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.

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Additional Resources

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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: 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.

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[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.