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
Ep 48: Sales Lessons to Learn from Tom Brady
March 11, 2022 • 2 MIN
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.
Ep 47: High Risk, High Reward in Sales
March 7, 2022 • 2 MIN
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.
Ep 46: March Madness With a Surprise Twist
February 28, 2022 • 2 MIN
Today's episode is all about March Madness and how to add your own personal 'twist' to it.
Ep 45: Sell with Emotion: People Buy Dreams, Not Things
February 21, 2022 • 2 MIN
This episode focuses on utilizing emotions in sales.
Ep 44: Your Attitude Matters Especially in Sales
February 14, 2022 • 4 MIN
This episode focuses on the importance of attitude in sales and how it can either help or hurt your chances of closing.
Ep 43: Passion is Contagious and Compelling in Sales
February 7, 2022 • 2 MIN
This episode reveals just how powerful emotions can be in sales.
Ep 42: How to Sell to a Big Ego Buyer
January 31, 2022 • 2 MIN
This episode focuses on selling to big ego buyers, aka, the, 'I know best' buyers.
Ep 41: 3 Tips to Make a Great First Impression During a Sales Meeting
January 24, 2022 • 2 MIN
This episode emphasizes the importance of first impressions and how quickly they can either make or break an opportunity.
Ep 40: How the Best Salespeople Turn Problems into Opportunities
January 17, 2022 • 4 MIN
This episode reveals how problems can be used to create powerful opportunities in sales.
Ep 39: Try a Creative Approach to Selling
January 10, 2022 • 1 MIN
This episode is a friendly reminder for you to try and find new and creative ways to approach customers.
Ep 38: The Key to Handling Sales Rejection
January 3, 2022 • 3 MIN
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.
Ep 37: Learn to Identify Opportunities for Relationship Selling
December 27, 2021 • 3 MIN
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.
Ep 36: Salespeople: Are You Exceeding Customer Expectations
December 20, 2021 • 3 MIN
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.
Ep 35: How to Use Reverse Psychology in Sales
December 13, 2021 • 2 MIN
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.
Ep 34: Best Corporate Gift Idea to Send to Your Clients
December 6, 2021 • 3 MIN
In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations.
Ep 33: Improve Sales Team Satisfaction Without Money
November 29, 2021 • 2 MIN
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.
Ep 32: Uncover Your Buyer's Authentic Self to Sell More
November 22, 2021 • 4 MIN
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.
Ep 31: Boost Your Buyer's Self-Esteem to Sell More
November 15, 2021 • 3 MIN
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.
Ep 30: Use a Mentor Program to Boost Sales
November 8, 2021 • 4 MIN
This is one of the most important gifts any of us can receive in the course of our career.
Ep 29: The #1 Thing a Sales Manager Can Do For a Salesperson
November 1, 2021 • 2 MIN
As a sales manager there is an easy, psychological-backed action that you can take to motivate your salespeople . . . bring them a lead.
Ep 28: Learn How Buyers Commit to a Purchase
October 25, 2021 • 3 MIN
Understanding the psychology behind how buyers close can help with selling and persuasion.
Ep 27: How to Leverage Voicemails During the Sales Process
October 18, 2021 • 3 MIN
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!
Ep 26: How Sales Candidates Fool You Into Hiring Them
October 11, 2021 • 3 MIN
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.
Ep 25: One Technique Sales Teams Can Learn From The Show: Mad Men
October 4, 2021 • 3 MIN
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!
Ep 24: How to Close a Deal With a Procrastinating Prospect
September 27, 2021 • 4 MIN
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.
Ep 23: The #1 Thing You Can Do For A Client or Prospect
September 20, 2021 • 3 MIN
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.
Ep 22: Get to Know Your Prospects' Personalities
September 13, 2021 • 5 MIN
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.
Ep 21: A Picture Can Be Worth a Thousand Words
September 6, 2021 • 3 MIN
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!
Ep 20: Prospects and Clients Want to Talk About Their Kids, Not Your Kids
August 30, 2021 • 3 MIN
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.
Ep 19: How to Inspire Drive in Your Kids
August 23, 2021 • 4 MIN
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.
Ep 18: Great Coaches Treat Each Player Differently
August 16, 2021 • 3 MIN
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.
Ep 17: This Sales Interview Question Leads to the Truth
August 9, 2021 • 4 MIN
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.
Ep 16: Sales Expert Thinks Outside the Box to Close the Deal
August 2, 2021 • 2 MIN
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.
Ep 15: How to Win Back a Customer by Losing a Sale
July 26, 2021 • 3 MIN
"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.
Ep 14: The Most Inspirational Trait of Sales Managers
July 19, 2021 • 3 MIN
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.
Ep 13: True Sales Hunters Love to Compete
July 12, 2021 • 2 MIN
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.
Ep 12: Prospects Cannot Resist This Sales Psychology
July 5, 2021 • 3 MIN
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.
Ep 11: One of the Most Powerful Salesperson Motivation Secrets
June 28, 2021 • 3 MIN
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.
Ep 10: Validation: One of the Most Powerful Forces in Psychology
June 21, 2021 • 3 MIN
Let's discuss a powerful psychological technique that is easy to apply in a sales meeting and has remarkably effective results.
Ep 9: How Even the Best CRM System Can Kill Productivity
June 14, 2021 • 3 MIN
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!
Ep 8: A Salesperson's #1 Enemy and How to Defeat It
June 7, 2021 • 3 MIN
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.
Ep 7: FREE: The Second Most Persuasive Word in Sales
May 31, 2021 • 3 MIN
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.
Ep 6: One of the Most Persuasive Words in Sales
May 24, 2021 • 2 MIN
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.
Ep 5: Has Your Salesperson Plateaued? Here's Why.
May 17, 2021 • 3 MIN
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?
Ep 4: The #1 Mistake Salespeople Make During Online Meetings
May 10, 2021 • 3 MIN
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.
Ep 3: Optimism! Hunter Salespeople Share This Powerful Psychological Secret
May 3, 2021 • 3 MIN
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.
Ep 2: Great Salespeople Talk Way Less Than Their Competitors
April 26, 2021 • 2 MIN
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.
Ep 1: Resumes Lie! How to Review Resumes & Spot Real Sales Potential
April 19, 2021 • 4 MIN
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.
Ep 0: Welcome to Sales Psyched!
April 13, 2021 • 1 MIN
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.