The Buyer's Mind: Sales Training with Jeff Shore

By Jeff Shore: B2C Sales Trainer, Author, Leadership Coach, Real Estate Sales Expert, Entrepreneur

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Are you are a sales manager or executive looking for ways to increase profits and grow your company by updating outdated sales techniques and increasing the leadership and decision making skills of your staff?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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#142: The Why and The What ...

11.13.2019

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 ...

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

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 ...
07.24.2019 #126: Why Your Customer Buys with Jeff Shore Why does your customer buy? To fulfill a need? To impress others? Because they have extra money to spend? While those might be some of the reasons there’s a deeper issue going on that you may not have realized and ...
07.17.2019 #125: The Sales Truth with Mike Weinberg 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 even perform the job, there are still fundamentals which cannot ...
07.10.2019 #124: Digital Persuasion in Sales with Erin Gargan King Erin Gargan King, author of Digital Persuasion, and Jeff look at the art of being digitally savvy. Selling in the digital age is more than sending e-mails and having a website. Learn what you can do as sales professional to ...
07.03.2019 #123: The Negativity Bias in Sales with Dr. Rick Hanson 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 brain perceives as a threat. What do you do to maintain that ...
06.26.2019 #122: The Future of Sales Communication with Bassam Salem 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 video to your customer? What sales strategy works best? Get your sales ...
06.19.2019 #121: The Superiority Bias in Sales 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 ...
06.12.2019 #120: Sales Follow-Up with Ryan Taft 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. Get your sales question answered on The Buyer’s Mind podcast! ...
06.05.2019 #119: Go for No in Sales with Andrea Waltz 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. Learn how the word NO can be your ally and even help you ...
05.29.2019 #118: Sales Mailbag with Jeff Shore 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. Get your sales question answered on The Buyer’s ...
05.22.2019 #117: The Emotion-Based Sale with Mary Kaye O’Brien Mary Kaye O’Brien discusses with Jeff how her research helped strengthen the Zillow Group brand. As sales professionals, we need to be confident, so our customer can adopt that confidence in their purchase decision. Get your sales question answered on ...
05.15.2019 #116: The Case for the Early Close 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 ...
05.08.2019 #115: Your Customer's Early Buying Behaviors with Kevin Oakley 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 does your customer become a customer? Learn how the combination of marketing and sales drives ...
05.01.2019 #114: One on One with Brian Tracy 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 ask with confidence. We hope you’ll enjoy this interview between Jeff and Brian. ...
04.24.2019 #113: Emotional Intelligence in Sales with Scott Halford Scott Halford weighs in with Jeff on the importance of emotional intelligence. If we feel a threat, we are more likely to avoid that danger. But what happens when we feel threatened by trying to close? Is that fear real? ...
04.17.2019 #112: Talk Triggers That Get You Sales with Jay Baer Pt 2 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. Word of mouth from your clients makes the job of sales so much easier, ...
04.10.2019 #111: Talk Triggers That Get You Sales with Jay Baer Jay Baer talks with Jeff about how word of mouth can get you more sales. In-n-Out doesn’t advertise much. So, what are they doing for their customers, that causes their customers to be the marketers of their product? How can ...
04.02.2019 #110: The Importance of Value is Sales with Dina Dwyer-Owens Dina Dwyer-Owens, the ambassador for Neighborly, talks with Jeff about how values plays a role in sales. In this episode of The Buyer’s Mind, find out how Neighborly, a company of 22 franchises and sales of over $2 billion, practices ...
03.27.2019 #109: Finding Your Sales Connection with Christine Comaford 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 ...
03.20.2019 #108: The Buyer’s Emotional Motivation Jeff Shore 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 ...
03.13.2019 #107: Sales Leadership Panel 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 ...
03.06.2019 #106: The Paradox of Choice in Sales with Dr. Barry Schwartz Dr. Barry Schwartz and Jeff talk about the complexity of choice. 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 ...
02.26.2019 #105: Establishing Value in Sales with Amy OConnor 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 ...
02.20.2019 #104: The Sales Price Objection with Jeff Shore Some watches sell for $10, while others sell for $10,000. Both sell. So, is - 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 ...
02.13.2019 #103: Humor in Sales with Andrew Tarvin 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. Get ...
02.06.2019 #102: How to Do Your Best Work with Cal Newport 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 use our brains to solve the problems of our customers. Having focus ...
01.30.2019 #101: Sales Mailbag with Jeff Shore 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 ...
01.23.2019 #100: Celebrating 100 Episodes 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 fit all 100 in the podcast. If you find this ...
01.16.2019 #099: Exceptional Customer Experience in Sales with Joe Calloway 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 ...
01.09.2019 #098: Advanced Selling with Bill Caskey and Bryan Neale Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff. With over 500 episodes, they are the number 1 sales podcast. They got there by starting early and outlasting their competition. That seems like some great sales advice ...
12.31.2018 #097: Psychological Ownership in Sales with Colleen Kirk Colleen Kirk and Jeff get into the topic of psychological ownership. When does your customer own something? People fall in love with a product and just the act of touching it gives them a feeling of ownership. Beware, a salesperson ...
12.26.2018 #096: Controlling the Emotional Altitude in the Sales Process with Jeff Shore The purchase of anything is an emotional process. When a customer is feeling an emotion, it is the worst time to remind them of your product's features. In this episode, Jeff reminds us to keep the emotional altitude high in ...
12.19.2018 #095: The Problem of Friction in Sales with Nir Eyal 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 things. All we want to do is make it easy ...
12.12.2018 #094: The Return on Relationships with Ted Rubin Ted Rubin of Photofy and Return on Relationships, talks with Jeff about the importance of relationships. As a sales professionals what we offer our customers on a personal level can make all the difference as Ted Rubin explains in this ...
12.05.2018 #093: Use Your Sales Resources with Alice Heiman 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! Being connected and helping others connect, creates those opportunities for you ...

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