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Closers Are Losers with Jeremy Miner
The Psychology of Trust in Sales - Scott Hogle’s Approach to Relationship-Driven Sales
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.
52:11
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Quick takeaways
- Scott Hogle emphasizes that emotional connections in sales are vital, as they precede financial discussions and establish trust.
- Effective listening in sales involves understanding not just words but also body language and emotional nuances for better client engagement.
Deep dives
The Journey into Sales
The podcast features Scott Hogle, who reflects on his 35-year journey in sales and broadcasting, emphasizing that many enter sales accidentally rather than intentionally. He recounts how he began his career in advertising sales at a radio station after a job opportunity fell through, which exemplifies the unpredictability of career paths. Hogle acknowledges the challenges he faced early on in sales due to a lack of accessible resources and mentors compared to today's numerous online platforms. His experiences highlight that even without formal training, perseverance and the right mindset can lead to success in sales.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode