The best salespeople are always seeking opportunities to touch their clients in special ways. And all salespeople should be constantly honing this skill. 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.

After listening, ask yourself, what opportunities for relationship selling can you spot with your clients and prospects?
 
 

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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. You have to love salespeople who are constantly alert for opportunities to touch their clients in special ways. Honing that antenna is something all salespeople should be constantly developing.

[00:44]  Here's an example from a buyer we know who couldn't believe how tuned in his salesperson was to what the buyer thought was a casual comment. Here's what he wrote to us.

[00:57]  "One day, I had a lunch appointment with a sales superstar I know, and I was a little early, so I drifted across the street to a bookstore and started browsing. I'm a boxing fan. So, I picked up a biography of Joe Frazier, which I thought was fascinating. Before long, I looked at my watch, and now I was late. So, I put the book down and ran across the street to meet my sales friend, who was already sitting in a booth. I apologized and explained I was late because I had gotten caught up in the Joe Frazier book. So, we talked about boxing for a while and then had lunch. When we finished, I walked back to my office and to my great surprise, the Joe Frazier book was sitting on my desk. Evidently, he had called his assistant while we were at lunch, who ran over to get the book and took it to my office. This was actually pretty typical of his over-the-top service. Anyway. I laughed, called my friend, and we bonded deeper than ever."

[02:05]  You see how this works. This brilliant sales friend hit several psychological hot buttons in one swoop.

[02:13]  First, he showed you how well he was listening to you, which is a supreme compliment to your ego. Second, instead of just thinking about it, he swung into action and connected his action immediately to the conversation, a dynamic we psychologists call "immediate reinforcement." And third, he surprised you, and surprises always stand out emotionally in our memories.
 
[02:40]  For our sales managers and teams listening here, remember, it doesn't have to be a huge gesture to generate huge impact. It's all about listening and acting quickly for maximum psychological impact.
 
[02:55]  See you next time.

 

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[03:00]  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.
 
[03:16]  Until next time, take care!