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. ===================================== 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 ...
Oct 07, 2020•8 min•Ep. 189
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! ===================================== 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 ...
Sep 30, 2020•8 min•Ep. 188
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us a...
Sep 23, 2020•34 min•Ep. 187
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? ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at...
Sep 16, 2020•8 min•Ep. 186
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. ===================================== G...
Sep 09, 2020•30 min•Ep. 185
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. ===================================== Get your sales question answered on The Buyer's Mind pod...
Sep 02, 2020•33 min•Ep. 184
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. ===================================== 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 Ext...
Aug 26, 2020•29 min•Ep. 183
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. ===================================== 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 mo...
Aug 19, 2020•8 min•Ep. 182
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeff...
Aug 12, 2020•37 min•Ep. 181
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. ===================================== 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 ...
Aug 05, 2020•23 min•Ep. 180
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or gi...
Jul 29, 2020•26 min•Ep. 179
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 podc...
Jul 22, 2020•30 min•Ep. 178
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. ===================================== 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 J...
Jul 15, 2020•7 min•Ep. 177
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. ===================================== Get you...
Jul 08, 2020•27 min•Ep. 176
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. ===================================== 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...
Jul 01, 2020•28 min•Ep. 175
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. ===================================== 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 strateg...
Jun 24, 2020•31 min•Ep. 174
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or...
Jun 17, 2020•9 min•Ep. 173
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com ...
Jun 10, 2020•34 min•Ep. 172
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com or give ...
Jun 03, 2020•34 min•Ep. 171
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. ===================================== Get your sales question answered on...
May 27, 2020•29 min•Ep. 170
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. ===================================== 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 strategie...
May 20, 2020•7 min•Ep. 169
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email...
May 13, 2020•22 min•Ep. 168
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 he...
May 06, 2020•32 min•Ep. 167
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffsho...
Apr 29, 2020•32 min•Ep. 166
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. ===================================== 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 Exten...
Apr 22, 2020•34 min•Ep. 165
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. ===================================== 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...
Apr 15, 2020•33 min•Ep. 164
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. ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ...
Apr 08, 2020•32 min•Ep. 163
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?" ===================================== Get your sales question answered on The Buyer's Mind podcast! Email us at ask@jeffshore.com...
Apr 01, 2020•10 min•Ep. 162
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. ===========================...
Mar 25, 2020•26 min•Ep. 161
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. ===================...
Mar 18, 2020•32 min•Ep. 160
