The Sales Psyched Podcast: Recent Episodes
Dr. Chris Croner
Sales Psyched! is a sales enhancement show hosted by sales psychologist, Dr. Chris Croner. When you subscribe to this show, you'll get access to the latest sales psychology techniques and strategies designed to take your sales team's performance to the next level. This podcast for sales managers and business owners is rooted in psychology and will help you improve your sales. Episode topics range from sales hiring, sales development, behavioral interviewing, sales training, sales mentorships, sales management to selling techniques that harness and leverage the power of sales psychology. Get your weekly Sales Psyched! tips every Monday!
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Today's episode focuses on how sales managers and their sales team can learn a thing or two from the famous retired football star, Tom Brady.
Today's episode focuses on risk taking in sales and the rewards that can follow. Knowing how and when to take risks is an important skill all salespeople should know and master.
Today's episode is all about March Madness and how to add your own personal 'twist' to it.
This episode focuses on the importance of attitude in sales and how it can either help or hurt your chances of closing.
This episode emphasizes the importance of first impressions and how quickly they can either make or break an opportunity.
This episode reveals how problems can be used to create powerful opportunities in sales.
This episode is a friendly reminder for you to try and find new and creative ways to approach customers.
Learn what you should be looking for in your sales candidates before hiring them to ensure they have the personality needed to handle sales rejection effectively.
The best salespeople are always seeking opportunities to touch their clients in special ways through relationship selling. 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.
Today's episode covers a story about how one man in one company seized the reputation as the highest quality hotel chain in the world and what salespeople can learn from it.
Often times, putting even more pressure on a struggling salesperson can be exactly the wrong prescription for helping them and can make things worse rather than better.
In this episode, Dr. Croner shares his favorite client gift idea that is appropriate in most gifting situations.
In today's episode, Dr. Croner shares a story that demonstrates a strategy that can generate loyalty and satisfaction among your sales team without money.
In today's episode, Dr. Croner discusses a psychological principle of discovering a person's authentic self and the powerful impact it can have on your sales.
People love to be acknowledged and respected. So, when you deliver the gift of self-esteem to your client or prospect, it is especially outstanding and psychologically powerful.
This is one of the most important gifts any of us can receive in the course of our career.
As a sales manager there is an easy, psychological-backed action that you can take to motivate your salespeople . . . bring them a lead.
Understanding the psychology behind how buyers close can help with selling and persuasion.
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!
We have all experienced this . . . the exciting, charismatic candidate who looks great, sounds great and blows us away with his energy and enthusiasm during the interview. We are so excited to have found this superstar. He's hired! But then . . . nothing. Let’s talk about this frustrating but all too common conundrum in today's episode.
In today's episode, Dr. Croner shares a sales strategy you can learn from the famous TV show: Mad Men; and tells a story of a client using said strategy in real life. Enjoy!
Have you ever had a prospect that likes the product, trusts you, but just won't close? We call this prospect "The Procrastinator." And man, procrastinators can be so frustrating. Today, Dr. Croner is going to give you some psychological selling tips to help get that procrastinating prospect over the finish line.
As a sales manager, you are always searching for a differentiator . . . an edge you can provide to your salespeople for both new business development and to solidify ongoing relationships. Sometimes we get caught up in technique when the real answer is substance and it is right in front of us.
It really pays to know the personalities of those you are selling to. It will give you an edge over competitors who sell well clinically but miss the opportunity to connect emotionally.
Today's episode follows up on the topic discussed last week in Episode 20. Dr. Croner outlines an actual success story that emphasizes the point of "talking about their kids and not your kids" and what a brilliant, up-and-coming architect did to land a job. Listen in now!
When you go to one of your kid’s school concert and the children all come out on stage, who do you immediately look for? YOUR kid, of course. Prospects and clients are the same way. They want to hear about their company not yours. In today's Sales Psyched! episode, Dr. Croner gives an opening line to help focus your sales presentation on the "prospect's kids" and set the right tone for the meeting.
In today's episode, Dr. Croner discusses a question that is often asked by clients: "What can I do as a parent to teach my kids Drive?" Listen in to hear Dr. Croner best recommendation for building Drive in your kids.
In today's episode, Dr. Croner is going to discuss what sales managers can learn from the world's greatest coaches to motivate and inspire their salespeople to peak performance.
In today's episode of Sales Psyched!, Dr. Croner discusses his favorite question to use when interviewing sales candidates. This powerful technique disarms candidates and reveals the truth to you about their past behavior.
In today's episode, we have a unique sales story for you about a Chicago snowstorm and an intrepid salesperson who truly thought outside the box to close a deal.
"Lose a sale, win a customer" sounds contradictory but customers are won and lost on the emotional level. Listen to today's episode of Sales Psyched! to learn one of the most psychologically, powerful thing you can do with a prospect who may not be ready to buy from you.
Business owners and managers often ask what trait is most important when it comes to inspirational leadership, and Dr. Croner always give the same answer. Confidence! In today's episode, he discuss why confidence is so important in leadership.
A key "non-teachable" trait shared by sales hunters is their love for competition. This love for competition, gives owners and managers a powerful motivational opportunity.
Continue to hone your selling skills with this psychological selling tip that prospects cannot resist. Learn how to use it and try it during your next sales pitch.
As a Sales Manager, there are some small day to day things that you can do to boost your sales team's motivation. Learn what these simple, yet powerful secrets are in this episode.
Let's discuss a powerful psychological technique that is easy to apply in a sales meeting and has remarkably effective results.
CRM is great . . . until it isn't. It is up to you as a sales manager, not your salespeople, to strike a winning balance with a CRM system. If not used the right away, it can kill productivity!
In today's episode, Dr. Croner discusses a salesperson's number one enemy, how to identify it and how to defeat it using sales psychology techniques.
There are two persuasive words, that experience has always shown, draws people’s attention like no others in advertising and sales. In last week's episode, we talked about the word, "New." Today, we are going to discuss the second word, "Free" and how best to use it in the context of sales.
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 today's episode, we are going to talk about using the word "new" in the context of sales.
Business owners and sales managers are often frustrated when they have a salesperson who performs pretty well, but once they hit a certain level, they plateau. You know they CAN sell, so the question is why don't they push to higher ground so your company can grow?
Online video conferencing is here to stay. And while there is a slew of new tips available for conducting online meetings, we are just going to focus on the number one mistake that we see salespeople make on video calls.
In this episode, Dr. Croner talks about an absolutely critical personality trait that your salespeople must have to succeed long-term as hunter salespeople. This deep psychological trait is optimism.
Often times salespeople talk too much in meetings causing prospects to feel as if the salesperson is not listening to them. The best salespeople in the business talk WAY less than their competitors. Let's discuss the powerful psychology behind this winning strategy.
Resumes have evolved to an art form and sometimes what you see is not always what you get. Knowing how to review a resume and spot the real tells of sales potential is key.
Join Dr. Chris Croner, sales psychologist, every Monday, for Sales Psyched!, a sales enhancement program of short but proven sales management techniques as well as direct tips for your team to apply the massive power of psychology to drive sales performance.