The Buyer's Mind: Sales Training with Jeff Shore

By Jeff Shore

Business Careers Management & Marketing

What's The Buyer's Mind: Sales Training with Jeff Shore about?

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 to buy (or often not buy) a product. What sets Jeff apart from other sales trainers in his field is a continued focus on the experience of the the buyer, not the seller.

In addition to his weekly podcast, Jeff Shore is a highly sought-after sales expert, speaker, author and entrepreneur. He is the CEO and founder of Shore Consulting which offers a variety of B2C sales training events throughout the United States. His sales training programs teach sales professionals to abandon scripted sales presentations, obnoxious closing lines and other antiquated “used car salesman” techniques in order to make meaningful, emotion-centered connections with their customers. These sales strategies have proven incredibly successful: last year alone, Jeff’s residential real estate sales training clients sold over $25 billion in residential real estate.

Are you are a sales manager or executive looking for ways to increase profits and grow your company by updating outdated sales techniques and increasing the leadership and decision making skills of your staff? Are you a front line sales professional simply looking to master the art of persuasion? The Buyer’s Mind was designed for you. Learn more. Earn more. Enjoy your life more!

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LAST EPISODE

#176: Follow-Up Means Sales...

07.08.2020

Kendra Lee, author of The Sales Magnet, joins Jeff to talk about the need to be persistent. Sales professionals are often portrayed as pestering and annoying people in the media. Persistence isn’t about pestering; it’s about knowing what is best ...

The Buyer's Mind: Sales Training with Jeff Shore episodes:

07.08.2020 #176: Follow-Up Means Sales Persistence with Kendra Lee Kendra Lee, author of The Sales Magnet, joins Jeff to talk about the need to be persistent. Sales professionals are often portrayed as pestering and annoying people in the media. Persistence isn’t about pestering; it’s about knowing what is best ...
07.01.2020 #175: Velocity Mindset in Sales (but not too fast) with Ron Karr Ron Karr shares with us the importance 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 ...
06.24.2020 #174: The Trusted Sales Advisor with Charles Green 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 ...
06.17.2020 #173: Follow-Up: When the Client Goes Silent with Jeff Shore Your sales presentation is on point. The client seems like they’re ready to purchase. They tell you they’ll call you and then it happens - they go silent. Did they like a different salesperson more? Did they like you less? ...
06.10.2020 #172: Sales Follow-Up Made Easy with Meridith Elliott Powell Meredith Elliott Powell talks with Jeff about the importance of customer follow-up. It’s not something we do because the CRM is screaming at us. Sales follow-up is a service we’re providing to our customer to keep what they need in ...
06.03.2020 #171: Sales and the Science of Decision Making Dr. Terry Wu and Jeff look at the brain connection between emotion and decision making. Dr. Wu explains how the brain connections take place and when you understand that as a salesperson, you can help your customer in their purchase ...
05.27.2020 #170: The Role of Emotions in Sales with Phil Gerbyshak Phil talks with Jeff about the importance of understanding the emotional component of sales. As a salesperson, you have an opportunity to experience that emotion with your customer. Learn what we mean by emotion and the role it plays and ...
05.20.2020 #169: Salesperson as Educator with Jeff Shore 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 ...
05.13.2020 #168: Your Sales Presence with Michelle Bendien Michelle and Jeff discuss the importance of presenting your best self to your customer. 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 ...
05.06.2020 #167: Goal Achievement in the Buying Process with Dr. Anthony Salerno Dr. Anthony Salerno shares with Jeff that your customer is purchasing as a goal activity. Sometimes we see our customers as indecisive. Knowing your customer makes all the difference and knowing that difference means you can help them reach their ...
04.29.2020 #166: A Mind for Sales with Mark Hunter Mark Hunter, the Sales Hunter, joins Jeff to talk about - A Mind for Sales. The leftovers from the pre-internet days of sales needs to be overcome. Ideas like - “Sales is a numbers game” and “Mondays are planning days.” ...
04.22.2020 #165: 6 Ways to Build Sales Skills During Slow Times with Wade Mayhue 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. Get your ...
04.15.2020 #164: The Creative Sales Mind with Andy Paul Andy Paul shares with Jeff the role creativity plays in the sales process. We all have a creative bent. Whether we are working with warm leads or cold-calling, it takes imagination to understand our customer and to find out what ...
04.08.2020 #163: How To Create Positive Growth Habits During Times Of Crisis with Jeff Shore 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 ...
04.01.2020 #162: What Will You Learn About Yourself During Difficult Times? with Jeff Shore Jeff talks about mindset in this episode. It’s easy to fall into old habits. Those habits offer security, comfort and predictability. As a sales professional will that comfort get you to where you want to be? Now is the time ...
03.25.2020 #161: A Calm Voice in Turbulent Times with Bob Burg Bob Burg joins Jeff to give a voice of calm. 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 in your customer’s ...
03.18.2020 #160: The Psychology of Fear in Sales with Anthony Iannarino Anthony Iannarino and Jeff talk about the power fear has in the sales process. In uncertain times, our brain wants to protect us from anything that might seem to be a threat. Be the salesperson who is a trusted advisor ...
03.11.2020 #159: The Effective Sales Teammate with Jeff Shore 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 helpful to your teammates? Find out from Jeff, the importance of ...
03.04.2020 #158: Indistractable in Sales with Nir Eyal Nir Eyal and Jeff discuss what it means to be Indistractable. As sales professionals, it’s easy to find ourselves distracted. What is that distraction costing you? How do you build a life free of distraction in a world that is ...
02.26.2020 #157: Sales in the Internet Age with Dennis O’Neil Dennis O’Neil, author of Sales Actualization, talks with Jeff about the importance of salespeople. The internet offers information about products, but it cannot provide emotional connection. Dennis provides the insight salespeople need, to help customers make the right purchase decision. ...
02.19.2020 #156: Follow Up: Conquering Discomfort with Jeff Shore The number one job of your brain is to keep you alive. 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 ...
02.12.2020 #155: Positive Energy in Sales with Jeff Shore Jeff sat with three sales professionals and talked about the importance of positive energy in the sales process. Customers can be negative, news is rarely positive, and it’s easy to be cynical. So what do you do to maintain that ...
02.05.2020 #154: Negotiating Sales with Jeb Blount 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. Jeb shows how salespeople can learn and do better in negotiating by ...
01.29.2020 #153: Sales Follow Up: The Follow Up Mentality with Jeff Shore 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 ...
01.22.2020 #152: Consistency Chain in Sales with George Campbell 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.Learn how to reset your sales brain to ...
01.15.2020 #151: Self Development for Sales Professionals with Blaise Devera 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 ...
01.08.2020 #150: Are You a Professional Sales Communicator? With Brian Walter Brian Walter and Jeff are both part of the National Speakers Association. Sales communication is about dealing with a hostile audience and about knowing which story to tell to connect with your customer. Improve your sales communication by learning from ...
01.01.2020 #149: A Look Back at 2019 Part 2 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 showing ...
12.24.2019 #148: A Look Back at 2019 Part 1 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 ...
12.18.2019 #147: Sales Follow Up Methods Part 2 with Jeff Shore Part 2: Sales follow up is 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. Email us at ask@jeffshore.com ...
12.11.2019 #146: How to Stay Positive in Sales Around Negative Customers with Ryan Taft Ryan Taft joins Jeff to talk about having a positive sales attitude when dealing with negative customers. Taking on a negative customer could give you a sales advantage. Other people avoid a negative customer but being a positive influence in ...
12.04.2019 #145: How to Pay Attention in Sales with Neen James 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. When you pay attention, you’ll ...
11.27.2019 #144: Sales Follow Up Methods Part 1 with Jeff Shore 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. Email us at ask@jeffshore.com ...
11.20.2019 #143: Urgency in Sales with Amy O’Connor Amy O’Connor talks with Jeff about urgency in sales. There is personal urgency, when something you need that is missing in your life. Circumstantial urgency is what you miss out on if you don’t purchase today. Circumstantial urgency is only ...
11.13.2019 #142: The Why and The What of Sales with Mark Sanborn Mark Sanborn, author of The Intention Imperative, discusses his new book with Jeff. Do you understand your company’s culture? Sales professionals understand the goal is to sell, but without an understanding of “Why you sell” and “What you sell,” you’ll ...
11.06.2019 #141: Your Sales Speaking Skills with David Newman 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. Most sales professionals are speaking in front of crowds of 2-3 on a daily basis. ...
10.30.2019 #140: Influence in Sales with Stacey Hanke What is influence? It can be all to easy to confuse influence with manipulation. Likeability leads to trust. Trust leads to Influence. Your goal, as a sales professional, is to understand your customer’s needs and point them to a solution. ...
10.23.2019 #139: Announcing the Best Sales Contest Ever with Jeff Shore 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 Buyer’s Mind. Get your sales question answered on ...
10.16.2019 #138: Mastering Referral Sales with Bill Cates 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. How you serve your customer will determine your confidence to ...
10.09.2019 #137: Providing Over the Top Value in Sales with Mario Martinez Jr 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 customers? It’s not that hard if you follow the guidance ...
10.02.2019 #136: Being the Best You Can Be in Sales (and in Life) with Adrienne Duffy Adrienne Duffy speaks with Jeff about what it means to be your best self. If you close the gap between your inner desires and your outer actions, you move towards being the person you want to be. Adrienne gives you ...
09.25.2019 #135: A CEO’s View of Sales with Doug Bauer 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 evil but without revenue a company can’t continue to function. Get your sales ...
09.18.2019 #134: Selling to the Timid Buyer with Jeff Shore 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 to understand that whether it’s their personality or their temperament you’ve got ...
09.11.2019 #133: The Stressed Out Prospect in Sales Pt. 2 with Dr. John Medina Dr. John Medina, author of Brain Rules, tells Jeff what happens when your prospect is stressed out. There’s a reason your prospect is stressed out in the sale - what’s going on in their brain. When you know this information, ...
09.04.2019 #132: The Buyer’s Survival Instinct in Sales Pt. 1 with Dr. John Medina 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 the making of a sale, there is an even deeper primal motivation that ...
08.28.2019 #131: Rejection in Sales with Leo Quinn Jr 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. What’s holding you back from asking for the sale? Is it your comfort? ...
08.21.2019 #130: The Importance of Memory in Sales with Nelson Dellis Nelson Dellis, USA Memory Champion (yes, there is such a thing) talks with Jeff about memory. Nelson and Jeff offer you some hope because anyone can improve their memory and it doesn’t take hours a day. Become a super salesperson ...
08.14.2019 #129: Preconceived Ideas About Salespeople with Jeff Shore If our customers come in with an education about salespeople from movies and television shows, their attitudes aren’t going to be stellar. Add on top of that any other fears they might have and you can see the uphill battle ...
08.07.2019 #128: The Transparency Sale with Todd Caponi Todd Caponi talk through the concept of leading with transparency. It’s easier to help your customer when you’re transparent. Your customer appreciates it. You weed out the non-buyers quicker. Ultimately, transparency works to your benefit. Get your sales question answered ...
07.31.2019 #127: Why Are You In Sales with Liesel Cooper 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 all - achievement drive. Sales is the lifeblood. Making everyone aware of ...

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