The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 months ago

Friday Fundamentals 141: Moeed Amin


In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

1) Why sales is about trustworthiness

2) Why Moeed says cold calls are horsesh*t

3) Integrating your personal and work life to increase transparency

4) Common ways that sellers fail to build trust

Show Agenda and Timestamps

1) About Moeed Amin & Proverbial Door [2:40]

2) What neuroscience teaches about buyer decisions [11:17]

3) Ways to establish trust with customers [14:39]

4) Why you should audit your personal life for trustworthiness [21:45]

5) Common mistakes sellers make that break trust [25:00]

6) Sam’s Corner [31:55]

Everybody at Sam Jacobs Welcome back tothe sales sacker podcast into Friday fundamentals. You know Fridayfundamentals, it's that short five to ten minute format, where we bring youactionable insights to help make a difference in what you do today. We'vegot this week's guess, mole, Amon back on the show and he's going to talkabout the eight qualities that drive and build trustworthiness with yourbuyer. So it's really important and each of them is critical andunderstanding how they fit into your relationship and conversations withyour viar important. So it's a great topic before we get there. Of course,always we need to think our sponsors. The first is out reach out whichtriples the productivity of sales teams and empowers them to drive predictableand measurable revenue growth by prioritizing the right activities andscaling customer engagement with intelligent automation. Outreach makescustomer facing teams more effective than approves his ability into itreally drives results. The second is pavilion. Hosile S, the key to gettingmore out of your career. Our private membership connects you with thenetwork of thousands of like minded peers and resources where you can tapinto leaders of opportunities,...

...mentorship, take classes throughpavilion, university and other services made just for high growth leaders likeyou, unlock your professional potential with the pavilion membership getstarted today at join Petilian Com. Now, moid welcome back to the show. Thankyou it's great to be back so excited to have you so here's the one questionwe're going to put you today for Friday fundamentals: What are the eightqualities that establish and build trust worries with your buyer yeah? Soso the eight qualities fall under the branch of characteristics and in trustthere are two major characteristic, which is competence or skills andcharacter. So we're going to talk about character because without character,Warren Buffet says, if you don't have the integrity than the other two thingswhich is skills and energy will kill you. So characteristics is veryimportant, so the first one is, and by the way there are a few other thingsthat are important, but they're very complex and technical, such as bodylanguage, tone of voice. Things like that, but I recommend start with theeight first hide rather than going into...

...those those advanced areas. Soauthenticity is the first one. Sam. Are you living and speaking and conductingyour truth right? Are you authentic and how you deal with people? Are youtrying to be someone else that you're not right, which will break down trustand people can really see through that? So that's the first one. The second oneis consistency, so I use I've used the example before where you have a countmanagers where, in the first year of their relationship with a with acustomer, you know they're, incredibly professional they're, very diligentthey come prepared. They really deliver a lot of value to the Vire, but as theyears go by, complacency starts to settle, and so consistency isincredibly important, els a consistency and how you show up as well right andI've been guilty of this. Where you know timing, things like that isimportant. The third one is integrity way. So youfor straightforward. Are you truthful...

...and are you honest right, and are youhonest about the flaws in your product? This isn't about bashing your productin any way, but everyone's product or service is not a hundred percent. It'swhy we live in a competitive world and a capitalist world, because othercompanies can provide strength in other areas, so being honest about where youmay not be so good, coupled with the things that you aregood at, that actually elevates trust right, and it's usually just one or twothings right, let's not be, but you know what you want to be smart about it.The next one is responsibility or you can call it accountability. So Do Ifeel responsibility towards the buyer right and and the promises that we'regoing to be delivering on when things go bad? Am I still there to solve thesituation? Do I feel that sense of...

...responsibility to my buyer, because I'mmaking promises to them and we've got to deliver on those promises and by theway that doesn't mean delivering on promises that are not possible white?This doesn't mean being a yes person which ill go into later on the nextone's reliability right and it's closely connected to responsibility.You know: can they rely on me to get the job done? Can they rely on me to bepresent? Can they rely that I will always stay on top of my game right? SoI'm not just great now and knowledgeable now about their industry,about the the things that we can deliver for them about my abilities,but can they rely on me to stay like that for the longer term, because it'sa longer term partnership, the next one is guilty proneness or Giltwork hines.This was a very fascinating when it was a surprise. University of Chicago did astudy that found that those that felt guilt like that are more prone tofeeling guilty about either a past action or an action they're about totake. They would then feel more of a sense of duty, andd honor, to what'schanging that action or learning from...

...that action. Those types of individualsinspired a huge amount of trust in others, so guilt worthiness isimportant. Generosity is the next one. Now, generosity on its own willactually degrade trust, so this is very important to know generality on its own.What to Grade Trust, because the recipient will feel like you're tryingto buy their loyalty. However, generosity in connection and intendent,with the other forms of the characteristics of trust, will inspiretrust, an elevator us to make sure that any act of generosity is also matchedwith other examples of trust that you or exhibiting and then the final one isagreeable ness. This is not being a yes man or yes, woman, and this is not justagreeing with people in time. This is about being tactful in how youinfluence and persuade people you know agreeing with someone's opinion doesn'tmean that you share that opinion right, so it's respectful to actually start totry understand how did that person come... that opinion? What is their point ofview so that you're in a more tactful and an agreeable way able to then sharewith them and get them to see another perspective very important in sales,because we're there to kind of show people that there is another way in thebetter way and often times that requires us to convince them that arelong held or strongly held. Opinion may not be the right one, so those are theeight that is an a comprehensive list there. So let me repeat them back forthe audience, because I took some notes: authenticity, consistency, integrity,which, I might say s, honesty just being forthright candid responsibility.Accountability, also closely related to reliability, guilt worthiness. Do youfeel guilty? Do you feel a sense of responsibility towards others? Do youfeel inside moral code, perhaps generosity and then finallyagreeableness, which doesn't just mean agreeing with somebody? It meanstactually presenting your point of view...

...or perspective having having a sensealmost of emotional intelligence, so that you can read the room andunderstand, tone and other ways of delivering your message. Yes,understanding them yeah. That was that was that's exactly it moe. It's beengreat. Having you on the show this week remind us if folks want to get in touchwith you, how do you prefer that we get in touch yeah several ways linked in soforward, Slamo dam in putting out side the content there. You can also checkmy youtube channel proverbial door, and you can also contact me directly if youwish M M in at proverbial DOCO and put in the subject headline sales hacker-and you know I'll know where you come from,and I'm happy to converse with you that it wonderful. If folks want to reachout to me, you can you can email me salmon, joined to Villino, similarlyput sales hacker in the subject, line and I'll make sure to respond. Moe,it's been great having you on the show this week. Thank you so much, it's beenan absolute pleasure and thank you for being an incredible host, flatter, there's agreeableness, you'veestablished or his great Otis truthfull...

...the great questions I love them. Ireally enjoyed them. Thank you all right. Well, I'll talk to you next time.It's been great, getting to know you a little bit. Thank you very much tick.Everybody else out there talk to you next time, e.

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