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. =====================

#188: Conquer Sales Fears with Jeff Shore

Sep 30th, 2020 8m 12s

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! ====================

#187: Becoming a Better Human with Ronda Conger

Sep 23rd, 2020 33m 41s

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 ea

#186: The Best Energy Sales Professional with Jeff Shore

Sep 16th, 2020 7m 55s

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 abou

#185: Keeping Sales Top of Mind with John Hall

Sep 9th, 2020 30m 17s

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 l

#184: Making a Great Sales Call with Art Sobczak

Sep 2nd, 2020 33m 11s

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

#183: The Importance of Women Sales Professionals with Cynthia Barnes

Aug 26th, 2020 29m 9s

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

#182: Creativity in Sales Follow-Up with Jeff Shore

Aug 19th, 2020 7m 50s

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 a

#181: Virtual Selling with Jeb Blount

Aug 12th, 2020 37m 8s

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 method

#180: What is Your Sales Call Plan? with Lisa Magnuson

Aug 5th, 2020 22m 30s

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 wi

#179: Boosting Creative Follow-Up in Sales with Jeffrey Gitomer

Jul 29th, 2020 26m 12s

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 f

#178: Follow-Up Using Video Email with Steve Pacinelli and Ethan Beute

Jul 22nd, 2020 29m 34s

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 coffe

#177: Follow-Up: Dealing with Discomfort with Jeff Shore

Jul 15th, 2020 7m 11s

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 disco

#176: Follow-Up Means Sales Persistence with Kendra Lee

Jul 8th, 2020 27m 16s

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

#175: Velocity Mindset in Sales (but not too fast) with Ron Karr

Jul 1st, 2020 27m 40s

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 pr

#174: The Trusted Sales Advisor with Charles Green

Jun 24th, 2020 30m 54s

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

#173: Follow-Up: When the Client Goes Silent with Jeff Shore

Jun 17th, 2020 8m 32s

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 differen

#172: Sales Follow-Up Made Easy with Meridith Elliott Powell

Jun 10th, 2020 34m 24s

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

#171: Sales and the Science of Decision Making

Jun 3rd, 2020 33m 56s

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 conn

#170: The Role of Emotions in Sales with Phil Gerbyshak

May 27th, 2020 29m 3s

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 e

#169: Salesperson as Educator with Jeff Shore

May 20th, 2020 7m 15s

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

#168: Your Sales Presence with Michelle Bendien

May 13th, 2020 22m 1s

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 c

#167: Goal Achievement in the Buying Process with Dr. Anthony Salerno

May 6th, 2020 32m 4s

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

#166: A Mind for Sales with Mark Hunter

Apr 29th, 2020 31m 54s

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 “

#165: 6 Ways to Build Sales Skills During Slow Times with Wade Mayhue

Apr 22nd, 2020 34m 7s

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 yo