Los mejores podcasts de Jeff Shore (2024)

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#189: Better Sales Service with Jeff Shore 7:49

4y ago7:49

7:49

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 service. What does that mean? Find out in today’s episode. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com…

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#188: Conquer Sales Fears with Jeff Shore 8:12

4y ago8:12

8:12

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 customer? Jeff has the answers in this week’s Buyer’s Mind! ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com…

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#187: Becoming a Better Human with Ronda Conger 33:41

4+ y ago33:41

33:41

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 your life. Your mindset determines your success. As a salesperson, you have to eat a diet of positivity because you’re going to get a lot of “No” before you get a “Yes.” Ronda shares how …

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#186: The Best Energy Sales Professional with Jeff Shore 7:55

4+ y ago7:55

7:55

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 incredibly successful. No one would describe them as “high energy.” When we think about energy in sales maybe we need to rethink what it means to have energy in sales and then ask the question -…

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#185: Keeping Sales Top of Mind with John Hall 30:17

4+ y ago30:17

30:17

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 need to be working with each other to make both sides successful. Salespeople are listeners who are finding the pain points of customers and seeking to meet their needs. When that informatio…

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#184: Making a Great Sales Call with Art Sobczak 33:11

4+ y ago33:11

33:11

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, the phone is still a powerful way for sales professionals to connect with their customers. While face to face is still best, the second most powerful tool is voice to voice. Learn how to …

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#183: The Importance of Women Sales Professionals with Cynthia Barnes 29:09

4+ y ago29:09

29:09

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 challenges women face and the strengths they bring to the table - how many more women could reach the top 1% of sales? Cynthia Barnes started the NAWSP.org for just that reason. ===================…

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#182: Creativity in Sales Follow-Up with Jeff Shore 7:50

4+ y ago7:50

7:50

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 serve by knowing your customer and their needs. Jeff gives you some great ideas about how you can be creative in your follow-up and serve your customers. ====================================…

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#181: Virtual Selling with Jeb Blount 37:08

4+ y ago37:08

37:08

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 become and will probably remain. As your customers become accustomed to these methods of sales, are you embracing them? Change can be hard but the sooner you embrace change the easier it is fo…

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#180: What is Your Sales Call Plan? with Lisa Magnuson 22:30

4+ y ago22:30

22:30

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 executives are applicable to all sales. Before you place that sales call, are you winging it or do you have a plan in place? Fortune favors the planner. ===================================== G…

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#179: Boosting Creative Follow-Up in Sales with Jeffrey Gitomer 26:12

4+ y ago26:12

26:12

Jeffrey Gitomer talks with Jeff about the importance of being creative with your follow-up. Successful salespeople are insanely curious about their customers because their goal is to serve their customers. How do you serve? Follow-up. But follow-up takes some effort and creativity. Jeffrey and Jeff show you what you need to do to boost your follow-…

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#178: Follow-Up Using Video Email with Steve Pacinelli and Ethan Beute 29:34

4+ y ago29:34

29:34

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 follow-up toolkit. Email, phone calls and better yet sitting down over a cup of coffee. But when you can’t meet face to face what better way to maintain that emotional altitude than sharing you…

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#177: Follow-Up: Dealing with Discomfort with Jeff Shore 7:11

4+ y ago7:11

7:11

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. Get over yourself and make that sale. Jeff shows you how to get over the discomfort and become the great sales professional you know you can be. ===================================== Get y…

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#176: Follow-Up Means Sales Persistence with Kendra Lee 27:16

4+ y ago27:16

27:16

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 pestering and annoying people in the movies and on TV. Those caricatures can hold you back and keep you from being persistent. Persistence isn’t about pestering; it’s about knowing what is best…

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#175: Velocity Mindset in Sales (but not too fast) with Ron Karr 27:40

4+ y ago27:40

27:40

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 call will allow you to close more and have greater sales success. Too often sales professionals are task oriented and not purpose oriented. ===================================== Get your sales…

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#174: The Trusted Sales Advisor with Charles Green 30:54

4+ y ago30:54

30:54

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 is and it’s not usually a trusted advisor. Learn how to make that bridge to your customer and earn their trust. ===================================== Get your sales question answered on The…

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#173: Follow-Up: When the Client Goes Silent with Jeff Shore 8:32

4+ y ago8:32

8:32

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 happens - they go silent. Did they find a better offer? Did they like a different salesperson more? Did they like you less? You need to get out of your own way. It’s not all about you and Je…

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#172: Sales Follow-Up Made Easy with Meridith Elliott Powell 34:24

4+ y ago34:24

34:24

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 the CRM is screaming at us. As a sales professional follow-up is a service we’re providing to our customer to keep what they need in the forefront of their mind. A follow-up mentality is a…

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#171: Sales and the Science of Decision Making 33:56

4+ y ago33:56

33:56

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 brain then justifies that with logic, but how? Dr. Wu explains how the brain connections take place and when you understand that as a salesperson, you can help your customer in their purcha…

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#170: The Role of Emotions in Sales with Phil Gerbyshak 29:03

4+ y ago29:03

29:03

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 rationalization for the purchase. As a salesperson, you have an opportunity to experience that emotion with your customer or rob them of it and possibly sabotage the sale. Learn what we me…

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#169: Salesperson as Educator with Jeff Shore 7:15

4+ y ago7:15

7:15

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 better. Jeff shows you how to instill confidence in your customer and to help them in their purchase decision. ===================================== Get your sales question answered on The B…

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#168: Your Sales Presence with Michelle Bendien 22:01

4+ y ago22:01

22:01

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 broadcasts don’t give you a second chance. As sales professionals you don’t get a second chance to make a good first impression. Learn from Michelle and Jeff how to prepare yourself in your presenta…

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#167: Goal Achievement in the Buying Process with Dr. Anthony Salerno 32:04

4+ y ago32:04

32:04

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 customers as indecisive when in fact, they may be overloaded with information and rather than make a wrong decision, will postpone the purchase. Other times, it’s because they’re fearful …

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#166: A Mind for Sales with Mark Hunter 31:54

4+ y ago31:54

31:54

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 overcome. Ideas like - “Sales is a numbers game” and “Mondays are planning days” and “I don’t care if my customer likes me, I only care if they purchase.” Learn how to be the best sales professi…

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#165: 6 Ways to Build Sales Skills During Slow Times with Wade Mayhue 34:07

4+ y ago34:07

34:07

Wade Mayhue, Executive Vice President of Shore Consulting, joins Jeff to encourage sales professionals to be their best. During this time off virtual selling there are opportunities to improve yourself, your sales techniques and to increase your sales. Here are 6 ways you can build your sales whenever you encounter slow times. =====================…

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#164: The Creative Sales Mind with Andy Paul 32:59

4+ y ago32:59

32:59

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 customers. Whether we are working with warm leads or cold-calling, it takes imagination to understand our customer and to find out what their needs are so that you can close the sale. ==========…

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#163: How To Create Positive Growth Habits During Times Of Crisis with Jeff Shore 32:12

4+ y ago32:12

32:12

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 COVID-19. In the midst of uncertainty sales professionals need to find new ways to help their customers. It is also essential to create good habits during this time of disruption and to contin…

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#162: What Will You Learn About Yourself During Difficult Times? with Jeff Shore 9:45

4+ y ago9:45

9:45

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, comfort and predictability. As a sales professional the question you need to ask is, will that comfort get you to where you want to be? Now is the time to ask that question, “Who am I and w…

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#161: A Calm Voice in Turbulent Times with Bob Burg 26:15

5y ago26:15

26:15

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 but calm seems to spread much slower. Sales is about helping your customer, it’s about offering a solution to a problem but panic is irrational and the decisions that get made are not always …

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#160: The Psychology of Fear in Sales with Anthony Iannarino 32:06

5y ago32:06

32:06

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 state. You can give them confidence in their purchase decision or if you’re unsure, that emotion will also transfer to your customer. In uncertain times, our brain wants to protect us from a…

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#159: The Effective Sales Teammate with Jeff Shore 9:11

5y ago9:11

9:11

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 an impression that is beneficial to your teammates? You depend on them to give a good impression and they depend on you. Find out from Jeff just how important it is to be an effective sale…

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#158: Indistractable in Sales with Nir Eyal 33:09

5y ago33:09

33:09

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 distracted - Facebook, Google, Twitter - social media alone provides enough distraction. What is that distraction costing you? How do you build a life free of distraction in a world that i…

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#157: Sales in the Internet Age with Dennis O’Neil 36:10

5y ago36:10

36:10

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 information about products, it cannot provide the one item needed in the sales process - emotional connection. Connection to a person, connection to the product and an understanding of how this …

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#156: Follow Up: Conquering Discomfort with Jeff Shore 7:13

5y ago7:13

7:13

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 professionals don’t have the luxury of avoiding discomfort - even if the brain says that discomfort is dangerous. Fighting that natural instinct and pushing past your discomfort is what gets you …

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#155: Positive Energy in Sales with Jeff Shore 28:54

5y ago28:54

28:54

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 news is rarely positive, and it’s easy to be cynical. So what do you do to maintain that positive energy for both yourself and your customers? ===================================== Get your sa…

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#154: Negotiating Sales with Jeb Blount 32:06

5y ago32:06

32:06

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 leaves sales professionals at a disadvantage. Jeb shows how salespeople can learn and do better in negotiating by adjusting the mindset and letting the skillset follow. =======================…

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#153: Sales Follow Up: The Follow Up Mentality with Jeff Shore 7:11

5y ago7:11

7:11

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 is not something sales professionals do just because it’s part of a CRM or even because your boss told you to (although those are important reasons). When your mindset is right, your behavio…

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#152: Consistency Chain in Sales with George Campbell 36:18

5y ago36:18

36:18

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 salespeople do 80% of the sales. If that’s true, what is their secret? Could it be something as simple as being consistent? Learn how to reset your sales brain to achieve more through consistency…

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#151: Self Development for Sales Professionals with Blaise Devera 14:36

5y ago14:36

14:36

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 you? One of the quailites of a top professional is achievement drive and that drive extends to their self development. Learn more about what that means to you and your career on this episode …

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#150: Are You a Professional Sales Communicator? With Brian Walter 39:50

5y ago39:50

39:50

Brian Walter and Jeff are both part of the National Speakers Association. What can you learn about communicating with your customer from professional speakers? Speaking from a stage and speaking to your customer 1 on 1 is not as different as you might think. Sales communication is sometimes about dealing with a hostile audience and sometimes about …

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#149: A Look Back at 2019 Part 2 18:26

5y ago18:26

18:26

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 Sanborn. It’s been a great year and we look forward to bringing you more wisdom about how you can connect with your customer in 2020. ===================================== Get your sales qu…

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#148: A Look Back at 2019 Part 1 20:28

5y ago20:28

20:28

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 Andrea Waltz. It’s been a great year and we look forward to bringing you more wisdom about how you can connect with your customer in 2020. ===================================== Get your sales…

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#147: Sales Follow Up Methods Part 2 with Jeff Shore 5:52

5y ago5:52

5:52

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. Jeff shows you how in this quickstrike episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffsh…

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#146: How to Stay Positive in Sales Around Negative Customers with Ryan Taft 30:37

5y ago30:37

30:37

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 could even give you a sales advantage. While other people are avoiding a negative customer, by being a positive influence in your customer’s life, you’ll get the sale. ========================…

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#145: How to Pay Attention in Sales with Neen James 31:11

5y ago31:11

31:11

Neen James speaks with Jeff about her book Attention Pays and the skills you need when talking with your customer. Sales professionals are often accused of listening only so they can share their next point. Are you listening to your customer? Really listening? Or are you formulating another sales point in your mind? When you pay attention, you’ll f…

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#144: Sales Follow Up Methods Part 1 with Jeff Shore 5:49

5y ago5:49

5:49

Por Jeff Shore

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#143: Urgency in Sales with Amy O’Connor 31:47

5y ago31:47

31:47

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 there is circumstantial urgency, what you miss out on if you don’t purchase today. Circumstantial urgency is only powerful once you establish personal urgency in the sale. ================…

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#142: The Why and The What of Sales with Mark Sanborn 33:48

5y ago33:48

33:48

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 professionals understand the goal is to sell, but without an understanding of “Why you sell” and “What you sell,” you’ll miss focusing on the customer. You need to be intentional. Learn how…

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#141: Your Sales Speaking Skills with David Newman 33:11

5y ago33:11

33:11

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. While most of the world would rather have a root canal than speak in front of a crowd, most sales professionals are speaking in front of crowds of 2-3 on a daily basis. Is there really much…

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#140: Influence in Sales with Stacey Hanke 35:32

5y ago35:32

35:32

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. We’ve said it many times on The Buyer’s Mind - Likeability leads to trust. Trust leads to Influence. Your goal, as a sales professional, is to understand your customer’s needs and point th…

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