Author: Jeff Shore

Emotions in the Buyers Journey

How Do Emotions Come into Play in Your Buyer’s Journey?

There is a psychological value attached to any product or service. How that value translates into dollars is difficult to measure, because the subjective nature of a customer’s “want it” factor is all over the map. What a customer is willing to pay is a direct reflection of their emotional altitude. Great salespeople have a way of maximizing that emotion.

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[FREE WEBINAR] 5 Coaching Hacks To Help You Maximize Your Impact

Are the daily demands of the job pulling you in 10 different directions at the same time? Is it increasingly difficult for you to find time to do what really matters: coach your salespeople? Join me for my FREE Webinar on July 12, at 12:00pm PST/3:00pm ET, and I will teach you five coaching hacks to help you maximize your impact.

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Overcoming objections

Creative Ways For You to Overcome Objections – Part 5

So you’ve done everything you can, but you just couldn’t overcome that one gnarly objection. Alas, your customer purchased somewhere else. What do you do now? How do you recover? It doesn’t have to be a total loss. Here’s how to recover and even benefit from lost sales.

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Overcoming objections ladder

Creative Ways For You to Overcome Objections – Part 4

There is no such thing as perfect – ever. When I’m buying a product, I am subconsciously seeking to determine my acceptable level of compromise. The bottom line is that everyone compromises. As a salesperson you must help your customer navigate between their “must have” and “nice to have”.

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Overcoming objections idea

Creative Ways For You to Overcome Objections – Part 3

In this third part of my overcoming objections blog series, I introduce a method I call the What Would You Do? technique. This involves intentionally guiding your customer down a path where they process and solve their own objection. That’s a far more powerful and influential solution than anything you could come up with.

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Overcoming objections wall

Creative Ways For You to Overcome Objections – Part 2

There is a powerful tool that sales professionals can use to overcome customer objections: Social Proof. The principle of social proof states that people want to do what people like them want to do. When a customer comes to us with an objection, the testimonies of previous buyers are an extremely powerful way to overcome that objection.

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Overcoming Objections Part 1

Creative Ways For You to Overcome Objections – Part 1

I’ve been in the sales world a long time. And one of the things I enjoy the most is working with salespeople on how to help their customers overcome purchase objections. First of all, we need to understand that a customer without an objection is not a customer at all. Having an objection means the customer is engaged in the purchase process.

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Change Mind About Closing

8 Ways to Change The Way You Think About Closing

What is your first thought when you hear the word “closing?” Unfortunately, too many salespeople have negative thoughts about this fundamental part of the sales process. Here are 8 truths about closing that will radically affect any negative “juju” you may have about closing

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Buyers Remorse

Is Your Customer Experiencing Buyer’s Remorse? Here’s why

We all know that buyer’s remorse is a very real phenomenon. Buyer says yes. Buyer walks away. Buyer has second thoughts. Buyer backs out. But why? Why did the customer back out? What was really going on inside her/his brain? Let’s start by looking at the psychological anatomy of a healthy sale.

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Choice Determins Behavior

What Are The Beliefs Behind Your Behaviors?

A customer asks about getting a deal… and you get defensive. In this scenario we see both a trigger and a response. The trigger is unavoidable; the response is entirely up to you. That premise comes from the work of psychologist Victor Frankl, and he suggests that between stimulus and response lies a choice. We cannot always control the stimuli, but we always control the response.

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