The Buyer's Mind with Jeff Shore-logo

The Buyer's Mind with Jeff Shore

Business & Economics Podcasts >

More Information

Location:

United States

Twitter:

@jeffshore

Language:

English


Episodes

#100: Celebrating 100 Episodes

1/23/2019
More
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 the all in. If you find this episode intriguing, visit https://jeffshore.com/podcast to hear them all. ===================================== 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...

Duration:00:30:15

#099: Exceptional Customer Experience in Sales with Joe Calloway

1/15/2019
More
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. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:38:31

#098: Advanced Selling with Bill Caskey and Bryan Neale

1/8/2019
More
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. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a...

Duration:00:35:02

#097: Psychological Ownership in Sales with Colleen Kirk

12/31/2018
More
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...

Duration:00:32:46

#096: Controlling the Emotional Altitude in the Sales Process with Jeff Shore

12/26/2018
More
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...

Duration:00:06:32

#095: The Problem of Friction in Sales with Nir Eyal

12/19/2018
More
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. ===================================== Get your sales question answered on The...

Duration:00:33:05

#094: The Return on Relationships with Ted Rubin

12/11/2018
More
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. ===================================== Get your sales question answered on The Buyer’s Mind...

Duration:00:34:11

#093: Use Your Sales Resources with Alice Heiman

12/4/2018
More
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. ===================================== 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:00:30:58

#092 Eat Their Lunch with Anthony Iannarino

11/27/2018
More
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. ===================================== 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...

Duration:00:41:49

#091: Selling Through Your Customer’s Brain Strain with Jeff Shore

11/21/2018
More
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? ===================================== 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?...

Duration:00:06:57

#090: Selling to Multiple Decision Makers with Matt Heinz

11/14/2018
More
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
More
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
More
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 us...

Duration:00:30:11

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

10/24/2018
More
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 call...

Duration:00:06:35

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

10/16/2018
More
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
More
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
More
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 a...

Duration:00:38:20

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

9/26/2018
More
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 shares...

Duration:00:35:30

#082: Your Customers Online Behavior with Jeff Shore

9/19/2018
More
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
More
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