The Mistake of Trying To be Liked! | Chris Caldwell - 1841

Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake. 

Chris Caldwell’s Background

• Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves.
• With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success.
• He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams.

Unmet Needs in Sales

• How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or people. This behavior negatively impacts sales performance and client relationships.

The Power of Setting the Frame

• To set clear expectations and agendas with prospects, try using Chris’s framework for sales conversations. His framework allows you to stay confidently in control throughout the sales process.

The Importance of Getting to the Truth