The Sales Psyched Podcast
Ep 27: How to Leverage Voicemails During the Sales Process
October 18, 2021
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! 

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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.
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[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!