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The Buyer's Mind with Jeff Shore

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Location:

United States

Twitter:

@jeffshore

Language:

English


Episodes

#055: The Truth About Social Selling with Erik Qualman

2/21/2018
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Erik Qualman talks with Jeff about what true social selling looks like. When you hear that 53% of millennials would rather lose their sense of smell than their smart phones, you realize that the next generation of customers isn’t going to be reached by traditional methods. Are you prepared? Erik has some great advice about how social media can help you build relationships with customers. ===================================== Get your sales question answered on The Buyer’s Mind podcast!...

Duration:00:28:06

#054: How to Hug Your Haters with Jay Baer

2/14/2018
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Jay Baer and Jeff discuss Jay’s book - Hug Your Haters. As sales professionals, the world of social media makes it impossible to escape the stinging words of our critics. So what can you do? In this episode of The Buyer’s Mind, Jay and Jeff offer some real world solutions to facing our critics and by doing so, we can improve our service to all of our clients. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com...

Duration:00:38:41

#053: Your Survival Instinct is Killing You with Marc Schoen

2/6/2018
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Dr. Marc Schoen and Jeff look at fear in today’s episode. The fear we have as sales professionals and the fear our customer experiences when trying to make a purchase. What’s keeping you from asking for the sale? Could it be your own discomfort? If so, how do you get past that and the fear that we so often experience? You’ll find out in today’s episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at...

Duration:00:34:14

#052: The Buyer’s View of a Brand with Steve McKee

1/30/2018
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Steve McKee, author of Power Branding, and Jeff discuss how branding is more about what your customer thinks of your brand than what you think of as your brand. How do some companies get it right while others get it so wrong? Could it be that as a sales professional, you’ve forgotten the core of your company? Are you consulting the manual for answers or can you give the answer that represents your brand? It makes all the difference in how your customer perceives your...

Duration:00:32:34

#051: Sales Management Simplified with Mike Weinberg

1/23/2018
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Mike Weinberg examines sales management with Jeff. What are you doing to coach your team of sales professionals? Like a baseball coach, you can’t fix what’s wrong if you’re not watching your team in games and in practice. Remember you manage projects, you lead people. ===================================== 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:00:25:26

#050: Sales Simplified with Mike Weinberg

1/16/2018
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Mike Weinberg examines simplifying sales with Jeff. If you think sales is complicated, then this show will help breakdown just how simple sales can be. It’s really about helping your customer and making them the hero of the sales story. ===================================== 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:00:29:39

#049: The Scientific Secrets to Perfect Timing with Daniel Pink

1/9/2018
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Daniel Pink, author of When: The Scientific Secrets of Perfect Timing, discusses his new book with Jeff. When should you take a nap? When should you schedule a medical exam? If you’re going to court, when’s the best time to be in front of a judge? When’s the best time to ask for a sale? When is your customer most likely to be engaged? Curious? Then you’ll want to listen to this episode of The Buyer’s Mind. ===================================== Get your sales question answered on The...

Duration:00:33:56

#048: The Bold Salesperson with Michelle Weinstein

1/2/2018
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Michelle Weinstein and Jeff talk about how in business, whether we like it or not, we’ve signed up for a sales career. So to win, we need to be bold and put ourselves out there and be ready to ask for the sale. This episode of the Buyer’s Mind discusses just how we do that and recognize that what we sell can change someone’s world. ===================================== 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:00:30:33

#047: Your Customer’s View of Social Media with Phil Gerbyshak

12/26/2017
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Phil Gerbyshak knows social media and how to leverage it in the process of sales. Do you? In this episode of the Buyer’s Mind, Phil and Jeff discuss how to use social media as a sales tool. Of course, that means knowing your customer (which is what The Buyer’s Mind is all about). As a sales professional, social media gives you the opportunity to share useful information with your customer and build a relationship by putting the social back into your social...

Duration:00:39:58

#046: Customer Centered Selling with Rob Jolles

12/20/2017
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Rob Jolles, the author of Customer Centered Selling, joins Jeff to discuss how sales professionals can be curious about their customer. As we say all the time on The Buyer’s Mind, once you know your customer, the sale will roll right out in front of you. ===================================== 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:00:34:10

#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...

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

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