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The Buyer's Mind with Jeff Shore

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Location:

United States

Twitter:

@jeffshore

Language:

English


Episodes

#090: Selling to Multiple Decision Makers with Matt Heinz

11/14/2018
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Matt Heinz, President and Founder of Heinz Marketing, discusses with Jeff what to do when you’ve got more than one decision maker. That could be a husband and wife or it could be different level managers in a B2B situation. This situation nothing new to the seasoned sales professional but the solutions might not be what you think. Find out how to follow the passion in this episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s...

Duration:00:34:32

#089: Training the Sales Brain with Dr. Theo Tsaousides

11/6/2018
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Dr. Theo Tsaousides and Jeff discuss Dr. Tsaousides book “Brain Blocks” and the things we do that sabotage ourselves. Self-doubt, procrastination, impatience, multitasking, rigidity, perfectionism, and negativity are issues we all struggle with as sales professionals but also just as human beings. When we carry these blocks into our sales discussions, we are doing a disservice to ourselves and our customers. Find out how to overcome them in this episode of The Buyer’s...

Duration:00:34:43

#088: The Sales Difference Maker with Molly Jacobs

10/30/2018
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Molly Jacobs discusses with Jeff the challenges of selling something that is easily commoditized. What makes the difference when you’re selling an item that cannot be distinguished? This is where the sales professional steps up and makes the difference. Learn how you are the sales difference maker from Molly Jacobs on this episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give...

Duration:00:30:11

#087: Selling When Your Customer Gets Snarky with Jeff Shore

10/24/2018
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Jeff has dealt with snarky customers. You’ve probably dealt with snarky customers. Selling to snarky customers is a challenge. What is their problem? Today Jeff explores the emotion behind that snark and what your response should be. It’s easy to write-off the sale and give up, but a great salesperson knows what a snarky customer really needs. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a...

Duration:00:06:35

#086: The Unique Sales Experience Pt 2 with Scott McKain

10/16/2018
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Scott McKain and Jeff talk about the four cornerstones of what it means to be ICONIC. While it’s easy to think of some large iconic companies, being ICONIC is something you can do through your thoughtful approach to sales. Being so good at what you do, that you become the standard by which all others are measured. ===================================== 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...

Duration:00:29:20

#085: The Unique Sales Experience Pt 1 with Scott McKain

10/9/2018
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Scott McKain and Jeff talk about giving your customer a sales presentation that stands out. You need to be distinct in your sales approach. But what comes after distinction? ICONIC which is the title of Scott’s new book. In this episode of the Buyer’s mind, you’ll learn what great companies do that make them the standard in their field, and not just companies - salespeople. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:26:34

#084: How to Stand Out in Sales with Lee Salz

10/2/2018
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Lee Salz joins Jeff to talk about how our customers commoditize us. In his new book Sales Differentiation, Lee shows that our customer is most likely using a matrix to try and find the lowest price. So, what will make you stand out in the sale? Experience? Service? As a sales professional. could it be as simple as asking for your customer’s mission? ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us...

Duration:00:38:20

#083: Do Sales People Really Matter? With Kelly Riggs

9/26/2018
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Kelly Riggs, author and speaker, shares his insights with Jeff about the importance of the sales person. After all if sales really just a matter of having the right information, then the internet would be the only place people buy things. No fuss, no muss. Would it surprise you to learn that the sales professional is the single biggest factor in someone’s purchase decision? More than the product, the quality of the product, or the solution the product offers your customer? Kelly Riggs...

Duration:00:35:30

#082: Your Customers Online Behavior with Jeff Shore

9/19/2018
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Jeff discusses the motivations of an online prospect. We’ve all been shopping online hoping to find a little more information about a service or product without having to be bothered by someone asking lots of questions we’re not ready to answer. It’s fun, it’s anonymous, that is, until the website starts asking for your information. Why do some customer’s bounce off while others fill in the information? What can this mean for your sales success? Jeff explains on this episode of The Buyer’s...

Duration:00:07:53

#081: Keep It Simple in Sales with Andy Paul

9/12/2018
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Andy Paul, of the Accelerator podcast, joins Jeff to talk about the simplicity of sales. That doesn’t mean that selling is easy but the principle of one person talking to another person and having solution to meet a need, remains the same. While tools and techniques may change the basics remain the same, be the best version of yourself and change someone’s world. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:37:31

#080: Your Customers Cynical Mind with Jeff Shore

9/5/2018
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Jeff explores why your customers might be cynical. Customers cynical? Is that really a surprise? As a sales professional, wouldn’t it be more surprising if your customer wasn’t cynical? So, today’s word of the day is empathy. Join us as Jeff gives you the key to overcoming objections by relating to your customer and what they’re feeling. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a call at...

Duration:00:08:50

#079: The Case for the Assertive Ask with Jeff Shore

8/29/2018
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Are you suffering from comfort? If you think that asking for the sale is uncomfortable, if you think that asking for the sale is being pushy or manipulative, then look at it from your customer’s point of view - they came in to buy something and now they have to do your job by asking the salesperson for the sale. Talk about discomfort. Get uncomfortable as Jeff reminds you about the service you provide to your customer in this episode of The Buyer’s...

Duration:00:06:35

078: The Sales Secret Weapon with Steve Pacinelli

8/22/2018
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Steve Pacinelli, CMO of BombBomb, discusses with Jeff about the impact of video on extending the relationship with your customer. It’s an underutilized sales device which can impact your customer and your bottom line in positive ways. If you’re trying to stand out, trying to not be a commodity, what are you doing to differentiate yourself? Extend the relational experience. We’ll show you how on this episode of The Buyer’s Mind. ===================================== Get your sales...

Duration:00:37:02

#077: Hitting the Pause Button with Jeff Shore

8/15/2018
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Jeff often uses the phrase - Easy = Right. If things get too complicated in the sales process our buyers find themselves with cognitive strain or brain strain. What are you doing, as a sales professional, to make it easy for your customer to buy? We’ve got an idea for you - Hit the Pause Button. How? Find out on today’s episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us...

Duration:00:06:49

#076: Creating Great Customer Sales Environments with Eric Chester

8/8/2018
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Eric Chester, best selling author and speaker, and Jeff talk about why those motivational posters on your company walls may not be enough. Company culture affects the sales environment you create for your customer. Are you setting yourself up for success in the sale by creating that customer-centric environment? If not, then you’ll want to find out how from Eric Chester. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:34:06

#075: Distinction Bias in Sales with Jeff Shore

8/1/2018
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Jeff Shore talks about something we all face as sales professionals - Distinction Bias. When you customer starts comparing what you sell to that of your competitor, you need something that will distinguish you and set you apart. How do you do that? Find out on today’s episode of The 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...

Duration:00:08:54

#074: Lessons from a Navy SEAL with Brent Gleeson

7/25/2018
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Brent Gleeson, a Navy SEAL, talks with Jeff about what it means to be accountable. To yourself. To your teammates. To those you work with. As sales professionals, who holds you accountable? We often think of accountability as negative, but in today’s episode of The Buyer’s Mind - we want to give you a new perspective on the positive side of being held accountable. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:28:36

#073: How to Stand Out with Womba Munguya

7/18/2018
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Womba Munguya and Jeff talk about what it means to stand out. When you work in a field, where what you sell is a commodity - like insurance - what separates you from your competitor? Unless your competitor is going to admit that you’re better, it’s not as simple as saying, “We’re better.” What do you do? Find out in this week’s episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or...

Duration:00:32:59

#072: The Go-Giver Influencer with Bob Burg

7/5/2018
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Bob Burg, author of The Go-Giver Influencer, talks with Jeff about the difference between influence and manipulation. Trust is powerful, and once we have it from our customer, do we as sales professionals use it to help our customers or take the opportunity to advance our own agenda? When we see sales as service, then it becomes easy to be an influencer and not a manipulator. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:37:31

#071: The Winners Edge with Johnny Quinn

6/27/2018
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Johnny Quinn and Jeff talk about success. From tryouts in the NFL to becoming an Olympic athlete, Johnny Quinn knows about success and failure. As a sales professional, which voices you listen to can make all the difference. As Winston Churchill said, “Success is not final, failure is not fatal; it is the courage to continue that counts.” ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a call at...

Duration:00:31:42