The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 year 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]

Hey everybody, it's Sam Jacobs. Welcome back to the SALESACER podcast into Friday fundamentals. You know Friday fundamentals. It's that short five to ten minute format where we bring you actionable insights to help make a difference in what you do. Today we've got this week's guest, Moi Daman, back on the show and he's going to talk about the eight qualities that drive and build trustworthiness with your buyer. So it's really important and each of them is critical and understanding how they fit into your relationship and conversations with your buy are important. So it's a great topic. Before we get there, of course, always, we need to thank our sponsors. The first is outreach, out which triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement. With intelligent automation. Outreach makes customer facing teams more effective than approves his ability into it really drives results. The second is pavilion. Pavilions the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can tappen too, leadership opportunities, mentorship, take...

...classes through Pavilion University and other services made just for high growth leaders like you. Unlock your professional potential with a pavilion membership. Gets started today at Joint PAVILIONCOM now, Moad, welcome back to the show. Thunk you. It's it's great to be back. So I'm excited to have you. So here's the one question we're going to put you today for Friday. Fundamentals. What are the equalities that established and build trust where he has with your buyer? Yeah, so, so the eight qualities form under the branch of characteristics and then trust. There are two major characteristic, which is competence or skills, and character. So we're going to talk about character because without character, Warren Buffett says, if you don't have the integrity, then the other two things, which is skills and energy, will kill you. So characteristics are very important. So the first one is and by the way, there are a few other things that are important, but they're very complex and technical, such as body language, tone of voice, things like that. But I recommend...

...start with the eight first tights rather than going into those those advanced areas. So authenticity is the first one. Sam. Are you living and speaking and conducting your truth right? Are you authentic and how you deal with people? Are you trying to be someone else that you're not right, which will break down trust and people can really see through that. So that's the first one. The second one is consistency. So I use the I've used the example before where you have account managers where, in the first year of their relationship with a with a customer, you know they're incredibly professional, they're very diligent, they come prepared, they really deliver a lot of value to the buyer, but as the years go by, complacency starts to settle and so consistency is incredibly important. It also consistency and how you show up as well, right, and I've been guilty of this, where you know timing things like that is important. The third one is integrity. Right, so you know...

...very straightforward. Are you truthful and are you honest right, and are you honest about the flaws in your product? This isn't about bashing your product in any way, but everyone's product or service is not a hundred percent. It's why we live in a competitive world and a capitalist world, because other companies can provide strengths in other areas. So being honest about where you may not be so good, coupled with the things that you are good at, that actually elevates trust, right, and it's usually just one or two things, right. Let's not be that. You know what you want to be smart about it. The next one is responsibility, or you can call it accountability. So Do I feel responsibility towards the buyer, right, and the promises that we're going to be delivering on? When things go bad, am I still there to solve the situation? Do I feel that sense of responsibility to... buyer, because I'm making promises to them and we've got to deliver on those promises. And, by the way, that doesn't mean delivering on promises that are not possible, right. This doesn't mean being a yes person, which I'll go into later on. The next one'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 be present? Can they rely that I will always stay on top of my game? Right? So I'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 there's a longer term partnership? The next one is guilt, proneness or guilt worthiness. This was a very fascinating one. It was a Surprise University of Chicago to the study that found that those that felt guilt right that are more prone to feeling guilty about either a past action or an action they're about to take. They would then feel more of a sense of duty and honor towards changing...

...that action or learning from that action. Those types of individuals inspired a huge amount of trust in others. So guilt worthiness is important. Generosity is the next one. Now, generosity on its own will actually degrade trust, so this is very important to note. Generosity on its own will degrade trust because the recipient will feel like you're trying to buy their loyalty. However, generosity in connection and in tandem with the other forms of the characteristics of trust will inspire trust and elevate trust. To make sure that any act of generosity is also matched with other examples of trust that you are exhibiting. And then the final one is agreeableness. This is not being a yes man or a yes woman. This is not just agreeing with people in time. This is about being tactful in how you influence and persuade people. You know, agreeing with someone's opinion doesn't mean that you share that opinion right. So it's respectful to actually start to try to understand how did that person that come to that opinion,...

...what is their point of view, so that you're, in a more tactful and an agreeable way, able to then share with 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 the better way, and often times that requires us to convince them that are long held or strongly held opinion may not be the right one. So those are the eight that is in a comprehensive list there. So let me repeat them back for the audience because I took some notes. Authenticity, consistency, integrity, which I might say honesty, just being forthright, candid, responsibility, accountability also closely related to reliability. Guilt worthiness. Do you feel guilty? Do you feel a sense of responsibility? Towards others. Do you feel inside moral code? Perhaps generosity. And then, finally, agreeableness was doesn't just mean agreeing with somebody. It means tactfully presenting your point of viewer perspective, having having a sense almost...

...of emotional intelligence, so that you can read the room and understand tone and other ways of delivering your message. Yes, understanding of them. Yeah, that was that's exactly it. Moly, it's been great having you on the show this week. Remind US if folks want to get in touch with you, how do you prefer that we get in touch? Yeah, several ways. Linkedin so forward slash mode. I'm in putting out tot of content that you can also check my youtube channel, proverb your door, and you can also contact me directly if you wish, and I'm in at proverbial DOORCOM and put into subject headline sells hacker, and you know I'll know where you come from and happy to converse with you that. It's wonderful. If folks want to reach out to me, you can. You can email me Sam at joined pavilioncom. Similarly, put sales hacker in the subject line and I'll make sure to respond. Mo We it's been great having you on the show this week. Thank you so much. It's been an absolute pleasure and thank you for being an incredible host. Flat there's agreeableness you've established, so there's great..., that's that's truthful, though the great questions I love, though. I really 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, take and everybody else out there. Talk to you next time.

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