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The Buyer's Mind with Jeff Shore-logo

The Buyer's Mind with Jeff Shore

6 Favorites

More Information

Location:

United States

Twitter:

@jeffshore

Language:

English


Episodes

#045: The World’s Greatest Marketing Mind with Seth Godin

12/12/2017
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Seth Godin converses with Jeff about sales and what it means to be a sales person. Seth talks about how Zig Ziglar impacted his life as a friend and mentor. He also has a different approach to the idea of a calling. Seth has a lot to share in 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 a call at (844) 547-4673 Extension 1. Want more of Jeff Shore’s advanced...

Duration: 00:34:26


#044: Persistence with Iain Swanston

12/5/2017
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Iain Swanston and Jeff talk about the importance of persistence for sales professionals, not pestering. If you’ve got something that adds to your customer’s life, then you should be contacting them and sharing it with them, whether by text, e-mail or even a phone call. However, if you’re contacting them with information that doesn’t help them with their mission, you’re probably just pestering them. ===================================== Get your sales question answered on The Buyer’s Mind...

Duration: 00:36:36


#043: True Influence with Tim David

11/28/2017
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Tim David, author of the new book True Influence, talks with Jeff about the importance of a salesperson’s influence with a customer. Like a doctor or accountant who gives you advice and points you in the right direction, you have the ability to help your customer. Influence is something that needs to be used in the best interest of your customer, Tim and Jeff show you how. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration: 00:37:16


#042: Sales as a Calling with Andy Paul

11/21/2017
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Andy Paul, of the Accelerator podcast, joins Jeff on a journey of curiosity. As a sales professional have you had moments of success that make you ask, “How did that happen?” Some people might chalk it up to luck, but not Andy Paul. If you don’t believe that dumb luck is a good strategy, then perhaps the Andy Paul strategy of curiosity will help you become the sales leader you know you can be. ===================================== Get your sales question answered on The Buyer’s Mind...

Duration: 00:37:24


#041: A Buyer’s View of Negotiation with Christopher Voss

11/14/2017
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Christopher Voss, former FBI negotiator, talks with Jeff about how negotiations work best. As sales professionals we have to master the art of listening and that starts with asking the right questions. Christopher has some great insights, especially when you encounter the dreaded “no” response. The word, no, actually represents a great opportunity if you know how to ask the right questions. ===================================== Get your sales question answered on The Buyer’s Mind...

Duration: 00:31:52


#040: What Great Brands Do with Denise Lee Yohn

11/7/2017
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Denise Lee Yohn, author, brand expert, mountain climber and dancer engages Jeff in a lively discussion about brand. When we start to think that brand is just a part of marketing, we’ve lost sight that frontline salespeople are the first engagement with a company brand. So having a salesperson’s core beliefs coincide with a company’s core beliefs is a very high priority. Do you believe in your organization? How well do your core values align? ===================================== Get...

Duration: 00:38:48


#038: The Philosophy Behind Pricing with Rajesh Bagchi

10/24/2017
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Researcher Dr. Rajesh Bagchi talks with Jeff about how your customer looks at pricing. What are some of the heuristics the consumer uses to inform themselves about making a purchase decision when looking at price? While price is a factor in the decision making process, it shouldn’t be THE deciding factor. So, what’s a salesperson to do? Tune in to find out. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com...

Duration: 00:36:44


#037: The Art and Science of Critical Thinking with Kevin de LaPlante

10/17/2017
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Kevin de LaPlante talks with Jeff about some of the cognitive biases we face as sales professionals. Projection, anchors and other issues which can catch us off-guard if we’re not aware of them. Sometimes we use them and we’re not aware of them. ===================================== 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...

Duration: 00:39:34


#036: Brain Rules Part 2 with Dr. John Medina

10/10/2017
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Dr. John Medina discusses his book Brain Rules with Jeff. Rule #8: Stressed brains don’t learn the same way as non-stressed brains. What we learn is that stress is not the problem but how we react to stress. What does that mean to your customer? Rule #10: Vision trumps all other senses. Rule #11: Male and Female brains are different. Find out how these rules make a difference in communicating with your customer. ===================================== Get your sales question answered on...

Duration: 00:21:21


#035: Brain Rules Part 1 with Dr. John Medina

10/3/2017
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Dr. John Medina discusses his book Brain Rules with Jeff. Rule #4: People don’t pay attention to boring things. This is a sales skill which will help you with whatever you sell - Don’t give the details before you give the meaning. ===================================== 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...

Duration: 00:33:33


#034: Understanding the Cynical Buyer with Marty Nemko

9/27/2017
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Marty Nemko, career coach, author, blogger, and cynic, works with Jeff to uncover why your customer might not look at you as a trusted source of advice. This candid conversation highlights why sales can be a difficult job and what sales skills you need to meet the needs of your customer - even the cynical ones. ===================================== 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: 00:35:24


#033: We Want To Think About It with Amy O’Connor

9/19/2017
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Amy O’Connor, speaker and trainer with Shore Consulting, works through, with Jeff, the problem all sales professionals encounter; The response to the statement - We want to think about it. What is there to think about? Jeff and Amy offer some sales skills to help you deal successfully with what might seem like a sales roadblock to you. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a call at...

Duration: 00:55:37


#032: What Your Customer Thinks About Money with David Rosell

9/12/2017
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David Rosell, wealth management expert and author, discusses how your customer sees money or at least how they should see money. Sales is an emotional process and money management is an emotional process understanding how the two affect each other, is an important sales skill to have. ===================================== 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: 00:36:31


#031: The Psychology of Trust with Monica Capra

9/6/2017
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Monica Capra considers with Jeff what it means to trust someone and how that trust is earned. One of the obstacles for sales professionals is the stigma of being seen as untrustworthy. Your customer needs to know they can trust you, today’s episode will give you the sales skills you’ll need to earn that 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...

Duration: 00:38:19


#030: Creating a Customer Service Culture with Shep Hyken

8/29/2017
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Shep Hyken talks with Jeff about defining success by how the customer is served. As a sales professional what would it take to take a customer’s experience from ordinary to extraordinary? Realize that anything that you do that is out of the ordinary, no matter how small, pushes your customer into that extraordinary space. Learn this simple sales skill and watch what happens. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration: 00:40:47


#029: Does Social Media Work in the World of Sales? With Jack Kosakowski

8/22/2017
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Jack Kosakowski, sales expert and social selling guru, joins Jeff to talk about social selling, NOT social marketing. Too often as sales professionals we get selling and marketing confused in the arena of social media. Where are your clients? Facebook? LinkedIn? Snapchat? Are you e-mailing them when you should be on Messenger? When you take the time to know your customer and how they like to communicate, you’re one step closer to being in, The Buyer’s...

Duration: 00:31:20


#028: The Experience Economy with Joseph Pine

8/15/2017
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Joseph Pine, co-author of The Experience Economy, discusses the importance of delighting your customer. As salesperson you need to understand that your customer isn’t just buying an item, they’re buying the experience. It doesn’t have to be something big, just something that’s different. ===================================== 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...

Duration: 00:35:46


#027: The Psychology of Pricing with Kit Yarrow

8/8/2017
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Kit Yarrow, Consumer Psychologist and author, joins Jeff to talk about how price doesn’t determine the sale. As a sales professional it can be easy to fall into the discount mentality hoping that a better price will win the sale. Everybody loves a bargain but what determines if someone will actually buy it? Why do people buy some things at full price and at other times on sale? Tune in to find out. ===================================== Get your sales question answered on The Buyer’s Mind...

Duration: 00:38:22


#026: The Purchase Before the Purchase with Mike Lyon

8/1/2017
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Mike Lyon of DoYouConvert.com talks with Jeff about the changing world of connecting with customers online. Too often salespeople are hunting when they should be farming. Cultivating those sales which come to them online. Are you hunting when you should be farming? If you don't understand this principle, then you need to listen to this episode. If you do understand it, you need to listen to this episode. ===================================== Get your sales question answered on The...

Duration: 00:37:12


#025: Can You Really Manage Customer Expectations with Tiffani Bova

7/25/2017
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Tiffani Bova discusses the concept of customer expectations with Jeff. They discuss how the sales market is shifting from cold calls to targeted marketing. By connecting with your customer and realizing they’ve already done their research, the challenge isn’t education as much as it is helping create a way for customer success. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a call at (844)...

Duration: 00:40:11

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