Episode 23: The #1 Thing You Can Do For a Client or ProspectAs 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.In today's episode, Dr. Croner discusses a memorable differentiator for your company, if your salespeople take this one action.    Don't Miss an Episode - Subscribe Now for Free!Subscribe to this podcast today and stay up-to-date on the latest in sales psychology.  More About SalesDrive, LLCAt 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 -- Transcript[soft melody theme music]  [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. [deep drum, marching intro music] [00:30]  Chris Croner: Dr. Chris Croner here. As a manager, you are always searching for a differentiator. An edge you can provide for 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's right in front of us. [00:52]  So, my clients tell me that the number one thing any salesperson can do for a prospect or a client is to introduce them to someone who can become their new client. [01:06]  That's right. We all too often forget that while we're busy trying to sell them something, they're busy doing the same thing. This is particularly effective when we're talking to senior people, and particularly business owners who have a passionate stake in the income side of their businesses. [01:25]  Law firms have traditionally been very good at this. Yes, they pitched their legal services but the most influential law firms spend a lot of time connecting the people in their networks to one another. And often, a client will choose a law firm for both its legal expertise and its prestigious roster of clients and people, the prospect may get a chance to meet. [01:52]  As a sales manager, it can be a worthwhile endeavor to go through your client list with your salespeople and see who it might be productive to connect. Also, when you spot a new prospect appear on your CRM program or in a sales meeting, you can make it a best practice to go through your list and possibly find a company your salesperson can mention while in pursuit of that prospect. [02:17]  Often, making a sale comes down to one or two memorable differences between competitors. Bringing up the concept that you not only provide a service but that you can help your prospect meet new clients will almost always impress a high level prospect. [02:38]  See you next time. [soft melody theme music] [02:43]  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. [03:00]  Until next time, take care!