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PODCAST

The Buyer"s Mind: Sales Training with Jeff Shore

Your customer needs a hero. Will you answer the call? The Buyer"s Mind with Jeff Shore is a B2C sales training podcast dedicated to helping you increase your sales numbers by understanding your customers in a deeper way. Whether you"re buying a magazine, a mobile phone, a new car or a new home, we all go through surprisingly similar thought patterns during a purchase cycle. Jeff"s podcast is about the psychology behind those thought patterns—the obvious and subtle considerations that lead someone

business careers

All Episodes

24:13

#112: Talk Triggers That Get You Sales with Jay Baer...

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/04/17

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. By accessing these triggers in clients you start turning them into your marketing department. Word of mouth from your clients makes the job of sales so much easier because, people have already heard such great news about either you the sales professional or your product or both. ===================================== Get your sales

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29:09

#111: Talk Triggers That Get You Sales with Jay Baer

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/04/10

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 for their customers, that causes their customers to be the marketers of their product? How can you, as a sales professional, leverage the word of mouth from your customers to generate more sales? Find out in this episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind

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31:46

#110: The Importance of Value is Sales with Dina...

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/04/02

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 believes that what you have to offer has value to them. That means your customer must believe that you have integrity. In this episode of The Buyer’s Mind, find out how Neighborly, a company of 22 franchises and sales of over $2 billion, practices and trains values of R.I.C.H. Don’t know what R.I.C.H. is? Find out in this episode

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36:49

#109: Finding Your Sales Connection with Christine...

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/03/27

Christine Comaford discusses with Jeff the neurology and psychology behind how your customer connects with you. Sales professionals can forget that their customers are just like them. When we remember how we want to be served, we can serve our customers better. ===================================== 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

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07:48

#108: The Buyer’s Emotional Motivation Jeff Shore

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/03/20

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 self-esteem. Do you understand your buyer’s emotional motivation? When you do, the sale can 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

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33:31

#107: Sales Leadership Panel

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/03/13

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 challenges of being a sales leader and gets our guests to share their advice for being the best sales leader you can be. ===================================== 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

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39:26

#106: The Paradox of Choice in Sales with Dr. Barry...

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/03/06

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 flavors of ice cream are vanilla, chocolate and strawberry. People claim they want more choice, but it can create a confusion when there’s too much to choice. ===================================== 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.

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31:38

#105: Establishing Value in Sales with Amy OConnor

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/02/26

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 their product offers value but value isn’t a sales term, it’s a buyers term. Only the buyer can determine if something is of value to 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

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07:09

#104: The Sales Price Objection with Jeff Shore

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/02/20

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, you know you’re going to encounter this objection. In this episode, Jeff explains how to decode the meaning behind this objection and how you can handle it with ease. ===================================== 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

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36:58

#103: Humor in Sales with Andrew Tarvin

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/02/13

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 sense of humor, some more quirky than others, but everyone laughs. Connecting into that characteristic can have a positive effect on your relationship building skills. ===================================== 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

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34:39

#102: How to Do Your Best Work with Cal Newport

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/02/06

Cal Newport, the author of Digital Minimalism and Deep Work, talks with Jeff about the problem we all face - distraction. Our job as sales professionals is to work hard, using our brains to solve the problems of our customers. However, when we’re distracted by our phones, social media and so many other digital attention grabbers, our ability to focus is severely compromised. Cal and Jeff talk about the importance of having focus time and the benefits for you and your customer

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23:48

#101: Sales Mailbag with Jeff Shore

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/01/30

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 5 questions that are on your minds. ===================================== 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

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30:16

#100: Celebrating 100 Episodes

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/01/23

The Buyer’s Mind celebrates 100 Episodes. Here are some of the guests we’ve had over our 100 episodes to help you become a better sales professional. We wish we could have fit all our guests into this podcast. If you find this episode intriguing, visit https://jeffshore.com/podcast to hear them all. ===================================== 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

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38:32

#099: Exceptional Customer Experience in Sales with...

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/01/16

Joe Calloway, author of The Leadership Mindset, and Jeff talk about the customer’s need for an exceptional experience. What memories, as a sales professional, will you give your customer that makes their experience unique? It takes a creative sales person to make the experience stand out. Hip doesn’t last but delivering a consistent and memorable experience does. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give

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35:04

#098: Advanced Selling with Bill Caskey and Bryan Neale

The Buyer"s Mind: Sales Training with Jeff Shore ·

2019/01/09

Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff to talk about the success of their podcast. With over 400 episodes, they are the number one sales podcast, not only because they’re great but they started early and outlasted their competition. That seems like some great sales advice that could be used by any sales professional. ===================================== Get your sales question answered on The Buyer’s Mind podcast! Email us at ask@jeffshore.com or give us a call at

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32:46

#097: Psychological Ownership in Sales with Colleen Kirk

The Buyer"s Mind: Sales Training with Jeff Shore ·

2018/12/31

Colleen Kirk and Jeff get into the topic of psychological ownership. When does your customer own something? Is it when you close the sale? Is it when they walk away with what they’ve bought? Would you believe that they might own it before they talk with you? Often times people fall in love with a product and just the act of touching it gives them a feeling of ownership. Be careful, a salesperson can actually become an obstacle to psychological ownership. Learn how to keep your customer engaged in

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06:34

#096: Controlling the Emotional Altitude in the Sales...

The Buyer"s Mind: Sales Training with Jeff Shore ·

2018/12/26

Buying is an emotional process, which is then triggers the brain to craft a logical story to support the emotional response to a purchase decision. When a customer is feeling an emotion, it is the worst time to remind them of your product's features. As a sales professionals, we serve our customers best by embracing their emotions and avoid dragging them into a logical discussion. In this episode, Jeff reminds us to keep the emotional altitude high in order to win the sale

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33:06

#095: The Problem of Friction in Sales with Nir Eyal

The Buyer"s Mind: Sales Training with Jeff Shore ·

2018/12/19

Nir Eyal, author of Hooked, discusses with Jeff what great companies do to get people addicted to their product. What is amazing, is that any sales professional can do these same things. We talk about it all the time on the Buyer’s Mind - Easy = Right and Being Likeable leads to Trust which leads to Influence. All we want to do is make it easy for our customer to do what they want to do anyway, make a purchase. ===================================== Get your sales question answered on The Buyer’s

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34:12

#094: The Return on Relationships with Ted Rubin

The Buyer"s Mind: Sales Training with Jeff Shore ·

2018/12/12

Ted Rubin of Photofy and Return on Relationships, talks with Jeff about the importance of relationships. At some point, everything being sold becomes a commodity and when that happens, what differentiates your product from everyone else’s? As a sales professionals what we offer our customers on a personal level can make all the difference as Ted Rubin explains in this episode of The Buyer’s Mind. ===================================== Get your sales question answered on The Buyer’s Mind podcast

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30:59

#093: Use Your Sales Resources with Alice Heiman

The Buyer"s Mind: Sales Training with Jeff Shore ·

2018/12/05

Alice Heiman and Jeff talk about your greatest sales resource your network. A great salesperson thinks like an entrepreneur, networks like crazy, has high achievement drive and must win! But you can’t do it all on your own. Being connected and helping others connect, creates those opportunities for you to win. ===================================== 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

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192 results

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