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Your customer needs a hero. Will you answer the call? The Buyer's Mind with Jeff Shore is a B2C sales training podcast dedicated to helping you increase your sales numbers by understanding your customers in a deeper way. Whether you're buying a magazine, a mobile phone, a new car or a new home, we all go through surprisingly similar thought patterns during a purchase cycle. Jeff's podcast is about the psychology behind those thought patterns—the obvious and subtle considerations that lead someone to buy (or often not buy) a product. What sets Jeff apart from other sales trainers in his field is a continued focus on the experience of the the buyer, not the seller. In addition to his weekly podcast, Jeff Shore is a highly sought-after sales expert, speaker, author and entrepreneur. He is the CEO and founder of Shore Consulting which offers a variety of B2C sales training events throughout the United States. His sales training programs teach sales professionals to abandon scripted sales presentations, obnoxious closing lines and other antiquated "used car salesman" techniques in order to make meaningful, emotion-centered connections with their customers. These sales strategies have proven incredibly successful: last year alone, Jeff's residential real estate sales training clients sold over $25 billion in residential real estate. Are you are a sales manager or executive looking for ways to increase profits and grow your company by updating outdated sales techniques and increasing the leadership and decision making skills of your staff? Are you a front line sales professional simply looking to master the art of persuasion? The Buyer's Mind was designed for you. Learn more. Earn more. Enjoy your life more!
- 193 - #092 Eat Their Lunch with Anthony Iannarino
Anthony Iannarino, host of Into the Arena podcast and author of Eat Their Lunch joins Jeff to discuss prospecting and serving clients who aren't being served by their current salespeople. You don't have to throw any dirt, in fact, all you have to do is be there.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 28 Nov 2018 - 41min - 192 - #091: Selling Through Your Customer's Brain Strain with Jeff Shore
Today Jeff explores the confusion your customer feels when they're overloaded - overloaded with information, overloaded with choices, overloaded with brands. How do you make it easier for your customer to do what they want to do anyway - make a purchase?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 21 Nov 2018 - 06min - 191 - #189: Better Sales Service with Jeff Shore
Are you trying to be all things to all people? Maybe, as a sales professional, what you should be concentrating on teaching our customers - how to receive better service. What does that mean? Find out in today's episode.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 07 Oct 2020 - 07min - 190 - #188: Conquer Sales Fears with Jeff Shore
What's keeping you from asking for the sale? Could it be your own fear? How do you conquer your fear and push past your internal survival instincts to help your customer? Jeff has the answers in this week's Buyer's Mind!
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 30 Sep 2020 - 08min - 189 - #187: Becoming a Better Human with Ronda Conger
Ronda Conger, author of Better Human, sits with Jeff to talk about the importance of being your best self, not only as a sales professional but in every aspect of your life. Your mindset determines your success. As a salesperson, you have to eat a diet of positivity because you're going to get a lot of "No" before you get a "Yes." Ronda shares how you can feed that positive side of you.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 23 Sep 2020 - 33min - 188 - #186: The Best Energy Sales Professional with Jeff Shore
We often categorize sales energy into high energy and low energy but that doesn't really describe sales energy. Some salespeople are very laid back and are incredibly successful. No one would describe them as "high energy." When we think about energy in sales maybe we need to rethink what it means to have energy in sales and then ask the question - how can we be our best energy selves?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 16 Sep 2020 - 07min - 187 - #185: Keeping Sales Top of Mind with John Hall
John Hall, author of Top of Mind and co-founder of Calendar.com, shares with Jeff about the importance of influence in sales and marketing. Marketing and Sales need to be working with each other to make both sides successful. Salespeople are listeners who are finding the pain points of customers and seeking to meet their needs. When that information gets shared with the marketing department, they can improve their outreach and help bring in more customers.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 09 Sep 2020 - 30min - 186 - #184: Making a Great Sales Call with Art Sobczak
Art Sobczak, author of Smart Calling, joins Jeff to discuss the often maligned idea of actually calling people. While the old ideas of cold calling are long dead, the phone is still a powerful way for sales professionals to connect with their customers. While face to face is still best, the second most powerful tool is voice to voice. Learn how to get over your telephobia and improve as a sales person.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 02 Sep 2020 - 33min - 185 - #183: The Importance of Women Sales Professionals with Cynthia Barnes
Cynthia Barnes and Jeff talk about how gender plays into the sales process. It's been sung, "it's a man's world" but what if sales recognized the unique challenges women face and the strengths they bring to the table - how many more women could reach the top 1% of sales? Cynthia Barnes started the NAWSP.org for just that reason.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 26 Aug 2020 - 29min - 184 - #182: Creativity in Sales Follow-Up with Jeff Shore
How creative are you in your sales approach? Most sales professionals have to be creative in their sales approach. Sales is about serving your customer and you serve by knowing your customer and their needs. Jeff gives you some great ideas about how you can be creative in your follow-up and serve your customers.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 19 Aug 2020 - 07min - 183 - #181: Virtual Selling with Jeb Blount
Jeb Blount joins Jeff to talk about the new sales reality. Virtual tours, video calls, online showrooms are all just scratching the surface of what sales has become and will probably remain. As your customers become accustomed to these methods of sales, are you embracing them? Change can be hard but the sooner you embrace change the easier it is for both you and your customer.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 12 Aug 2020 - 37min - 182 - #180: What is Your Sales Call Plan? with Lisa Magnuson
Lisa Magnuson, author of The Top Sales Leader Playbook, talks with Jeff about how she helps salespeople reach out to executives. The principles of selling to executives are applicable to all sales. Before you place that sales call, are you winging it or do you have a plan in place? Fortune favors the planner.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 05 Aug 2020 - 22min - 181 - #179: Boosting Creative Follow-Up in Sales with Jeffrey Gitomer
Jeffrey Gitomer talks with Jeff about the importance of being creative with your follow-up. Successful salespeople are insanely curious about their customers because their goal is to serve their customers. How do you serve? Follow-up. But follow-up takes some effort and creativity. Jeffrey and Jeff show you what you need to do to boost your follow-up creativity.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 29 Jul 2020 - 26min - 180 - #178: Follow-Up Using Video Email with Steve Pacinelli and Ethan Beute
Steve Pacinelli and Ethan Beute of BombBomb share with Jeff just how easy follow-up can be when you make it personal. There are plenty of tools in the sales follow-up toolkit. Email, phone calls and better yet sitting down over a cup of coffee. But when you can't meet face to face what better way to maintain that emotional altitude than sharing your excitement in a video. Not many people are using video email which is a shame since it produces so much positive reaction. Learn why on today's podcast.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 22 Jul 2020 - 29min - 179 - #177: Follow-Up: Dealing with Discomfort with Jeff Shore
Follow-up is not comfortable. Your brain wants you to be safe and follow-up doesn't feel safe. Follow-up isn't going to kill you, even if it feels like it might. Get over yourself and make that sale. Jeff shows you how to get over the discomfort and become the great sales professional you know you can be.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 15 Jul 2020 - 07min - 178 - #176: Follow-Up Means Sales Persistence with Kendra Lee
Kendra Lee, author of The Sales Magnet, joins Jeff to talk about achievement drive and the need to be persistent. Sales professionals are often portrayed as pestering and annoying people in the movies and on TV. Those caricatures can hold you back and keep you from being persistent. Persistence isn't about pestering; it's about knowing what is best for your customer and serving them. Learn how to be persistent and you'll change your customer's world.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 08 Jul 2020 - 27min - 177 - #175: Velocity Mindset in Sales (but not too fast) with Ron Karr
Ron Karr shares with us the importance, in this fast paced world, of quality over quantity. Taking your time and formulating your strategy before you place a call will allow you to close more and have greater sales success. Too often sales professionals are task oriented and not purpose oriented.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 01 Jul 2020 - 27min - 176 - #174: The Trusted Sales Advisor with Charles Green
Charles Green, author of The Trusted Advisor, talks with Jeff about the importance of trust in sales. Customers come in with their notions of what a salesperson is and it's not usually a trusted advisor. Learn how to make that bridge to your customer and earn their trust.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 24 Jun 2020 - 30min - 175 - #173: Follow-Up: When the Client Goes Silent with Jeff Shore
Your sales presentation is on point. The client seems like they're ready to purchase but they're still fact-finding. They tell you they'll call you and then it happens - they go silent. Did they find a better offer? Did they like a different salesperson more? Did they like you less? You need to get out of your own way. It's not all about you and Jeff shows you why.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 17 Jun 2020 - 08min - 174 - #172: Sales Follow-Up Made Easy with Meridith Elliott Powell
Meredith Elliott Powell talks with Jeff about the importance of customer follow-up. It's not something we do just because our sales leader requires it or because the CRM is screaming at us. As a sales professional follow-up is a service we're providing to our customer to keep what they need in the forefront of their mind. A follow-up mentality is a service mentality.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 10 Jun 2020 - 34min - 173 - #171: Sales and the Science of Decision Making
Dr. Terry Wu and Jeff look at the brain connection between emotion and decision making. We know that a purchase decision is made from a place of emotion and the brain then justifies that with logic, but how? Dr. Wu explains how the brain connections take place and when you understand that as a salesperson, you can help your customer in their purchase process.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 03 Jun 2020 - 33min - 172 - #170: The Role of Emotions in Sales with Phil Gerbyshak
Phil talks with Jeff about the importance of understanding the emotional component of sales. Your customer buys on the basis of emotion and the mind provides the rationalization for the purchase. As a salesperson, you have an opportunity to experience that emotion with your customer or rob them of it and possibly sabotage the sale. Learn what we mean by emotion and the role it plays and you'll change your customer's world.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 27 May 2020 - 29min - 171 - #169: Salesperson as Educator with Jeff Shore
Great professionals educate. Whether you're a doctor, lawyer or salesperson, you educate your client and give them the best advice possible to make their world better. Jeff shows you how to instill confidence in your customer and to help them in their purchase decision.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 20 May 2020 - 07min - 170 - #168: Your Sales Presence with Michelle Bendien
Michelle and Jeff discuss the importance of presenting your best self to your customer. Michelle's background in radio has served her well because live broadcasts don't give you a second chance. As sales professionals you don't get a second chance to make a good first impression. Learn from Michelle and Jeff how to prepare yourself in your presentation to be your best self for your customer.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 13 May 2020 - 22min - 169 - #167: Goal Achievement in the Buying Process with Dr. Anthony Salerno
Dr. Anthony Salerno shares with Jeff that your customer is purchasing as a goal activity. What does that mean to you as a sales professional? Sometimes we see our customers as indecisive when in fact, they may be overloaded with information and rather than make a wrong decision, will postpone the purchase. Other times, it's because they're fearful of making the wrong decision because they lack confidence. Knowing your customer makes all the difference and knowing that difference means you can help them reach their goal. =====================================
Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 06 May 2020 - 32min - 168 - #166: A Mind for Sales with Mark Hunter
Mark Hunter, the Sales Hunter, joins Jeff to talk about his new book - A Mind for Sales. The leftovers from the pre-internet days of sales which need to be overcome. Ideas like - "Sales is a numbers game" and "Mondays are planning days" and "I don't care if my customer likes me, I only care if they purchase." Learn how to be the best sales professional you can be from Mark.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 29 Apr 2020 - 31min - 167 - #165: 6 Ways to Build Sales Skills During Slow Times with Wade Mayhue
Wade Mayhue, Executive Vice President of Shore Consulting, joins Jeff to encourage sales professionals to be their best. During this time off virtual selling there are opportunities to improve yourself, your sales techniques and to increase your sales. Here are 6 ways you can build your sales whenever you encounter slow times.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 22 Apr 2020 - 34min - 166 - #164: The Creative Sales Mind with Andy Paul
Andy Paul shares with Jeff the role creativity plays in the sales process. We all have a creative bent and there are creative ways to meet the needs of our customers. Whether we are working with warm leads or cold-calling, it takes imagination to understand our customer and to find out what their needs are so that you can close the sale.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 15 Apr 2020 - 32min - 165 - #163: How To Create Positive Growth Habits During Times Of Crisis with Jeff Shore
Jeff talks with the trainers of Shore Consulting, Amy O'Connor, Ryan Taft and Michelle Bendien about the challenges all salespeople face during quarantine of COVID-19. In the midst of uncertainty sales professionals need to find new ways to help their customers. It is also essential to create good habits during this time of disruption and to continue to feed your mind with positivity.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 08 Apr 2020 - 32min - 164 - #162: What Will You Learn About Yourself During Difficult Times? with Jeff Shore
Jeff talks about mindset in this episode of The Buyer's Mind. It's easy to fall into old habits especially in times of uncertainty. Those habits offer security, comfort and predictability. As a sales professional the question you need to ask is, will that comfort get you to where you want to be? Now is the time to ask that question, "Who am I and who do I want to be?"
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 01 Apr 2020 - 09min - 163 - #161: A Calm Voice in Turbulent Times with Bob Burg
Bob Burg joins Jeff to give a voice of calm. With all that is happening in the market and the world, it's easy to buy into the panic. Panic can spread quickly but calm seems to spread much slower. Sales is about helping your customer, it's about offering a solution to a problem but panic is irrational and the decisions that get made are not always in your customer's best interest. You can be the voice of reason, the voice of calm - in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 25 Mar 2020 - 26min - 162 - #160: The Psychology of Fear in Sales with Anthony Iannarino
Anthony Iannarino and Jeff talk about the power fear has in the sales process. As a sales professional you can make the difference in your customer's emotional state. You can give them confidence in their purchase decision or if you're unsure, that emotion will also transfer to your customer. In uncertain times, our brain wants to protect us from anything that might seem to be a threat. Be the salesperson who is a trusted advisor and make a difference in your customer's life.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 18 Mar 2020 - 32min - 161 - #159: The Effective Sales Teammate with Jeff Shore
While sales are done by individual salespeople, your organization gets its reputation from the entire sales team. What impression are you giving customers? Is it an impression that is beneficial to your teammates? You depend on them to give a good impression and they depend on you. Find out from Jeff just how important it is to be an effective sales teammate.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 11 Mar 2020 - 09min - 160 - #158: Indistractable in Sales with Nir Eyal
Nir Eyal and Jeff discuss what it means to be Indistractable or as Jeff would say - avoid comfort addictions. As sales professionals, it's easy to find ourselves distracted - Facebook, Google, Twitter - social media alone provides enough distraction. What is that distraction costing you? How do you build a life free of distraction in a world that is full of distraction?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 04 Mar 2020 - 33min - 159 - #157: Sales in the Internet Age with Dennis O'Neil
Dennis O'Neil, author of Sales Actualization, talks with Jeff about the importance of the salesperson in the shopping process. While the internet can offer information about products, it cannot provide the one item needed in the sales process - emotional connection. Connection to a person, connection to the product and an understanding of how this purchase meets an emotional need. Dennis provides the insight salespeople need, to help customers make the right purchase decision.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 26 Feb 2020 - 36min - 158 - #156: Follow Up: Conquering Discomfort with Jeff Shore
The number one job of your brain is to keep you alive. While that is very important, the brain can also manufacture danger where there is no danger. Sales professionals don't have the luxury of avoiding discomfort - even if the brain says that discomfort is dangerous. Fighting that natural instinct and pushing past your discomfort is what gets you the sale. Jeff will show you how in today's episode.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 19 Feb 2020 - 07min - 157 - #155: Positive Energy in Sales with Jeff Shore
Jeff had the privilege of talking with three sales professionals about the importance of positive energy in the sales process. Customers can be negative, the news is rarely positive, and it's easy to be cynical. So what do you do to maintain that positive energy for both yourself and your customers?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 12 Feb 2020 - 28min - 156 - #154: Negotiating Sales with Jeb Blount
Jeb Blount, author of INKED, joins Jeff to talk about the art of negotiating. Most buyers are ready and some are even trained in the art of negotiating. That leaves sales professionals at a disadvantage. Jeb shows how salespeople can learn and do better in negotiating by adjusting the mindset and letting the skillset follow.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 05 Feb 2020 - 32min - 155 - #153: Sales Follow Up: The Follow Up Mentality with Jeff Shore
Based on the new book coming out this Summer, Follow Up and Close the Sale, Jeff shares tips tips to help you understand the importance of follow up. Follow up is not something sales professionals do just because it's part of a CRM or even because your boss told you to (although those are important reasons). When your mindset is right, your behaviors will follow.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 29 Jan 2020 - 07min - 154 - #152: Consistency Chain in Sales with George Campbell
George Campbell, also formerly known as Joe Malarkey, joins Jeff to talk about his journey to find consistency. There is a statistic that says, 20% of the salespeople do 80% of the sales. If that's true, what is their secret? Could it be something as simple as being consistent? Learn how to reset your sales brain to achieve more through consistency in this episode.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 22 Jan 2020 - 36min - 153 - #151: Self Development for Sales Professionals with Blaise Devera
Blaise Devera talks with Jeff about how he's taken responsibility for his own development. How about you? Are you waiting for your company to do something for you? One of the quailites of a top professional is achievement drive and that drive extends to their self development. Learn more about what that means to you and your career on this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 15 Jan 2020 - 14min - 152 - #150: Are You a Professional Sales Communicator? With Brian Walter
Brian Walter and Jeff are both part of the National Speakers Association. What can you learn about communicating with your customer from professional speakers? Speaking from a stage and speaking to your customer 1 on 1 is not as different as you might think. Sales communication is sometimes about dealing with a hostile audience and sometimes about knowing which story to tell to connect with your customer. Improve your sales communication by learning from Brian Walter of Extreme Meetings.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 08 Jan 2020 - 39min - 151 - #149: A Look Back at 2019 Part 2
This New Year's Episode of The Buyer's Mind looks back at 2019. We'll hear from Erin Gargan King, Mike Weinberg, Todd Caponi, Nelson Dellis, Bill Cates and Mark Sanborn. It's been a great year and we look forward to bringing you more wisdom about how you can connect with your customer in 2020.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 01 Jan 2020 - 18min - 150 - #148: A Look Back at 2019 Part 1
This Christmas Episode of The Buyer's Mind looks back at 2019. We'll hear from Cal Newport, Ryan Taft, Amy O'Connor, Bill Caskey and Bryan Neale, Jay Baer and Andrea Waltz. It's been a great year and we look forward to bringing you more wisdom about how you can connect with your customer in 2020.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Tue, 24 Dec 2019 - 20min - 149 - #147: Sales Follow Up Methods Part 2 with Jeff Shore
More follow up tips: Sales follow up is a little more than just using your CRM and making a few notes. Real follow up doesn't have to take much time or effort. Jeff shows you how in this quickstrike episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 18 Dec 2019 - 05min - 147 - #145: How to Pay Attention in Sales with Neen James
Neen James speaks with Jeff about her book Attention Pays and the skills you need when talking with your customer. Sales professionals are often accused of listening only so they can share their next point. Are you listening to your customer? Really listening? Or are you formulating another sales point in your mind? When you pay attention, you'll find that Attention Pays.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 04 Dec 2019 - 31min - 146 - #144: Sales Follow Up Methods Part 1 with Jeff ShoreWed, 27 Nov 2019 - 05min
- 145 - #143: Urgency in Sales with Amy O'Connor
Amy O'Connor talks with Jeff about the importance of urgency in sales. Personal urgency which is when there is something missing in your life that you need. Then there is circumstantial urgency, what you miss out on if you don't purchase today. Circumstantial urgency is only powerful once you establish personal urgency in the sale.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 20 Nov 2019 - 31min - 144 - #142: The Why and The What of Sales with Mark Sanborn
Mark Sanborn, author of The Intention Imperative, discusses his new book with Jeff. Do you understand your company's culture? Do you understand the goals? Sales professionals understand the goal is to sell, but without an understanding of "Why you sell" and "What you sell," you'll miss focusing on the customer. You need to be intentional. Learn how in today's episode.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 13 Nov 2019 - 33min - 143 - #141: Your Sales Speaking Skills with David Newman
David Newman and Jeff, both members of the National Speakers Association, talk about the importance of public speaking skills to help your sales skills improve. While most of the world would rather have a root canal than speak in front of a crowd, most sales professionals are speaking in front of crowds of 2-3 on a daily basis. Is there really much of a difference?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 06 Nov 2019 - 33min - 142 - #140: Influence in Sales with Stacey Hanke
What is influence? It can be all to easy to confuse influence with manipulation and when you put that word in the context of sales, it's where most consumers go. We've said it many times on The Buyer's Mind - Likeability leads to trust. Trust leads to Influence. Your goal, as a sales professional, is to understand your customer's needs and point them to a solution that meets those needs. That's how you use your influence to help them.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 30 Oct 2019 - 35min - 141 - #139: Announcing the Best Sales Contest Ever with Jeff Shore
What could be better than a trip to Hawaii? Or Europe? Maybe a cruise? Jeff will tell you how you can win the best sales contest ever in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 23 Oct 2019 - 05min - 140 - #138: Mastering Referral Sales with Bill Cates
Bill Cates and Jeff explore the power of the referral in sales. The reason most people don't ask for referrals is a fear, which comes from a lack of confidence. But referrals are the easiest way to make your next sale, which leads to your next referral, which leads to your next sale. How you serve your customer will determine your confidence to ask for a referral.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 16 Oct 2019 - 37min - 138 - #137: Providing Over the Top Value in Sales with Mario Martinez Jr
Mario Martinez Jr. and Jeff agree that sales is all about service. So how do you provide the type of service that goes above and beyond the expectations of your customers? It's not that hard if you follow the guidance of Mario Martinez Jr to deliver your service using PBC. Find out what PBC is on today's episode of The Buyer's Mind with Jeff Shore.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 09 Oct 2019 - 35min - 137 - #136: Being the Best You Can Be in Sales (and in Life) with Adrienne Duffy
Adrienne Duffy speaks with Jeff about what it means to be your best self. Are you listening to your Soul Sense, your deeper call? When you close the gap between your inner desires and your outer actions, you build confidence towards being the person you want to be. Adrienne gives you practical tools to take steps towards becoming the person you want to be.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 02 Oct 2019 - 35min - 136 - #135: A CEO's View of Sales with Doug Bauer
Doug Bauer, CEO of The TriPointe Group, shares with Jeff the importance of sales, the lifeblood of every company. Some executives might see sales as a necessary evil but without revenue a company can't continue to function. Doug shares his perspective and some of the unusual things he does, like calling customers. In that way, he stays rooted in the day to day operations of his business all while working out the more complex issues which have made the TriPointe Group so successful.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 25 Sep 2019 - 27min - 135 - #134: Selling to the Timid Buyer with Jeff Shore
Selling to a timid person can be frustrating, especially if you're an extrovert. But why are they timid? Are they an introvert? Are they scared? Jeff helps you to understand that whether it's their personality or their temperament you've got one issue to deal with and when you master this - you'll get the sale.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 18 Sep 2019 - 09min - 134 - #133: The Stressed Out Prospect in Sales Pt. 2 with Dr. John Medina
Dr. John Medina, author of Brain Rules, discusses with Jeff what happens when your prospect is stressed out. Maybe it's a large purchase, maybe it's the presentation but whatever the reason your prospect is stressed out in the middle of the sale - what's going on in their brain. When you know this information, it will help you structure your presentation to make the sale.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 11 Sep 2019 - 31min - 133 - #132: The Buyer's Survival Instinct in Sales Pt. 1 with Dr. John Medina
Dr. John Medina, author of Brain Rules, discusses with Jeff why your buyer makes purchases at all. While we understand that there is an emotional component to the making of a sale, there is an even deeper primal motivation that the brain uses - survival. So, how does that shirt or car or purse play into survival? Find out in this episode of The Buyer's Mind
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 04 Sep 2019 - 27min - 132 - #131: Rejection in Sales with Leo Quinn Jr
Leo Quinn Jr. talks with Jeff about being inspired by "Go for No" by Andrea Waltz. So this is the story of his Summer of 1000 No's. Confronting his comfort addiction and his fear of rejection. What's holding you back from asking for the sale? Is it your comfort? Are you afraid of that rejection? Learn why you don't have to be afraid from Leo's example.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 28 Aug 2019 - 25min - 131 - #130: The Importance of Memory in Sales with Nelson Dellis
Nelson Dellis, USA Memory Champion (yes, there is such a thing) talks with Jeff about memory. Ever have a hard time remembering people's names? Do you think you've got a bad memory? Do you wish it were better? Well, Nelson and Jeff offer you some hope because anyone can improve their memory and it doesn't take hours a day. Become a super salesperson after listening to this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 21 Aug 2019 - 35min - 130 - #129: Preconceived Ideas About Salespeople with Jeff Shore
Did you know your customer comes with biases? We all do. Sometimes salespeople don't even trust other salespeople. If our customers come in with an education about salespeople from movies and television shows, their attitudes aren't going to be stellar. Add on top of that any other fears they might have and you can see the uphill battle you'll face as a salesperson. So what can be done? Jeff has the answer in this week's The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 14 Aug 2019 - 07min - 129 - #128: The Transparency Sale with Todd Caponi
Todd Caponi talk through the concept of leading with transparency. Does your product or service have a flaw? Do you think your customer hasn't researched that online already? Why try to hide things? It's easier to help your customer when you're transparent. Your customer appreciates it. You weed out the non-buyers quicker. Ultimately, transparency works to your benefit. Discover how, in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 07 Aug 2019 - 35min - 128 - #127: Why Are You In Sales with Liesel Cooper
Liesel Cooper chats with Jeff about the importance of motivation in sales. It's not enough to just have a job. There has to be desire, determination, and above all - achievement drive. And if you're a sales leader, understanding that the organization you work for can't more forward without sales. It is the lifeblood. Your job then becomes making everyone aware of that fact and clarifying their role in helping move sales forward by helping everyone understand their "why."
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 31 Jul 2019 - 31min - 127 - #126: Why Your Customer Buys with Jeff Shore
Have you ever thought about it? Why does your customer buy? To fulfill a need? To impress others? Because they have extra money to spend? While those might be some of the reasons there's a deeper issue going on that you may not have realized and Jeff discusses that today on The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 24 Jul 2019 - 06min - 126 - #125: The Sales Truth with Mike Weinberg
Mike Weinberg and Jeff look at the truth about sales. Experienced sales people know that sales is hard work. While there may be new ways to look at sales and even perform the job, there are still fundamentals which cannot be skipped over. While trite phrases like - Buyers are Liars - rhyme. It's a phrase and philosophy that doesn't help you build or feel trust with you customer. So what's the truth? Find out in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 17 Jul 2019 - 35min - 125 - #124: Digital Persuasion in Sales with Erin Gargan King
Erin Gargan King, author of Digital Persuasion, and Jeff look at the art of being digitally savvy. Our prospects' first contact with our product usually happens online long before any actual human interaction. What will their impression be? Selling in the digital age is more than sending e-mails and having a website. Learn what you can do as sales professional to move that person from online to in line.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 10 Jul 2019 - 36min - 124 - #123: The Negativity Bias in Sales with Dr. Rick Hanson
Dr. Rick Hanson, author of Resilient, talks with Jeff about how your brain is always trying to protect you and negative experiences are one of the things your brain perceives as a threat. So what do you do to maintain that positive mentality when you're facing the possibility of rejection all the time as a sales professional. What can you do to train your brain to defeat the negativity bias?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 03 Jul 2019 - 38min - 123 - #122: The Future of Sales Communication with Bassam Salem
Bassam Salem, of AtlasRTX, joins Jeff to talk about the future and the challenges of sales communication. As a sales professional, do you call, text or send a video to your customer? What sales strategy works best? What does the future hold? What about the age of your customer? Does that change anything? Are you using the right sales communication strategy for your customer or just doing what's easy for you?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 26 Jun 2019 - 33min - 122 - #121: The Superiority Bias in Sales with Jeff Shore
We all know that salesperson who is full of themselves. If you think that's the superiority bias, you'd be wrong. In fact, if you think you've got this job down, then you need this episode. If you want to learn more, then you need this episode. Sales people who are learning are winning. Those who aren't, probably have this bias.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 19 Jun 2019 - 08min - 120 - #119: Go for No in Sales with Andrea Waltz
Andrea Waltz discusses with Jeff one of the great fears all sales professionals has to deal with - the dreaded NO! Yes is a much nicer word. Do you like the red one? Yes! Would you like to buy? Yes! Would you like three? NO! Learn how the word NO can be your ally and even help you to be a better salesperson than you are now.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 05 Jun 2019 - 35min - 119 - #118: Sales Mailbag with Jeff Shore
Letters, letters, letters - you've got sales questions, Jeff has sales answers. With more than 30 years of sales experience, Jeff understands the issues that sales professionals face. In today's Episode of The Buyer's Mind Jeff answers 8 questions that are on your minds.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 29 May 2019 - 21min - 118 - #117: The Emotion-Based Sale with Mary Kaye O'Brien
Mary Kaye O'Brien, market researcher and consumer insights guru, discusses with Jeff how her research helped strengthen the Zillow Group brand. How we make the customer feel will determine whether or not they have confidence to purchase. As sales professionals, we need to be confident in what we're selling, so our customer can adopt that confidence in their purchase decision.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 22 May 2019 - 32min - 117 - #116: The Case for the Early Close with Jeff Shore
We've seen it in the movies - ABC, Always Be Closing. We know we're supposed to be closing, it's one of the most important parts of the sales job. But do you know when to ask for the close? Can you ask too early? Can you ask too late? WWJD. What would Jeff do?
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 15 May 2019 - 09min - 116 - #115: Your Customer's Early Buying Behaviors with Kevin Oakley
Kevin Oakley and Jeff reveal the connections between your website and your customer. The connection between marketing and sales. At what point in the process does your customer become a customer? Learn how the combination of marketing and sales drives people to become customers.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 08 May 2019 - 40min - 115 - #114: One on One with Brian Tracy
Brian Tracy, renowned author and speaker, talks with Jeff about having confidence in closing. Closing the sale isn't difficult when you know what to ask and you ask with confidence. We hope you'll enjoy this interview between Jeff and Brian.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 01 May 2019 - 25min - 114 - #113: Emotional Intelligence in Sales with Scott Halford
Scott Halford weighs in with Jeff on the importance of emotional intelligence. Our brains are built to protect us. If we perceive a threat, we are more likely to avoid that danger. But what happens when we feel threatened by trying to close? Is that fear real? How do we retrain our brain to recognize real fears from false fears? Having that emotional awareness can make you a better salesperson.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 24 Apr 2019 - 37min - 113 - #112: Talk Triggers That Get You Sales with Jay Baer Pt 2
Jay Baer talked about the first two talk triggers - generosity and speed. Today we'll conclude with the last three talk triggers usefulness, empathy and attitude. By accessing these triggers in clients you start turning them into your marketing department. Word of mouth from your clients makes the job of sales so much easier because, people have already heard such great news about either you the sales professional or your product or both.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 17 Apr 2019 - 24min - 112 - #111: Talk Triggers That Get You Sales with Jay Baer
Jay Baer talks with Jeff about how word of mouth can get you more sales. In-n-Out doesn't advertise much. Neither does DoubleTree hotels. So, what are they doing for their customers, that causes their customers to be the marketers of their product? How can you, as a sales professional, leverage the word of mouth from your customers to generate more sales? Find out in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 10 Apr 2019 - 29min - 111 - #110: The Importance of Value is Sales with Dina Dwyer-Owens
Dina Dwyer-Owens, the ambassador for Neighborly, talks with Jeff about how values plays a role in sales. Sales can only be made when someone trusts you and believes that what you have to offer has value to them. That means your customer must believe that you have integrity. In this episode of The Buyer's Mind, find out how Neighborly, a company of 22 franchises and sales of over $2 billion, practices and trains values of R.I.C.H. Don't know what R.I.C.H. is? Find out in this episode.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Tue, 02 Apr 2019 - 31min - 110 - #109: Finding Your Sales Connection with Christine Comaford
Christine Comaford discusses with Jeff the neurology and psychology behind how your customer connects with you. Sales professionals can forget that their customers are just like them. When we remember how we want to be served, we can serve our customers better.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 27 Mar 2019 - 36min - 109 - #108: The Buyer's Emotional Motivation Jeff Shore
Purchases are an emotional decision. Clothes might make us feel better looking. A watch might be a way of letting people know you're successful - boosting your self-esteem. Do you understand your buyer's emotional motivation? When you do, the sale can roll right out in front of you.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 20 Mar 2019 - 07min - 108 - #107: Sales Leadership Panel
We're joined by Chris Hartley of Dunhill Homes, Jodi Palin of Summit Homes and Alisa Poncher of Lyon Homes - all award winning sales leaders. Jeff discusses the challenges of being a sales leader and gets our guests to share their advice for being the best sales leader you can be.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 13 Mar 2019 - 33min - 107 - #106: The Paradox of Choice in Sales with Dr. Barry Schwartz
Dr. Barry Schwartz and Jeff talk about the complexity of choice and how it effects your customer's brain. Baskin-Robbins has 31 flavors and yet, the most popular flavors of ice cream are vanilla, chocolate and strawberry. People claim they want more choice, but it can create a confusion when there's too much to choice.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 06 Mar 2019 - 39min - 106 - #105: Establishing Value in Sales with Amy OConnor
Amy O'Connor, speaker and trainer with Shore Consulting, talks with Jeff about the misconception of value in sales. Sales professionals often tell customers that their product offers value but value isn't a sales term, it's a buyers term. Only the buyer can determine if something is of value to them.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Tue, 26 Feb 2019 - 31min - 105 - #104: The Sales Price Objection with Jeff Shore
Some watches sell for $10, while others sell for $10,000. Both sell. So, is the objection - The Price is Too High - really an objection? As a sales professional, you know you're going to encounter this objection. In this episode, Jeff explains how to decode the meaning behind this objection and how you can handle it with ease.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 20 Feb 2019 - 07min - 104 - #103: Humor in Sales with Andrew Tarvin
Andrew Tarvin, author of Humor that Works, laughs with Jeff through this examination of humor in the workplace and the place of humor in sales. Everyone has a sense of humor, some more quirky than others, but everyone laughs. Connecting into that characteristic can have a positive effect on your relationship building skills.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 13 Feb 2019 - 36min - 103 - #102: How to Do Your Best Work with Cal Newport
Cal Newport, the author of Digital Minimalism and Deep Work, talks with Jeff about the problem we all face - distraction. Our job as sales professionals is to work hard, using our brains to solve the problems of our customers. However, when we're distracted by our phones, social media and so many other digital attention grabbers, our ability to focus is severely compromised. Cal and Jeff talk about the importance of having focus time and the benefits for you and your customer.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 06 Feb 2019 - 34min - 102 - #101: Sales Mailbag with Jeff Shore
Letters, letters, letters - you've got sales questions, Jeff has sales answers. With more than 30 years of sales experience, Jeff understands the issues that sales professionals face. In today's Episode of The Buyer's Mind Jeff answers 5 questions that are on your minds.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 30 Jan 2019 - 23min - 101 - #100: Celebrating 100 Episodes
The Buyer's Mind celebrates 100 Episodes. Here are some of the guests we've had over our 100 episodes to help you become a better sales professional. We wish we could have fit all our guests into this podcast. If you find this episode intriguing, visit https://jeffshore.com/podcast to hear them all.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 23 Jan 2019 - 30min - 100 - #099: Exceptional Customer Experience in Sales with Joe Calloway
Joe Calloway, author of The Leadership Mindset, and Jeff talk about the customer's need for an exceptional experience. What memories, as a sales professional, will you give your customer that makes their experience unique? It takes a creative sales person to make the experience stand out. Hip doesn't last but delivering a consistent and memorable experience does.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 16 Jan 2019 - 38min - 99 - #098: Advanced Selling with Bill Caskey and Bryan Neale
Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff to talk about the success of their podcast. With over 400 episodes, they are the number one sales podcast, not only because they're great but they started early and outlasted their competition. That seems like some great sales advice that could be used by any sales professional.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 09 Jan 2019 - 35min - 98 - #097: Psychological Ownership in Sales with Colleen Kirk
Colleen Kirk and Jeff get into the topic of psychological ownership. When does your customer own something? Is it when you close the sale? Is it when they walk away with what they've bought? Would you believe that they might own it before they talk with you? Often times people fall in love with a product and just the act of touching it gives them a feeling of ownership. Be careful, a salesperson can actually become an obstacle to psychological ownership. Learn how to keep your customer engaged in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. =====================================
Mon, 31 Dec 2018 - 32min - 97 - #096: Controlling the Emotional Altitude in the Sales Process with Jeff Shore
Buying is an emotional process, which is then triggers the brain to craft a logical story to support the emotional response to a purchase decision. When a customer is feeling an emotion, it is the worst time to remind them of your product's features. As a sales professionals, we serve our customers best by embracing their emotions and avoid dragging them into a logical discussion. In this episode, Jeff reminds us to keep the emotional altitude high in order to win the sale.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 26 Dec 2018 - 06min - 96 - #095: The Problem of Friction in Sales with Nir Eyal
Nir Eyal, author of Hooked, discusses with Jeff what great companies do to get people addicted to their product. What is amazing, is that any sales professional can do these same things. We talk about it all the time on the Buyer's Mind - Easy = Right and Being Likeable leads to Trust which leads to Influence. All we want to do is make it easy for our customer to do what they want to do anyway, make a purchase.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 19 Dec 2018 - 33min - 95 - #094: The Return on Relationships with Ted Rubin
Ted Rubin of Photofy and Return on Relationships, talks with Jeff about the importance of relationships. At some point, everything being sold becomes a commodity and when that happens, what differentiates your product from everyone else's? As a sales professionals what we offer our customers on a personal level can make all the difference as Ted Rubin explains in this episode of The Buyer's Mind.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 12 Dec 2018 - 34min - 94 - #093: Use Your Sales Resources with Alice Heiman
Alice Heiman and Jeff talk about your greatest sales resource your network. A great salesperson thinks like an entrepreneur, networks like crazy, has high achievement drive and must win! But you can't do it all on your own. Being connected and helping others connect, creates those opportunities for you to win.
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Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give us a call at (844) 547-4673 Extension 1.
Want more of Jeff Shore's advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity
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Wed, 05 Dec 2018 - 30min
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