Mark Sanborn, best-selling author of The Fred Factor and member of the National Speakers Association Hall of Fame, joins Jeff to talk about the shift from the Experience Economy to the Emotion Economy and exactly what that means for sales professionals.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Anthony Iannarino, host of Into the Arena podcast and author of The Only Sales Guide You’ll Ever Need, joins Jeff to discuss self-discipline, the stories we tell ourselves, the stories we tell our customers and the stories our customers tell themselves.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Dr. Peter Noel Murray -- an expert on the psychological, emotional and cultural motivations of consumers -- discusses with Jeff how the purchase decision of anyone is primarily an emotional decision.  Don’t think so?  Did you ever NOT buy something because you didn’t like the salesperson? You’ll want to understand this important part of the brain if you want to be a superior sales professional.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Maria Cronley, author of Consumer Behavior, joins Jeff to discuss how we use heuristics everyday in making decisions. Heuristics are decision-making shortcuts built into our brains. When you’re in the store trying to decide which bottle of wine to buy, how do you decide? Unless you’re a wine expert, most of us use the Price-Quality heuristic. The most expensive bottle must be the best!. Understanding this behavior will definitely help you become a better sales professional.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Barb Nagle, President of Marketscape Research & Consulting, talks about how sales people transform themselves into researchers when they ask the right questions. Remember it’s about defining the problem for your customer FIRST before you can offer the right solution.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Humor: Stu Heinecke, author of “How to Get a Meeting With Anyone” and Wall Street Journal cartoonist, talks about using humor with customers. Does it help make the sale or will it get you in trouble? We all like to think we’re funny but, as sales professionals, when is it appropriate? Listen and learn how to be funny...or not!

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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We are joined by Jeb Blount of salesgravy.com.  We'll be discussing his new book Sales EQ. Achieving a mutual purpose with your client can only happen when you're in tune with their needs.  The only way to do that is to increase your Sales EQ.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Have you heard of Dual Process Theory?  Did your eyes just flutter and your brain start to shut down when you saw the words Dual Process Theory?  Don't despair, this really important topic is something that will help you connect better with your customers and Jeff breaks it down in his usual fun and casual way with the help of Dr. Susan Weinschenk.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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Did you know you have a brand?  Did you know your customers have a brand? Whether you know it or not everyone has a personal brand.  And if your company's brand doesn't align with your customer's personal brand you'll never make the sale. Bruce Turkel explains why you need to understand that it's not about you, it's all about them.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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How do you know when a sales person is lying?  Their lips are moving.  Well you know what they say about buyers? Buyers are liars.  It seems like no matter which side of the sale you're on, someone is lying but why?  Jeff interviews Steven Gaffney the author of Just Be Honest and Honesty Works, to help you understand why your customer lies to you.

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Get your sales question answered on The Buyer’s Mind podcast! Email us at [email protected] or give us a call at (844) 547-4673 Extension 1.

Want more of Jeff Shore’s advanced sales strategies? Visit www.JeffShore.com to download free sales tools & resources. Or come join the Jeff Shore Community on Facebook https://www.facebook.com/JeffShoreCommunity

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