The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 4 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]

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 tohelp 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 theeight qualities that drive and build trustworthiness with your buyer. So it's really importantand each of them is critical and understanding how they fit into your relationship andconversations with your buy are important. So it's a great topic. Before weget there, of course, always, we need to thank our sponsors.The first is outreach, out which triples the productivity of sales teams and empowersthem to drive predictable and measurable revenue growth by prioritizing the right activities and scalingcustomer engagement. With intelligent automation. Outreach makes customer facing teams more effective thanapproves his ability into it really drives results. The second is pavilion. Pavilions thekey to getting more out of your career. Our private membership connects youwith a network of thousands of like minded peers and resources where you can tappentoo, leadership opportunities, mentorship, take...

...classes through Pavilion University and other servicesmade just for high growth leaders like you. Unlock your professional potential with a pavilionmembership. Gets started today at Joint PAVILIONCOM now, Moad, welcome backto the show. Thunk you. It's it's great to be back. SoI'm excited to have you. So here's the one question we're going to putyou today for Friday. Fundamentals. What are the equalities that established and buildtrust where he has with your buyer? Yeah, so, so the eightqualities form under the branch of characteristics and then trust. There are two majorcharacteristic, which is competence or skills, and character. So we're going totalk about character because without character, Warren Buffett says, if you don't havethe integrity, then the other two things, which is skills and energy, willkill you. So characteristics are very important. So the first one isand 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 ratherthan going into those those advanced areas. So authenticity is the first one.Sam. Are you living and speaking and conducting your truth right? Are youauthentic and how you deal with people? Are you trying to be someone elsethat you're not right, which will break down trust and people can really seethrough that. So that's the first one. The second one is consistency. SoI 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, youknow they're incredibly professional, they're very diligent, they come prepared, they really delivera lot of value to the buyer, but as the years go by,complacency starts to settle and so consistency is incredibly important. It also consistencyand how you show up as well, right, and I've been guilty ofthis, where you know timing things like that is important. The third oneis integrity. Right, so you know...

...very straightforward. Are you truthful andare 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 orservice is not a hundred percent. It's why we live in a competitive worldand 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 thethings that you are good at, that actually elevates trust, right, andit'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 isresponsibility, or you can call it accountability. So Do I feel responsibility towards thebuyer, 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 promisesto them and we've got to deliver on those promises. And, by theway, 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, youknow. Can they rely on me to get the job done? Can theyrely on me to be present? Can they rely that I will always stayon top of my game? Right? So I'm not just great now andknowledgeable now about their industry, about the the things that we can deliver forthem, about my abilities, but can they rely on me to stay likethat for the longer term, because there's a longer term partnership? The nextone 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 thosethat felt guilt right that are more prone to feeling guilty about either a pastaction or an action they're about to take. They would then feel more of asense 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. Soguilt worthiness is important. Generosity is the next one. Now, generosity onits 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 tryingto buy their loyalty. However, generosity in connection and in tandem with theother forms of the characteristics of trust will inspire trust and elevate trust. Tomake sure that any act of generosity is also matched with other examples of trustthat you are exhibiting. And then the final one is agreeableness. This isnot being a yes man or a yes woman. This is not just agreeingwith people in time. This is about being tactful in how you influence andpersuade people. You know, agreeing with someone's opinion doesn't mean that you sharethat opinion right. So it's respectful to actually start to try to understand howdid 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, ableto then share with them and get them to see another perspective. Very importantin 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 themthat 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 letme 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 youfeel guilty? Do you feel a sense of responsibility? Towards others. Doyou feel inside moral code? Perhaps generosity. And then, finally, agreeableness wasdoesn't just mean agreeing with somebody. It means tactfully presenting your point ofviewer perspective, having having a sense almost...

...of emotional intelligence, so that youcan 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 iffolks want to get in touch with you, how do you prefer that we getin touch? Yeah, several ways. Linkedin so forward slash mode. I'min 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 youthat. It's wonderful. If folks want to reach out to me, youcan. You can email me Sam at joined pavilioncom. Similarly, put saleshacker in the subject line and I'll make sure to respond. Mo We it'sbeen 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. Flatthere's agreeableness you've established, so there's great..., that's that's truthful, thoughthe great questions I love, though. I really enjoyed them. Thank youall right. Well, I'll talk to you next time. It's been greatgetting to know you a little bit. Thank you very much, take andeverybody else out there. Talk to you next time.

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