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. 
 
 

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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 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
 

 

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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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[00:30]  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.

 

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[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!