has always shown, draws people’s attention like no others in advertising and sales. In last week's episode, we talked about the word, "New." Today, we are going to discuss the second word, "Free" and how best to use it in the context of sales. free, sales, selling, persuasive words, most persuasive words, persuasive words and phrases No No Ep 6: One of the Most Persuasive Words in Sales https://podcasts.castplus.fm/e/0nj764x8 Ep 6: One of the Most Persuasive Words in Sales 6 No No 40pw57p1 Advertisers and marketers have done your salespeople an astonishing favor. They have spent millions of dollars figuring out the most persuasive words in marketing and sales. The two that are at the top of the list are “new” and “free.” In today's episode, we are going to talk about using the word "new" in the context of sales. Episode 6: One of the Most Persuasive Words in Sales

Advertisers and marketers have done your salespeople an astonishing favor. They have spent millions of dollars figuring out the most persuasive words in marketing and sales. The two that are at the top of the list are “new” and “free.” 
 
 In this episode, you will learn:

  • The persuasive power behind the word "new."
  • How to use "new" in the context of sales.
  • Sample ideas for how to include "new" in your sales pitch.
 
Leveraging persuasive words in sales can have tremendous impact. Listen to today's episode now to learn more.

 

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.


More About SalesDrive, LLC

At 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 80 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: The two most persuasive words in sales. Advertisers and marketers have done your salespeople an astonishing favor. They've spent hundreds of millions of dollars to figure out the most persuasive words in marketing and sales.

[00:49]  And the two that are at the top of the list are new and free. Let's start with new.
 
[00:57]  As human beings, we are all drawn to something new. To news. That is one reason the so called news business is a billion dollar industry.
 
[01:09]  At the salesperson's level, the more he or she can highlight what is new or newsworthy about their product or service, the more impactful and memorable the conversation will be.

[01:21]  Now you may say, well, we can't bring a new product every month. Of course, but that does not mean your salespeople can't talk about something new related to the product or the product experience in every pitch.

[01:37]  Here's what I mean. Say your people are selling computers, they may not have a new product to sell right now but they can still say something like "You know we just had a new survey result come in and we have a 93 percent customer satisfaction rating on this product."

[01:55]  Or "Our customer service team has just announced a new hotline that ensures customer instant IT help 24/7."

[02:04]  You know advertisers have given you a tremendous gift here. Decades of research and billions of dollars in investment boiling down to these keywords of persuasion.

[02:17]  Use new whenever you can. I'll talk about their other favorite word next time.
 
[soft melody theme music]
 
[02:26]  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.

[02:43]  Until next time, take care! 
]]> Mon, 24 May 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 168 Advertisers and marketers have done your salespeople an astonishing favor. They have spent millions of dollars figuring out the most persuasive words in marketing and sales. The two that are at the top of the list are “new” and “free.” In today's episode, we are going to talk about using the word "new" in the context of sales. Advertisers and marketers have done your salespeople an astonishing favor. They have spent millions of dollars figuring out the most persuasive words in marketing and sales. The two that are at the top of the list are “new” and “free.” In today's episode, we are going to talk about using the word "new" in the context of sales. new, sales, selling, persuasive words, most persuasive words, persuasive words and phrases No No Ep 5: Has Your Salesperson Plateaued? Here's Why. https://podcasts.castplus.fm/e/18pj5zv8 Ep 5: Has Your Salesperson Plateaued? Here's Why. 5 No No z1rnjm31 Business owners and sales managers are often frustrated when they have a salesperson who performs pretty well, but once they hit a certain level, they plateau. You know they CAN sell, so the question is why don't they push to higher ground so your company can grow? Episode 5: Has Your Salesperson Plateaued? Here's Why.

One of the most frustrating experiences for a business owner or sales manager is a salesperson who performs pretty well in the beginning but then plateaus. You are left wondering what happened and why they aren't pushing themselves more to continue to grow your business.
 
In this episode, you will learn:
· The answer lies within a salesperson's personality
· The difference between a high-Drive salesperson and a low-Drive salesperson
· Strategies to help prevent your salespeople from plateauing
 

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 Resources

Be sure you are only hiring the best salespeople: Hiring the Best Sales Talent [2020 Ultimate Guide]

Looking for high-Drive salespeople? Request a free sales assessment to see if your next sales candidate has the Drive to succeed in sales.  


More About SalesDrive, LLC

At 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 80 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: Dr Chris Croner here asking you, has your salesperson plateaued? If so, here's why.

[00:38]  This is something that comes up a lot when I speak to business owners and salespeople. They have a salesperson who performs pretty well. But when he or she reaches a certain level, he plateaus. It drives you crazy because you know, he can sell.

[00:53]  So, the question is why doesn't he push to higher ground so your company can grow?

[00:58]  The answer is often found in the psychology and the personality of the salesperson. Often they don't share the key personality trait we call Need for Achievement. An innate characteristic that high-achievers share, in which they're never satisfied. It drives them to set goals, meet them and then set even higher goals.

[01:23]  High-performance athletes share this trait. Which is why you hear stories about Michael Jordan pushing himself and everybody around him so hard, not only in games, but in practice. They put tremendous pressure on themselves, but the payoff is massive production.

[01:42]  Meanwhile, unfortunately, your less driven salesperson operates another way. He sets a goal that satisfies his lifestyle and calibrates his efforts to meet his goal, not necessarily your stretch goals. These types of salespeople know exactly what they need to do to hit their objective and they're very skilled at not overextending themselves beyond that program.

[02:09]  You can't teach a talented but non-driven salesperson. However, you may be able to push them higher with more frequent intervention and discussions about their performance. So, you can head off the subtle declines that can occur as the year wears on.

[02:24]  You can also think about compensation plans that make it a little tougher on the front-end, but more lucrative on the backend, so the salesperson must meet your goals in order to satisfy his goals.

[02:38]  See you guys next time. 
 
[soft melody theme music]
 
[02:42]  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.
 
[02:59]  Until next time, take care! 
]]> Mon, 17 May 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 185 Business owners and sales managers are often frustrated when they have a salesperson who performs pretty well, but once they hit a certain level, they plateau. You know they CAN sell, so the question is why don't they push to higher ground so your company can grow? Business owners and sales managers are often frustrated when they have a salesperson who performs pretty well, but once they hit a certain level, they plateau. You know they CAN sell, so the question is why don't they push to higher ground so your company can grow? salesperson plateau, flatliner, sales performance, sales personality traits, sales management, need for achievement, sales hiring No No Ep 4: The #1 Mistake Salespeople Make During Online Meetings https://podcasts.castplus.fm/e/4n9630v8 Ep 4: The #1 Mistake Salespeople Make During Online Meetings 4 No No v07q2450 Online video conferencing is here to stay. And while there is a slew of new tips available for conducting online meetings, we are just going to focus on the number one mistake that we see salespeople make on video calls. Episode 4: The #1 Mistake Salespeople Make During Online Meetings

This one adjustment to your online video presences will demonstrate to your prospects and clients that they are the most important person in the "room."
 
In this episode, you will learn:
· The #1 mistake people make during video calls
· The importance of eye contact in a meeting, even an online one
 
Online video conferencing tools like Zoom, Microsoft Teams and Google Meet are here to stay. So perfecting your delivery on these platforms is key. Today's tip will differentiate you from many others online.
 

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 Resources

For more information on hiring and managing a remote sales team, check out our blog: How to Hire and Manage a Remote Sales Team

For more information on running an effective online sales meeting, check out our blog: How to Run an Efficient Online Sales Meeting
 
 

More About SalesDrive, LLC

At 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 80 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 with the number one salesperson's mistake on zoom.

[00:35]  Well like it or not, zoom calls are here to stay and while we hope things get back to "normal," we are no doubt going to be using zoom calls a lot in the course of selling from now on.

[00:49]  And of course, there's already a cottage industry forming about the correct and incorrect ways to conduct a video call. And you've probably seen or read lots of tips on how to best present yourself on camera.

[01:04]  So today, I'm just going to cover one because from my perspective, as a psychologist, it's the number one mistake people often make on video and it goes like this.

[01:17]  You may notice that as I'm speaking to you right now, I'm looking directly into the camera that is directly at you. Of course, I can't replace the intimacy of actually being with you. But I can certainly do my best to look at the camera and in effect look into your eyes because that's what we all expect when we get together in person.
 
[01:41]  And eye contact is a universal sign of friendship, intimacy and respect. Unfortunately, a lot of people tend not to look directly into the camera, but instead look at the little box on their screen that's showing how they look and it comes out a bit like this [looking down]. Now, instead of a straight connection, it begins to look a little like this [looking down, not making eye contact].

[02:08]  Not exactly a signal that I'm focusing on the most important person in this conversation . . .you!

[02:16]  When you're at lunch with a client, you don't look over his or her shoulder or around the room when you're talking. Why should a zoom call be any different?

[02:24]  And don't worry if they're looking around, that's up to them as the buyer. But you are a salesperson and you need to lock in and concentrate even online.

[02:38]  See you guys next time. 

[soft melody theme music]

[02:41]  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.
 
[02:59]  Until next time, take care! 
]]> Mon, 10 May 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 184 Online video conferencing is here to stay. And while there is a slew of new tips available for conducting online meetings, we are just going to focus on the number one mistake that we see salespeople make on video calls. Online video conferencing is here to stay. And while there is a slew of new tips available for conducting online meetings, we are just going to focus on the number one mistake that we see salespeople make on video calls. online meetings, video calls, virtual meetings, online sales calls, online sales meetings, video conference, video sales call, virtual sales calls, sales psychology, how to use sales psychology No No Ep 3: Optimism! Hunter Salespeople Share This Powerful Psychological Secret https://podcasts.castplus.fm/e/r8kq5198 Ep 3: Optimism! Hunter Salespeople Share This Powerful Psychological Secret 3 No No 71wqk5x1 In this episode, Dr. Croner talks about an absolutely critical personality trait that your salespeople must have to succeed long-term as hunter salespeople. This deep psychological trait is optimism. Episode 3: Optimism! Hunter Salespeople Share This Powerful Psychological Secret

Sales is unlike any other profession. It takes a special kind of person to succeed in sales or new business acquisition. Those that do succeed share a non-teachable personality trait . . . optimism.
 
In this episode, you will learn:
· What optimism truly means in the context of sales
· And a great interview question to ask that vets for optimism
 
Optimism is the inner confidence your salesperson has to be able to cope with rejection and persevere. Make sure your sales team is fully of optimists for maximum impact.
 

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 Resources


Curious to know if your sales candidate has optimism? Learn how the DriveTest® sales assessment can help.
 
 

More About SalesDrive, LLC

At 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 80 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: Optimism. Superstar hunter salespeople share this powerful psychological secret.

[00:38]  Today, I want to talk about an absolutely critical personality trait that your salespeople must have to succeed over the long term as hunter salespeople. This deep psychological trait is optimism.

[00:54]  Optimism is a salesperson's sense of certainty in success and resiliency in the face of rejection. This is a deep, innate psychological trait. Unfortunately, it cannot be taught no matter how many "Matt Foleys" as you bring into fire everybody up.

[01:12]  Think about what a hunter needs to do. Go out, knock on the door whether that's in person or over the phone. Sometimes get that door slammed in their face, then knock on the next door with that much more certainty and passion and conviction.

[01:25]  Psychologically, that's a very special person we're talking about. And it's important to keep in mind that optimism is not about motivation per se. Optimism is the inner confidence your salesperson has to be able to cope with rejection and focus on the reward that is surely coming through perseverance.

[01:46]  A terrific study on optimism was conducted by Peter Schulman, a pioneer in the study of optimism in salespeople. He measured differences in optimism levels of salespeople in several industries, including real estate, banking, car sales and office products. Schulman found that across all industries, optimists out sold pessimists by 20 to 40%.

[02:13]  It's important to point out to you as a manager that optimism is not a lack of fear. Optimists fear the feelings of failure and rejection, just like the rest of us. The difference is they turn it into a rocket fuel for their next attempt. They don't let it stop them. They don't dwell on a strikeout or a missed shot. They're already focusing on their next chance to hit a home run or to close a deal.

[02:42]  Here's a great interview question that gets right at optimism. "Tell me about a time when you remain persistent, even though everyone else around you gave up. Now tell me about another time." Make sure you get several consistent examples.

[02:57]  And remember, even in the NBA, there are only a handful of players who want to step up and take that last shot when the game is in the balance. Michael Jordan demanded the ball because he had supreme confidence and optimism that he would make it. And he usually did.
 
[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.
 
[03:38]  Until next time, take care! 
]]> Mon, 03 May 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 223 In this episode, Dr. Croner talks about an absolutely critical personality trait that your salespeople must have to succeed long-term as hunter salespeople. This deep psychological trait is optimism. In this episode, Dr. Croner talks about an absolutely critical personality trait that your salespeople must have to succeed long-term as hunter salespeople. This deep psychological trait is optimism. sales psychology, psychology of sales, optimism, personality trait, sales personality traits, hunter salesperson No No Ep 2: Great Salespeople Talk Way Less Than Their Competitors https://podcasts.castplus.fm/e/68rwj7pn Ep 2: Great Salespeople Talk Way Less Than Their Competitors 2 No No 805ljrm1 Often times salespeople talk too much in meetings causing prospects to feel as if the salesperson is not listening to them. The best salespeople in the business talk WAY less than their competitors. Let's discuss the powerful psychology behind this winning strategy. Episode 2: Great Salespeople Talk Way Less Than Their Competitors

Selling is about empowering the buyer. Yet, according to a study by Bain, on average salespeople talk 80% of the time in a sales meeting or call. That is absolutely brutal. No wonder prospects feel as if salespeople never listen to them.
 
 In this episode, you will learn:

· Why listening more is important to closing the deal
· Examples of questions to ask prospects to get them to open up
· How buyers make buying decisions
 
It is important to understand how buyers make decisions and to listen to their needs in order to close more business. Stop talking so much and start listening!
 

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 Resources

For more on salesperson listening skills, check out: The Sales Manager’s Guide to Teaching Active Listening to Salespeople


More About SalesDrive, LLC

At 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 80 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: Great salespeople talk way less than their peers. Dr. Chris Croner here with the powerful psychology behind that winning strategy.

[00:40]  Selling is about empowering the buyer. Buyers feel empowered when they are the leader of the buyer seller relationship. That means that the buyer should be doing most of the talking. But that's not the way most salespeople operate.

[00:58]  A study by the consulting company Bain, showed that on average salespeople talk 80% of the time in a sales meeting or call. That is absolutely brutal.

[01:10]  As psychologists were taught to ask questions, sit back and let the client talk. That's the only way we're able to get into the deeper motivations that are driving the decisions people are making in their lives.

[01:24]  The exact same thing goes for you as master salespeople. You need to ask questions, gently probe and induce the real pain in a prospect's life that he or she is trying to solve.

[01:38]  Open-ended questions are always best. What's the outcome you're seeking from this? Why is this particular point so important to you?

[01:47]  It's important to remember that the moment of decision to buy is not made from the intellectual side of the buyer's mind. It's made from the emotional side. So the greatest intellectual pitch in the world will inform but it will not close the buyer unless you have listened carefully and matched your solution with his or her emotional hopes and dreams.

[02:11]  And that means talking less. A lot less. And listening more. A lot more.

[02:18]  I look forward to seeing you next time.
 
[soft melody theme music]
 
 [02:22]  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!
]]> Mon, 26 Apr 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 165 Often times salespeople talk too much in meetings causing prospects to feel as if the salesperson is not listening to them. The best salespeople in the business talk WAY less than their competitors. Let's discuss the powerful psychology behind this winning strategy. Often times salespeople talk too much in meetings causing prospects to feel as if the salesperson is not listening to them. The best salespeople in the business talk WAY less than their competitors. Let's discuss the powerful psychology behind this winning strategy. listening, listening skills, talk less, sales meetings, sales tip, sales skill, sales development, sales training, sales coaching No No Ep 1: Resumes Lie! How to Review Resumes & Spot Real Sales Potential https://podcasts.castplus.fm/e/1n2462ln Ep 1: Resumes Lie! How to Review Resumes & Spot Real Sales Potential 1 No No 219764k1 Resumes have evolved to an art form and sometimes what you see is not always what you get. Knowing how to review a resume and spot the real tells of sales potential is key. Episode 1: Resumes Lie! How to Review Resumes & Spot Real Sales Potential

Before you jump on the phone and beg someone to come in for an interview based on their artly crafted resume, remember this: resumes often lie!

You are not just looking for someone who looks beautiful on paper. You are looking for a sales beast . . . someone with such a white hot desire to succeed that they will outwork, outtrain and outsell everybody in their competitive space.

In this episode, you will learn:
  • A key personality trait needed for sales success
  • How to take a deeper look at a resume
  • The 3 clues to look for when reviewing resumes to identify potential

Resumes are only the beginning of the vetting process but they are often rich in tells if you can crack the psychological code. Psychology is the absolute key to building championship sales teams. Master it! Use it! I’ll help 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 Resources

For additional resume review guidance, check out our blog: 5 Tips for Spotting Lies on a Resume.

For more resume review tips and a detailed phone interview guide, check out our online course: The Sales Manager's Guide to Phone Interviews.


More About SalesDrive, LLC

At 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 80 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 reminding you that resumes lie. Let's talk about the real tells for sales potential resumes.

[00:40]  They've evolved to an art form and most people now follow professional guides on how to develop resumes that will have you jumping on your phone and begging to meet these perfect people.

[00:52]  But not so fast...

[00:54]  You're not looking for someone who looks beautiful on paper, you're looking for a sales beast. Someone with such a white hot desire to succeed that he or she will outwork outtrain and outsell everybody in their competitive space. We psychologists call this unteachable trait, need for achievement.

[01:17]  Take any role model you want...Michael Jordan, Steve Jobs, Arnold Schwarzenegger...in every case, innate talent smashes together with insatiable desire and the result is a person who will simply not be denied his goals. Whether in sports, music, business or sales, you can't stop these people and that is exactly who you need and deserve on your sales team.

[01:46]  Of course, the challenge is, everyone is going to say they have a burning need for achievement. It's just like when someone comes to a psychologist for therapy, there's usually an unspoken truth and it's the psychologist job to get to the truth for a successful outcome.

[02:02]  So, when I read a resume, I'm looking for deeper clues. Evidence that the candidate has the need for achievement necessary to compete and win in the high risk, high reward world of high performance sales.

[02:19]  So, three resume tells for you today.

[02:22]  Number one, watch out for job hopping. It's okay early in career when people are getting their bearings, but eventually you want to see a solid run with one company. Hopefully including some acknowledgement of performance therein. Job hopping is often indicative to me, as a psychologist, of someone who runs rather than fights when stress gets high and stress is always high in sales. I want to see some mental toughness here.

[02:50]  Number two, notice the words they use in their cover letters and on their CVS. I like to see lots of verbs because verbs indicate an action mentality. This is subtle, but for example, rather than see something like top producer for three years, a more powerful indicator would be earned top producer awards by leading sales production for three years. Action!

[03:16]  And number three, my favorite. Look for indicators in their lives and history that really validate a strong need for achievement. This can come across very clearly in personal interests. All interests are valuable, but achievers usually participate in passions that include trial, competition and keeping track of achievement. Watch for terms like cycling, active softball, soccer, cooking as opposed to simply enjoying good food. Building something rather than just buying it. Not just watching, playing, competing, achieving.

[03:57]  Resumes are only the beginning of the vetting process, but they're often rich in tells, if you can crack the psychological code. And you know what, it's kind of fun breaking through the veneer, because like Tom Cruise says in a few good men, "I want the truth!"

[04:13]  Psychology is the absolute key to building championship, sales teams. Master it. Use it. I'll help you. See you next time.

[soft melody theme music]

[04:27]  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.

[04:44]  Until next time, take care!
]]> Mon, 19 Apr 2021 08:00:00 +0000 Dr. Chris Croner Dr. Chris Croner 289 Resumes have evolved to an art form and sometimes what you see is not always what you get. Knowing how to review a resume and spot the real tells of sales potential is key. Resumes have evolved to an art form and sometimes what you see is not always what you get. Knowing how to review a resume and spot the real tells of sales potential is key. resume review, how to review a resume, sales hiring strategy, sales, sales psychology, sales hiring No No Ep 0: Welcome to Sales Psyched! https://podcasts.castplus.fm/e/58zpllq8 Ep 0: Welcome to Sales Psyched! 0 No No 81zryyj1 Join Dr. Chris Croner, sales psychologist, every Monday, for Sales Psyched!, a sales enhancement program of short but proven sales management techniques as well as direct tips for your team to apply the massive power of psychology to drive sales performance. Episode 0: Welcome to Sales Psyched!

Resumes lie! Hold that thought...

Have you ever been frustrated by a salesperson who looked great in the interview but didn't met your expectations? Or have you ever wondered how to take your current sales team's performance to the next level? My name is Dr. Chris Croner. I hold a Ph.D. in Psychology and my speciality is Sales. I have helped thousands of companies build high-performance sales teams, and now it’s your turn! 

Throughout this podcast, you will learn:

  • Resumes often lie, unless you cut through the veneer and discover the real tells that indicate true sales potential. 
  • How to select only high-potential salespeople for the privilege of interviewing with you.
  • How to motivate and inspired salespeople to drive revenue higher.

So, join me, every Monday, for Sales Psyched!, a sales enhancement program of short but proven sales management techniques as well as direct tips for your team to apply the massive power of psychology to drive sales performance.


Don't Miss an Episode - Subscribe for Free Now!

Subscribe to this podcast today and in episode 1, I will discuss how to review resumes and spot real potential.



More About SalesDrive, LLC

At 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 80 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: https://salesdrive.info/free-trial-request and never hire a bad salesperson again!

--

Transcript


[soft melody theme music]

[00:00] Chris Croner: Resumes lie! Hold that thought for a minute...

Business owners and sales managers. Have you ever been frustrated by a salesperson who looked great in the interview but didn't meet your expectations? Or have you ever wondered how to take your current team's performance to the next level?

[00:20]  My name is Doctor Chris Croner. I hold a PhD in psychology and my specialty is sales. I've helped over 1000 companies build high performance sales teams and now it's your turn.

[00:38]  Join us and you'll learn that resumes often lie. They can be total fake outs unless you can cut through the veneer and discover the real tells that indicate true sales potential. I'll show you how to really read a resume.

[00:51]  You'll learn that four out of five people who apply to your sales job don't have the three non teachable traits essential for new business development. I'll show you how to select only high potential salespeople for the privilege of interviewing with you.

[01:07]  You'll learn that high drive salespeople are motivated and inspired by more than money. I'll show you what really lights their fire to drive revenue higher and higher for you.

[01:18]  So join me, every Monday for Sales Psyched, a sales enhancement program of short but proven sales management techniques as well as direct tips for your team to apply the massive power of psychology to drive sales performance.

[01:35]  I promise you, I will honor your time with brevity and your sales goals with hard science and results.

[01:42]  Subscribe to this podcast today and in episode one, we'll discuss how to review resumes and spot real sales potential. 
]]> Tue, 13 Apr 2021 17:30:00 +0000 Dr. Chris Croner Dr. Chris Croner 112 Join Dr. Chris Croner, sales psychologist, every Monday, for Sales Psyched!, a sales enhancement program of short but proven sales management techniques as well as direct tips for your team to apply the massive power of psychology to drive sales performance. Join Dr. Chris Croner, sales psychologist, every Monday, for Sales Psyched!, a sales enhancement program of short but proven sales management techniques as well as direct tips for your team to apply the massive power of psychology to drive sales performance. sales psychology, sales, psychology of sales, sales psychology techniques, sales performance, sales hiring, increase sales performance, sales assessments No No