Podcasts by The Buyers Mind: Sales Training with Jeff Shore

#189: Better Sales Service with Jeff Shore from 2020-10-07T01:00

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...

#188: Conquer Sales Fears with Jeff Shore from 2020-09-30T01:00

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...

#187: Becoming a Better Human with Ronda Conger from 2020-09-23T02:00

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...

#186: The Best Energy Sales Professional with Jeff Shore from 2020-09-16T01:00

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 incre...

#185: Keeping Sales Top of Mind with John Hall from 2020-09-09T02:00

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 ne...

#184: Making a Great Sales Call with Art Sobczak from 2020-09-02T03:09:36

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...

#183: The Importance of Women Sales Professionals with Cynthia Barnes from 2020-08-26T03:16:53

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 challenge...

#182: Creativity in Sales Follow-Up with Jeff Shore from 2020-08-19T03:56:47

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 ...

#181: Virtual Selling with Jeb Blount from 2020-08-12T03:31:38

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 bec...

#180: What is Your Sales Call Plan? with Lisa Magnuson from 2020-08-05T05:09:59

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 exe...

#179: Boosting Creative Follow-Up in Sales with Jeffrey Gitomer from 2020-07-29T04:38:07

Jeffrey Gitomer talks with Jeff about the importance of being creative with your follow-up.  Successful salespeople are insanely curious about their customers bec...

#178: Follow-Up Using Video Email with Steve Pacinelli and Ethan Beute from 2020-07-22T04:49:18

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 foll...

#177: Follow-Up: Dealing with Discomfort with Jeff Shore from 2020-07-15T03:53:04

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...

#176: Follow-Up Means Sales Persistence with Kendra Lee from 2020-07-08T04:44:44

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 pest...

#175: Velocity Mindset in Sales (but not too fast) with Ron Karr from 2020-07-01T05:57:04

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 cal...

#174: The Trusted Sales Advisor with Charles Green from 2020-06-24T05:16:48

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 ...

#173: Follow-Up: When the Client Goes Silent with Jeff Shore from 2020-06-17T04:11:40

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 ...

#172: Sales Follow-Up Made Easy with Meridith Elliott Powell from 2020-06-10T04:16:40

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...

#171: Sales and the Science of Decision Making from 2020-06-03T05:35:17

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 ...

#170: The Role of Emotions in Sales with Phil Gerbyshak from 2020-05-27T04:46:41

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...

#169: Salesperson as Educator with Jeff Shore from 2020-05-20T04:21:01

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 b...

#168: Your Sales Presence with Michelle Bendien from 2020-05-13T04:15:10

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 broadcast...

#167: Goal Achievement in the Buying Process with Dr. Anthony Salerno from 2020-05-06T04:40:28

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...

#166: A Mind for Sales with Mark Hunter from 2020-04-29T03:34:55

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 overc...

#165: 6 Ways to Build Sales Skills During Slow Times with Wade Mayhue from 2020-04-22T04:57:47

Wade Mayhue, Executive Vice President of Shore Consulting, joins Jeff to encourage sales professionals to be their best.  During this time off virtual selling the...

#164: The Creative Sales Mind with Andy Paul from 2020-04-15T04:32:57

Andy Paul shares with Jeff the role creativity plays in the sales process. We all have a creative bent and there are creative ways to meet the needs of our custom...

#163: How To Create Positive Growth Habits During Times Of Crisis with Jeff Shore from 2020-04-08T04:53:21

Jeff talks with the trainers of Shore Consulting, Amy O’Connor, Ryan Taft and Michelle Bendien about the challenges all salespeople face during quarantine of COVI...

#162: What Will You Learn About Yourself During Difficult Times? with Jeff Shore from 2020-04-01T05:10:56

Jeff talks about mindset in this episode of The Buyer’s Mind.  It’s easy to fall into old habits especially in times of uncertainty.  Those habits offer security,...

#161: A Calm Voice in Turbulent Times with Bob Burg from 2020-03-25T05:05:28

Bob Burg joins Jeff to give a voice of calm.  With all that is happening in the market and the world, it’s easy to buy into the panic.  Panic can spread quickly b...

#160: The Psychology of Fear in Sales with Anthony Iannarino from 2020-03-18T04:33:38

Anthony Iannarino and Jeff talk about the power fear has in the sales process.  As a sales professional you can make the difference in your customer’s emotional s...

#159: The Effective Sales Teammate with Jeff Shore from 2020-03-11T03:00

While sales are done by individual salespeople, your organization gets its reputation from the entire sales team.  What impression are you giving customers? Is it...

#158: Indistractable in Sales with Nir Eyal from 2020-03-04T04:48:14

Nir Eyal and Jeff discuss what it means to be Indistractable or as Jeff would say - avoid comfort addictions.  As sales professionals, it’s easy to find ourselves...

#157: Sales in the Internet Age with Dennis O’Neil from 2020-02-26T06:00

Dennis O’Neil, author of Sales Actualization, talks with Jeff about the importance of the salesperson in the shopping process.  While the internet can offer infor...

#156: Follow Up: Conquering Discomfort with Jeff Shore from 2020-02-19T05:49:14

The number one job of your brain is to keep you alive.  While that is very important, the brain can also manufacture danger where there is no danger.  Sales profe...

#155: Positive Energy in Sales with Jeff Shore from 2020-02-12T05:39:50

Jeff had the privilege of talking with three sales professionals about the importance of positive energy in the sales process.  Customers can be negative, the new...

#154: Negotiating Sales with Jeb Blount from 2020-02-05T05:42:47

Jeb Blount, author of INKED, joins Jeff to talk about the art of negotiating.  Most buyers are ready and some are even trained in the art of negotiating. That lea...

#153: Sales Follow Up: The Follow Up Mentality with Jeff Shore from 2020-01-29T11:30:36

Based on the new book coming out this Summer, Follow Up and Close the Sale, Jeff shares tips tips to help you understand the importance of follow up.  Follow up i...

#152: Consistency Chain in Sales with George Campbell from 2020-01-22T04:58:01

George Campbell, also formerly known as Joe Malarkey, joins Jeff to talk about his journey to find consistency.  There is a statistic that says, 20% of the salesp...

#151: Self Development for Sales Professionals with Blaise Devera from 2020-01-15T05:01:55

Blaise Devera talks with Jeff about how he’s taken responsibility for his own development.  How about you? Are you waiting for your company to do something for yo...

#150: Are You a Professional Sales Communicator? With Brian Walter from 2020-01-08T05:00:57

Brian Walter and Jeff are both part of the National Speakers Association.  What can you learn about communicating with your customer from professional speakers?  ...

#149: A Look Back at 2019 Part 2 from 2020-01-01T01:04:12

This New Year's Episode of The Buyer’s Mind looks back at 2019.  We’ll hear from Erin Gargan King, Mike Weinberg, Todd Caponi, Nelson Dellis, Bill Cates and Mark ...

#148: A Look Back at 2019 Part 1 from 2019-12-24T18:48:11

This Christmas Episode of The Buyer’s Mind looks back at 2019.  We’ll hear from Cal Newport, Ryan Taft, Amy O’Connor, Bill Caskey and Bryan Neale, Jay Baer and An...

#147: Sales Follow Up Methods Part 2 with Jeff Shore from 2019-12-18T06:00

More follow up tips: Sales follow up is a little more than just using your CRM and making a few notes.  Real follow up doesn’t have to take much time or effort. J...

#146: How to Stay Positive in Sales Around Negative Customers with Ryan Taft from 2019-12-11T06:06:01

Ryan Taft joins Jeff to talk about having a positive sales attitude even when dealing with a negative customer.  In many ways, taking on the negative customer cou...

#145: How to Pay Attention in Sales with Neen James from 2019-12-04T04:42:44

Neen James speaks with Jeff about her book Attention Pays and the skills yo...

#144: Sales Follow Up Methods Part 1 with Jeff Shore from 2019-11-27T04:51:24

#143: Urgency in Sales with Amy O’Connor from 2019-11-20T06:46:15

Amy O’Connor talks with Jeff about the importance of urgency in sales.  Personal urgency which is when there is something missing in your life that you need. Then...

#142: The Why and The What of Sales with Mark Sanborn from 2019-11-13T04:08:58

Mark Sanborn, author of The Intention Imperative, discusses his new book with Jeff. Do you understand your company’s culture?  Do you understand the goals? Sales ...

#141: Your Sales Speaking Skills with David Newman from 2019-11-06T11:50:39

David Newman and Jeff, both members of the National Speakers Association, talk about the importance of public speaking skills to help your sales skills improve.  ...

#140: Influence in Sales with Stacey Hanke from 2019-10-30T11:59

What is influence?  It can be all to easy to confuse influence with manipulation and when you put that word in the context of sales, it’s where most consumers go....

#139: Announcing the Best Sales Contest Ever with Jeff Shore from 2019-10-23T04:46:42

What could be better than a trip to Hawaii?  Or Europe? Maybe a cruise? Jeff will tell you how you can win the best sales contest ever in this episode of The Buye...

#138: Mastering Referral Sales with Bill Cates from 2019-10-16T11:14:54

Bill Cates and Jeff explore the power of the referral in sales.  The reason most people don’t ask for referrals is a fear, which comes from a lack of confidence. ...

#137: Providing Over the Top Value in Sales with Mario Martinez Jr from 2019-10-09T11:06:07

Mario Martinez Jr. and Jeff agree that sales is all about service.  So how do you provide the type of service that goes above and beyond the expectations of your ...

#136: Being the Best You Can Be in Sales (and in Life) with Adrienne Duffy from 2019-10-02T11:26:34

Adrienne Duffy speaks with Jeff about what it means to be your best self.  Are you listening to your Soul Sense, your deeper call? When you close the gap between ...

#135: A CEO’s View of Sales with Doug Bauer from 2019-09-25T11:27:20

Doug Bauer, CEO of The TriPointe Group, shares with Jeff the importance of sales, the lifeblood of every company.  Some executives might see sales as a necessary ...

#134: Selling to the Timid Buyer with Jeff Shore from 2019-09-18T11:40:17

Selling to a timid person can be frustrating, especially if you’re an extrovert.  But why are they timid? Are they an introvert? Are they scared? Jeff helps you t...

#133: The Stressed Out Prospect in Sales Pt. 2 with Dr. John Medina from 2019-09-11T11:21:04

Dr. John Medina, author of Brain Rules, discusses with Jeff what happens when your prospect is stressed out.  Maybe it’s a large purchase, maybe it’s the presenta...

#132: The Buyer’s Survival Instinct in Sales Pt. 1 with Dr. John Medina from 2019-09-04T12:36:25

Dr. John Medina, author of Brain Rules, discusses with Jeff why your buyer makes purchases at all.  While we understand that there is an emotional component to th...

#131: Rejection in Sales with Leo Quinn Jr from 2019-08-28T12:48:30

Leo Quinn Jr. talks with Jeff about being inspired by “Go for No” by Andrea Waltz. So this is the story of his Summer of 1000 No’s.  Confronting his comfort addic...

#130: The Importance of Memory in Sales with Nelson Dellis from 2019-08-21T12:45:56

Nelson Dellis, USA Memory Champion (yes, there is such a thing) talks with Jeff about memory. Ever have a hard time remembering people’s names?  Do you think you’...

#129: Preconceived Ideas About Salespeople with Jeff Shore from 2019-08-14T03:56:19

Did you know your customer comes with biases?  We all do. Sometimes salespeople don’t even trust other salespeople.  If our customers come in with an education ab...

#128: The Transparency Sale with Todd Caponi from 2019-08-07T05:09:21

Todd Caponi talk through the concept of leading with transparency.  Does your product or service have a flaw? Do you think your customer hasn’t researched that on...

#127: Why Are You In Sales with Liesel Cooper from 2019-07-31T14:51:38

Liesel Cooper chats with Jeff about the importance of motivation in sales.  It’s not enough to just have a job. There has to be desire, determination, and above a...

#126: Why Your Customer Buys with Jeff Shore from 2019-07-24T11:57:16

Have you ever thought about it?  Why does your customer buy? To fulfill a need? To impress others? Because they have extra money to spend? While those might be so...

#125: The Sales Truth with Mike Weinberg from 2019-07-17T11:14:29

Mike Weinberg and Jeff look at the truth about sales.  Experienced sales people know that sales is hard work. While there may be new ways to look at sales and eve...

#124: Digital Persuasion in Sales with Erin Gargan King from 2019-07-10T11:30:24

Erin Gargan King, author of Digital Persuasion, and Jeff look at the art of being digitally savvy.  Our prospects’ first contact with our product usually happens ...

#123: The Negativity Bias in Sales with Dr. Rick Hanson from 2019-07-03T12:19:45

Dr. Rick Hanson, author of Resilient, talks with Jeff about how your brain is always trying to protect you and negative experiences are one of the things your bra...

#122: The Future of Sales Communication with Bassam Salem from 2019-06-26T03:30

Bassam Salem, of AtlasRTX, joins Jeff to talk about the future and the challenges of sales communication.  As a sales professional, do you call, text or send a vi...

#121: The Superiority Bias in Sales with Jeff Shore from 2019-06-19T03:50:31

We all know that salesperson who is full of themselves.  If you think that’s the superiority bias, you’d be wrong. In fact, if you think you’ve got this job down,...

#120: Sales Follow-Up with Ryan Taft from 2019-06-12T03:30

Ryan Taft tackles the obstacles with Jeff that face all sales professionals in the area of follow-up.  From comfort addictions to selfishness, it’s easy to find e...

#119: Go for No in Sales with Andrea Waltz from 2019-06-05T03:30

Andrea Waltz discusses with Jeff one of the great fears all sales professionals has to deal with - the dreaded NO! Yes is a much nicer word.  Do you like the red ...

#118: Sales Mailbag with Jeff Shore from 2019-05-29T13:33:52

Letters, letters, letters - you’ve got sales questions, Jeff has sales answers.  With more than 30 years of sales experience, Jeff understands the issues that sal...

#117: The Emotion-Based Sale with Mary Kaye O’Brien from 2019-05-22T02:30:24

Mary Kaye O’Brien, market researcher and consumer insights guru, discusses with Jeff how her research helped strengthen the Zillow Group brand.  How we make the c...

#116: The Case for the Early Close with Jeff Shore from 2019-05-15T12:56:06

We’ve seen it in the movies - ABC, Always Be Closing.  We know we’re supposed to be closing, it’s one of the most important parts of the sales job.  But do you kn...

#115: Your Customer's Early Buying Behaviors with Kevin Oakley from 2019-05-08T03:30

Kevin Oakley and Jeff reveal the connections between your website and your customer. The connection between marketing and sales.  At what point in the process doe...

#114: One on One with Brian Tracy from 2019-05-01T04:09:05

Brian Tracy, renowned author and speaker, talks with Jeff about having confidence in closing.  Closing the sale isn’t difficult when you know what to ask and you ...

#113: Emotional Intelligence in Sales with Scott Halford from 2019-04-24T04:40:03

Scott Halford weighs in with Jeff on the importance of emotional intelligence.  Our brains are built to protect us. If we perceive a threat, we are more likely to...

#112: Talk Triggers That Get You Sales with Jay Baer Pt 2 from 2019-04-17T10:03:33

Jay Baer talked about the first two talk triggers - generosity and speed.  Today we’ll conclude with the last three talk triggers usefulness, empathy and attitude...

#111: Talk Triggers That Get You Sales with Jay Baer from 2019-04-10T05:28:38

Jay Baer talks with Jeff about how word of mouth can get you more sales. In-n-Out doesn’t advertise much.  Neither does DoubleTree hotels. So, what are they doing...

#110: The Importance of Value is Sales with Dina Dwyer-Owens from 2019-04-02T23:51:39

Dina Dwyer-Owens, the ambassador for Neighborly, talks with Jeff about how values plays a role in sales.  Sales can only be made when someone trusts you and belie...

#109: Finding Your Sales Connection with Christine Comaford from 2019-03-27T01:29:21

Christine Comaford discusses with Jeff the neurology and psychology behind how your customer connects with you.  Sales professionals can forget that their custome...

#108: The Buyer’s Emotional Motivation Jeff Shore from 2019-03-20T03:07:03

Purchases are an emotional decision.  Clothes might make us feel better looking.  A watch might be a way of letting people know you’re successful - boosting your ...

#107: Sales Leadership Panel from 2019-03-13T16:31:34

We’re joined by Chris Hartley of Dunhill Homes, Jodi Palin of Summit Homes and Alisa Poncher of Lyon Homes - all award winning sales leaders.  Jeff discusses the ...

#106: The Paradox of Choice in Sales with Dr. Barry Schwartz from 2019-03-06T16:37:03

Dr. Barry Schwartz and Jeff talk about the complexity of choice and how it effects your customer’s brain. Baskin-Robbins has 31 flavors and yet, the most popular ...

#105: Establishing Value in Sales with Amy OConnor from 2019-02-26T23:00

Amy O’Connor, speaker and trainer with Shore Consulting, talks with Jeff about the misconception of value in sales. Sales professionals often tell customers that ...

#104: The Sales Price Objection with Jeff Shore from 2019-02-20T04:41:31

Some watches sell for $10, while others sell for $10,000.  Both sell. So, is the objection - The Price is Too High - really an objection?  As a sales professional...

#103: Humor in Sales with Andrew Tarvin from 2019-02-13T16:10:12

Andrew Tarvin, author of Humor that Works, laughs with Jeff through this examination of humor in the workplace and the place of humor in sales.  Everyone has a se...

#102: How to Do Your Best Work with Cal Newport from 2019-02-06T01:44:13

Cal Newport, the author of Digital Minimalism and Listen