

The Psychology of Trust in Sales - Scott Hogle’s Approach to Relationship-Driven Sales | Ep. 359
Jan 21, 2025
Scott Hogle, a 35-year broadcasting veteran and bestselling author, shares insights from his extensive career in sales. He emphasizes the importance of building emotional connections and viewing sales as a service rather than just a transaction. Hogle discusses how vulnerability can foster trust, drawing parallels between sales and effective leadership. He advocates for continuous learning and mentorship, encouraging professionals to harness their intuition and engage in active listening to enhance their success in closing deals.
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Accidental Salesperson
- Scott Hogle, President of iHeart Media Honolulu, began his career in sales at 20 years old, selling radio advertising.
- Initially, he struggled due to limited access to mentors and training resources like those available today.
Relationships are Key
- Relationships are key to success in any field, especially sales, and strong people skills are essential.
- John Maxwell's teachings on communication and leadership have significantly influenced Scott Hogle's approach.
The Real Reason
- Scott Hogle wrote "Persuade" for his sons, wanting to leave a legacy of his business and life philosophies.
- His cancer battle fueled his desire to share stories of life, love, family, and friends, not just sales skills.