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In This Episode of The Buyer’s Mind with Jeff Shore:

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, then you need this episode.  If you want to learn more, then you need this episode. Sales people who are learning are winning. Those who aren’t, probably have this bias.

Topics we’re going to cover on today’s podcast:

[00:48] Today we evaluate sales from the salesperson’s perspective

[1:56] 90 percent of Americans believe they’re excellent drivers

[3:07] We’re all delusional, what does it really matter?

[4:17] Do you study what you already know?

[6:19] Your single greatest fear should be irrelevancy.


Have you subscribed yet?  When you subscribe, you’re sent notifications of new podcasts as they come out each week and it helps us to be more visible in the sales community. Click here to subscribe in iTunes!

The other thing that helps is writing a review.  It gives us feedback about the types of shows we should be creating to help you become the best sales professional possible.  We realize it takes a little bit of your time but we’re extremely grateful to those of you who take the time. You can go here to leave a review click here to review, Select View in iTunes and then select “Ratings and Reviews” and “Write a Review.” Your feedback means so much to us, Thank You!

Links from today’s podcast:

Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance

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The post Episode #121: The Superiority Bias in Sales with Jeff Shore appeared first on Jeff Shore.

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by Jeff Shore

If there is but one sales leadership discipline that defines success, it would most certainly be the ability to hire great talent. The right person can help you launch your success to new heights, while the wrong person can almost single-handedly scuttle your hard work and effort.

Is your hiring practice strategic, thorough and consistent?

Suppose you are a symphony conductor in a large city. Your first task is to find the best available musicians in the world. The job of recruiting top talent is critical…and often flawed.

In fact, there is one thing you will want to have on hand if you are auditioning classical musicians: a curtain.

Symphonies around the world have taken to the practice of auditioning musicians based solely on performance presentation, and they do that by having the musicians play from behind a curtain. This removes any potential unknown biases that may be lurking.

One important result of this practice: the percent of female musicians in the five highest-ranked orchestras in the nation increased from 6 percent in 1970 to 21 percent in 1993. Given the low turnover found in most symphony orchestras, the increase in female musicians is significant.

Which leads me to an important question for sales leaders: are you really looking for the top talent, or are you allowing your own biases to stand in the way? Be careful how you answer.

Sales managers who are truly obsessed with building the very best teams in the planet need a massive paradigm shift. They can no longer afford to find someone who shows up on time, occasionally lands a sale and probably won’t get us into legal trouble. The bar must be raised to astronomical levels, and that requires a new level of thinking.

So what about you? Are you obsessed with top-grading to the best? Or are your own standards getting in the way of compiling a truly world-class sales team?

I say it often — Your standards are not what you desire. Your standards are what you expect.

At this year’s Sales Leadership Summit, we’re going to unpack exactly what it looks like to become FANATICAL about top-grading your team. At the Summit, I will teach you a proven process for assessing the strength of your sales team and for profiling, recruiting and hiring the top talent you need to outperform the market in sales rates, customer satisfaction and profits.

The post Are You Fanatical About Top-Grading Your Team? appeared first on Jeff Shore.

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In This Episode of The Buyer’s Mind with Jeff Shore:

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 excuses to avoid follow-up but the reality is that when follow-up is done correctly – that is to say, done in your customer’s best interest – it becomes one of the most powerful tools in a salesperson’s arsenal.

Topics we’re going to cover on today’s podcast:

[1:29] Spending time on the road

[4:27] The mental challenges with sales follow-up

[9:08] The best method of follow-up

[15:04] Not following up is selfish

[18:37] The importance of speed and personalization

[27:56] Getting your mental focus right to follow-up

More about our guest Ryan Taft:

As the former National Sales Training Manager for a Top 5 homebuilder and a licensed Realtor® in Arizona, Ryan Taft is consumed with a passion for helping others achieve breakthrough results in sales, business and life.

With a career spanning two decades training and coaching sales teams from call centers to new home sales to Realtors®, Ryan combines his knowledge of human performance, psychology and sales skills development to deliver extraordinarily engaging, energizing and insightful training experiences that drive peak performance at all levels.

Ryan is a member of the National Speaker’s Association and a frequent contributor to leading industry publications.

Links from today’s podcast:

Ryan Taft

Buying the Experience: Real Life Lessons About The Way Real People Buy Homes

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(11 customer reviews)

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The post Episode #120: Sales Follow-Up with Ryan Taft appeared first on Jeff Shore.

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In This Episode of The Buyer’s Mind with Jeff Shore:

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 one? Yes! Would you like to buy? Yes! Would you like three? NO! Learn how the word NO can be your ally and even help you to be a better salesperson than you are now.

Topics we’re going to cover on today’s podcast:

[1:14] Changing our mindset about NO

[3:45] Meet Andrea Waltz

[5:40] The origin of Go For No

[11:46] What’s the psychology behind going for NO

[19:50] Is failure is sales an option?

[20:18] Powerful yet painful breakthrough to NO

Have you subscribed yet?  When you subscribe, you’re sent notifications of new podcasts as they come out each week and it helps us to be more visible in the sales community. Click here to subscribe in iTunes!

The other thing that helps is writing a review.  It gives us feedback about the types of shows we should be creating to help you become the best sales professional possible.  We realize it takes a little bit of your time but we’re extremely grateful to those of you who take the time. You can go here to leave a review click here to review, Select View in iTunes and then select “Ratings and Reviews” and “Write a Review.” Your feedback means so much to us, Thank You!

More about our guest Andrea Waltz:

Received a Bachelor of Science Degree in Criminal Justice from Long Beach State
At the age of 8 she called George Lucas to see if she could work with him on future movies
Youngest General Manager in eyeglass retailer LensCrafters’ history
Launched her own training company at the age of 24
Speaker Member of the Direct Selling Women’s Alliance
Loves social media. Andrea has 23,000+ followers (@Goforno) on twitter and posts daily on the Go for No! Facebook page which has over 30,000 followers.
Featured on Fit Small Business’s Top Sales Influencers of 2018 list.
Named One of 25 Sales Experts You Should Follow On Twitter by Hubspot and 25 Sales Influencers to Follow on Twitter by Salesforce.com and Live Hive. Named Top 100 Sales Influencers and Top 65 Women Business Influencers by Tenfold and 47 Top Sales Speakers and Influencers to Follow on Twitter by SummitSYNC.
Listed in Top 5 Female Sales Experts To Follow For Tips on Increasing Sales Productivity by Marketcircle and 51 Top Sales Influencers You Should Follow On Twitter Immediately by ringDNA.
Was featured on ‘Idol Chat’ a TV Guide Channel show where she was interviewed on how even idol rejects can be successful failures

Links from today’s podcast:

Go For No

Go for No! Yes is the Destination, No is How You Get There

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Mindset: The New Psychology of Success

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The Aladdin Factor by Canfield, Jack, Hansen, Mark (1996) Paperback

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Door to Door

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36 used & new available from $2.96

The post Episode #119: Go for No in Sales with Andrea Waltz appeared first on Jeff Shore.

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Reserve your seat today for Sales Leadership Summit 2019 and SAVE 40% with Early Bird pricing until June 7. Learn more here. 

by Jeff Shore 

How great do you want to be? How successful? How inventive? How happy? How meaningful?

Let me put that another way: What in your life and your career is worth obsessing over?

Classical musicians obsess about practicing to perfection. Master sommeliers obsess over finding the best wines in the world. Many sports fans are, literally, fanatical about their favorite team.

Business biographies are full of stories of obsession. Steve Jobs was obsessive about the ultimate user interface throughout his time at Apple. Herb Kelleher obsessed over affordable and enjoyable air travel at Southwest Airlines. Howard Schulz obsessed over perfect coffee experiences at Starbucks.

Earlier this year I had to come to grips with an important stumbling block in my own development. The issue I faced: confusing obsessions with initiatives. I had all kinds of initiatives; I had very few obsessions.

Initiatives are about projects. They might be important and beneficial, but there is something lacking. My initiatives lacked passion. They were things that I had to do, but didn’t necessarily want to do.

My obsessions, on the other hand, were an outpouring of my passion. There was a fiery energy that came along with pursuing those things that would truly make a difference.

When it comes to an obsession:

  • You think about it all the time
  • You talk about it all the time
  • It is a part of your personal culture
  • Other people think you’re a bit psycho

So again, what do you obsess about? More importantly, what should you obsess about?

Over the next several weeks, we’ll talk about the behaviors that drive sales results that require your total obsession:

Obsession #1 – Obsessing over the quality of the team

Obsession #2 – Obsessing over skill development

Obsession #3 – Obsessing over inspirational leadership

Obsession #4 – Obsessing over lead conversion maximization

At Sales Leadership Summit 2019 we’re going to talk about what it looks like to obsess over these things on a day-to-day basis.

(NOTE: Reserve your seat today for Sales Leadership Summit 2019 and SAVE 40% with Early Bird pricing. But hurry! Prices go up on June 7. Learn more here.)

The post Are You Obsessed with Behaviors that Actually Drive Sales? appeared first on Jeff Shore.

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In This Episode of The Buyer’s Mind with Jeff Shore:

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 sales professionals face.  In today’s Episode of The Buyer’s Mind Jeff answers 8 questions that are on your minds.

Topics we’re going to cover on today’s podcast:

[0:29] Do I look for new clients or keep the difficult ones?

[2:07] I’m interviewing for my ideal job.  Any tips?

[4:06] What does your book list look like?

[6:38] There’s too much competition in my market.

[8:27] How can my salespeople stand out from the competition?

[10:32] Do you ever get tired of being on the road?

[15:05] How do you get to know the customer when they only want facts?

[18:52] How do I get my customers to be more enthusiastic?

More about our Jeff Shore:

Jeff Shore’s highly sought-after sales keynote speaker sessions inspire audiences across the globe to change their mindset and change their world.

As an in-demand sales keynote speaker, author and trainer for over three decades, Jeff has a unique ability to connect with audiences on a personal level and transform the way they look at what they do, inspiring meaningful and lasting change.

In a crowded field of sales keynote speakers and sales training programs, Jeff Shore stands out with his research-based “buying formula” methodology. Combining his extensive front-line sales experience with the latest leading-edge research into buyer psychology, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results.

Links from today’s podcast:

5 Minute Sales Training with Jeff Shore

Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance

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(59 customer reviews)

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The post Episode #118: Sales Mailbag with Jeff Shore appeared first on Jeff Shore.

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by Jeff Shore

Empathy is the ability to step into the shoes of another person, aiming to understand their feelings and perspectives, and to use that understanding to guide our actions. Empathy is not about feeling for someone; it’s about feeling with someone. It is feeling what another person feels.

And, since leadership centers on delivering and creating action, it stands to reason that guiding our actions as leaders through a filter of empathy is not only the right way to treat our sales people, but also a more effective form of sales leadership.

Sadly, our culture doesn’t often pair the words “empathic” and “leader” together. We usually expect leaders to issue directives that will accomplish the company’s desired results as quickly as possible and with “failure is not an option” bravado!

Knowing this, the mere suggestion of embracing empathic leadership might sound like a pitch for a weaker form of management–but not so!

Research suggests that people who feel understood and appreciated by their managers actually become more successful and productive.

Before we jump into the three keys to empathetic leadership, I want to invite you to the 2019 Sales Leadership Summit. If you are a sales leader in the real estate industry and you’ve read this far, then this event is for you. Click here to learn more.

Now, here are three keys to mastering empathetic sales leadership:

1) Create Time for Focused Curiosity

Every salesperson is unique, and each has a distinctive mental pattern that drives his or her decisions and behaviors.

Empathy begins with understanding. And the best way to deepen your understanding of your salespeople is developing a genuine interest in their priorities and goals.

Consider taking individual time with each of your sales people (heck, take them to breakfast or lunch!) and asking them the following questions:

• “What is most important to you in your personal life outside of work?”
• “How do you define success right now? How would you like to define success in the future?”
• “What are your financial priorities today? What about the next 3 – 5 years?”
• “Where would you like to grow, or what would you like to accomplish in the next 12 months?”
• “What motivates you? What excites you? What do you dream about?”

Right now, can you honestly say that you fully understand each one of your sales person’s missions? Can you summarize in one sentence why this person gets up and comes into work each day?

Yes? Good for you! No? Time to get curious!

2) Encourage Time Away from Work

Empathic leadership demands a dual focus – it requires an approach that not only considers the health and well being of the company but also the health and well being of the sales professionals that generate revenue for the company.

Time on the job is important; but so is rejuvenation time away from the office.

Do you encourage your sales people to take a much needed break and take care of their personal life? You might find yourself shocked at the ROI of this simple approach to empathic leadership.

3) Treat Failure as a Growth Opportunity

Failure provides a unique opportunity for empathy. Old school leadership responds to failure with disdain, reprimands, disciplinary action, and/or threats leading up to employment termination.

Consider a new paradigm. Use failure as an opportunity for growth; a chance to connect with your salesperson, to assess both the behaviors and attitudes that lead to the failure, and to genuinely ask how they feel about the shortcoming.

Share your own stories about times when you did not succeed and how that made you feel. Empathy builds on empathy. Perhaps when your salespeople fall short on a goal what they really need is compassion and understanding so that they can dust themselves off and get back to work with a positive outlook.

So what is your empathic leadership potential? Are you truly connecting in a meaningful way with your sales people? Empathy is a skill you can cultivate and a habit that you can foster.

Empathy allows you to feel what your sales person is feeling, and that changes everything. So, before you make a character judgment, perhaps it would be wise to assume there is more going on beneath the surface.

The post Three Keys To Empathetic Sales Leadership appeared first on Jeff Shore.

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In This Episode of The Buyer’s Mind with Jeff Shore:

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 customer feel will determine whether or not they have confidence to purchase. As sales professionals, we need to be confident in what we’re selling, so our customer can adopt that confidence in their purchase decision.

Topics we’re going to cover on today’s podcast:

[0:57] Do we really understand our own emotions?

[3:32] Meet Mary Kaye O’Brien

[6:45] How important is consumer confidence?

[12:51] How do you measure the non-conscious of the consumer?

[19:13] How does the salesperson help the consumer overcome fear?

[27:55] How your confidence makes the sale

More about our guest Mary Kaye O’Brien:

Mary Kaye helps companies create a unified view of their customer and their brand by combining research storytelling with strategic consulting services. She is a dynamic speaker, working to inspire her audiences with insights and data they can turn into action.

She specializes in the use of qualitative and observational research techniques as well as advanced quantitative analytical designs to support strategic decision making. She also provides consulting services including project management support and facilitation services in applying research findings to branding and marketing activities.

Research specialties: Design and implementation of strategic quantitative and qualitative research including brand equity assessments; brand tracking; advertising development; copy testing; market mix modeling; market tracking; concept testing; conjoint analysis; pricing sensitivity; market segmentation; product ideation; usability; ethnography; customer satisfaction and loyalty.

Links from today’s podcast:

Zillow Group

The Achiever Fever Cure: How I Learned to Stop Striving Myself Crazy

Price: ---

(7 customer reviews)

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The post Episode #117: The Emotion-Based Sale with Mary Kaye O’Brien appeared first on Jeff Shore.

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by Jeff Shore

Many sales people get so into connecting with their client, they’re at a loss as to how to bring the conversation back to business without losing the comfort and trust they’d just worked so hard to build.

I’ve got a solution for that. Here’s how it works. When you believe you have built the needed rapport, say to your client:

“Can I ask you a few quick questions so I can lead you in the right direction?”

Simple? Yes. Simple—and incredibly powerful!

Now, the discovery questions you ask next are the questions that will lead directly to the sale. But, there is a crucial element of the sales presentation that you cannot skip over: TAKE NOTES.

You see, I find that very few sales people take notes during a sales presentation. Why?

Sales people have several reasons why they can’t or don’t take notes. Here are some popular ones:

  • “It breaks my emotional connection with the buyer.”
  • “It will make my buyers feel uncomfortable.”
  • “I’m just not good at taking notes.”
  • “I can’t read my writing anyway so what’s the point.”
  • “I’m too busy to take notes.”

These are stories we tell ourselves to rationalize our non-note taking behavior. In truth, note taking is a massively underutilized and underdeveloped sales skill. And like any skill, you can practice and improve.

Here are 7 reasons why note taking is the one crucial thing missing from your sales presentation:

1. So you can remember what the buyer said.

Basic, right? But think about it. How long do you spend with your buyers before they purchase? 10 minutes, 20 minutes, 60 minutes?

What percentage of an hour-long conversation can you remember? Go ahead… guess. I can’t answer that question either. But I know it’s not 100%.

Buyers expect us to remember what they tell us. And the only way we can improve our chances of doing so is to start taking notes.

2. It shows you care.

Because note taking is a selling skill that so few sales people use, you will stand out to the buyer. You can also show that you care by simply asking permission to take notes before you begin. “Mind if I take notes? I don’t want to miss anything that’s important to you.”

This will show that you care not only about what they have to say but about making them feel comfortable with the sales process in general – win, win!

3. It shows the buyer that they are important.

When someone says something and someone else writes it down, it makes that person feel important. It’s that simple.

4. It puts the buyer at ease.

What is this newer trend in restaurants where the servers don’t write down your order? Does this bother anyone else besides me?

Am I the only one anxious the whole time I’m waiting for my meal to arrive because I’m pretty sure they’ll miss an important detail like the extra butter and bacon I requested on my baked potato?

Want to put me at ease? Write. It. Down.

5. It is a listening skill.

When you are writing, you are not talking, and as salespeople we usually talk way too much. Our customers must be heard.

Practicing the skill of listening and writing down what we hear tells the customer that what they are saying is important.

6. It improves your follow-up.

Hate follow-up? One reason is probably because you’re not sure what to say.

If you’ve taken good notes all you have to do is use them as talking-points in your follow-up routine. Talk to them about the things they told you.

7. It helps you create a better buying experience.

Our motive for everything we say and do is to look out for our buyer’s best interest.

If we’ve asked strong discovery questions, listened to the buyer and taken notes, we’re ready to present our product or service in a way that feels special to them and for them.

If you’re sitting there absolutely convinced that note taking is a crucial element that’s missing from your sales presentation, then I’ve done my job. But, if you’re now wondering exactly what you need to be taking notes about — that’s where The 4:2 Formula Academy comes in.

The 4:2 Formula Academy takes a deep-dive into the selling strategies in my top-selling book, The 4:2 Formula, and marries rock-solid content with intensive one-on-one and group coaching to develop mastery level selling skills. Click here to learn more about this revolutionary learning experience.

The post Is Your Sales Presentation Missing This 1 Crucial Thing? appeared first on Jeff Shore.

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In This Episode of The Buyer’s Mind with Jeff Shore:

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 know when to ask for the close? Can you ask too early? Can you ask too late? WWJD.  What would Jeff do?

Topics we’re going to cover on today’s podcast:

[0:28] Hey welcome, did you bring your checkbook?

[1:30] How early do you ask for the sale?

[3:25] Box 1: The higher the dissatisfaction the higher the urgency.

[4:30] Box 2: Dissatisfaction leads to research.

[6:01] What’s the next step?

[7:37] Box 3


Have you subscribed yet?  When you subscribe, you’re sent notifications of new podcasts as they come out each week and it helps us to be more visible in the sales community. Click here to subscribe in iTunes!

The other thing that helps is writing a review.  It gives us feedback about the types of shows we should be creating to help you become the best sales professional possible.  We realize it takes a little bit of your time but we’re extremely grateful to those of you who take the time. You can go here to leave a review click here to review, Select View in iTunes and then select “Ratings and Reviews” and “Write a Review.” Your feedback means so much to us, Thank You!

Links from today’s podcast:

Closing 2.0

Price: $95.00

(0 customer reviews)

6 used & new available from $45.00

The post Episode #116: The Case for the Early Close with Jeff Shore appeared first on Jeff Shore.

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