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:

 

Leveraging persuasive words in sales can have tremendous impact. Listen to today's episode now to learn more.

 

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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:
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[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.
 
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[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.
 
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[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!