Connect With Jeff
Author Archives: jeffshore
Introducing Amy O’Connor!
As we see a positive market momentum shift take place across the country, more and more builders see the need to solidify the skills of their sales team. Our phone is ringing off the hook, and it’s been a shame to not be able to help everyone who has called. We now have a solution that I am so very excited to provide. On behalf of my staff, and myself, I would like to introduce the latest addition to the Shore Consulting team. Please help me welcome Amy O’Connor, our new SCI Certified Sales Trainer. Amy brings a decade’s worth of industry experience and knowledge to her sessions. She offers a wealth of real world experience developing and delivering training programs based on her impressive tenure managing, coaching and motivating new home sales professionals. As our premier SCI Certified Sales … Read More…
Posted in Article, Newsletter
View Comments
Why You?
Your prospect has seemingly endless possibilities in their search for the right product from the right person. For many, the search is long and tedious, and they’ll speak with countless sales representatives along the way. Will you win? Why? What will make you stand out? I’ve been learning some interesting applications lately in an out of the ordinary venue. On Sunday nights I have been leading a course through my church called, “Practical Advice for Tough Economic Times”. We deal mostly with people who are out of work or fear that they will soon lose their jobs. Many of these people are in despair over the search and are seemingly out of answers on how to land a job… any job. Now, if you know anything at all about me, you know that I relate virtually everything to the sales … Read More…
Posted in Article, Issue, May 12th 2012, Newsletter
View Comments
Caption Contest
This real Bed & Breakfast is the subject of this week’s caption contest. There’s an obvious one here. Submit your best caption in the comments selection below.
Posted in Funnies, Issue, May 12th 2012, Newsletter
View Comments
Persuasion and the Future
Great salespeople have the ability to show a customer what their future will look like when they make a purchase. Providing a vision of a bright future is persuasion in it’s best form!
Posted in Issue, May 12th 2012, Newsletter, Video
View Comments
Measuring Your Closing Quotient
As I’m sure you can tell from recent issues of this newsletter, I’m a big fan of Amy O’Connor’s sales philosophy of the Closing Quotient. Any sales professional who is interested in the advancement of their own performance would do well to really evaluate their own skills and where they score on the CQ curve. This message from one of Amy’s live sessions will show you how to do that.
Posted in Issue, May 5th 2012, Newsletter, Video
View Comments
The Objection Projection… Song!
Ok, I went a little “out there” on this one. First of all, if you haven’t read this week’s article The Objection Projection, then this song isn’t going to make much sense. Please click here to read it first. Alright, glad you’re back. After I wrote the article, I couldn’t get the title out of my head. So instead of fighting it, I embraced it. I hope you enjoy. Oh, and in case you feel like you just have to sing along, the tune is to “Dalmatian Plantation” from the old Disney cartoon. I don’t blame if you don’t remember it. I hope you enjoy the song anyway. Beware the objection projection. A problem deflection of yours. This issue correction’s a sale interception. The odds of rejection soars. Beware the objection projection. A “comfort confection” for show. You think its … Read More…
Posted in Funnies, Issue, May 5th 2012, Newsletter
View Comments
The Objection Projection
I was recently in San Diego looking at houses with my son, Kevin, and his wife, Amanda. With the market turning in favor of sellers—and with a little nudge from yours truly—they’ve decided now would be a good time to look for something to buy. As much as I love looking at homes, the sales trainer and sales critic in me comes out. But rather than me ramble on about the experience, here’s what Kevin had to say: “We pulled up to this one house with an immediately obvious… well, lets call it a ‘feature’. That feature was a close proximity to a freeway… a very close proximity. The house was nestled at the bottom of a hill, and just up at the top of the hill laid the 78 freeway. We could see the cars zipping past. It wouldn’t … Read More…
Posted in Article, Issue, May 5th 2012, Newsletter
View Comments
Way Back When… in 2011
How fast is the market changing? In some areas it’s lightening quick, like someone flipped the switch and opened the floodgates. * Ask salespeople you know in Phoenix and they’ll tell you the biggest problem is low inventory. * I talked to a salesperson in San Francisco who is selling WAY upper-end luxury condos, and buyers are swarming! * The city of Irvine, CA has an inventory of less than 500 homes…for a town of more than 200,000 people! * Similar stories coming in from Florida, the mid-Atlantic and Colorado. Things are changing, and it appears that they are changing quickly. You need to prepare your mindset accordingly. That means: * Sharing the message of market energy with enthusiasm * Updating your “Why Buy Now” message * Expecting a 50% sales pace increase from 2011 That last point is most … Read More…
Posted in April 28th 2012, Article, Issue, Newsletter
View Comments
What’s Your CQ?
In our video segment last week, I talked to Amy O’Connor about her philosophy of the Closing Quotient. This week Amy writes a guest post for us, further detailing this important concept, as well as how you can measure your CQ. _ What’s Your CQ? Amy O’Connor While IQ tests are designed to assess intelligence, and EQ tests measure one’s ability to identify, evaluate and control the emotions of oneself, of others and of groups, I believe that salespeople have a CQ or Closing Quotient measurement. When I talk about a sales person’s CQ, I am referring to a set of competencies and skills that drive performance and ultimately make deals happen. The CQ is a measurement, not just in success as it pertains to the raw numbers of your weekly sales report, but of your ability to drive a … Read More…
Posted in April 28th 2012, Featured, Issue, Newsletter
View Comments
Persuasion and the Perils of Inaction
Our responsibility to our customer is to prove to them that our product can improve their lives in a substantial way. In this video, I explain why that must happen sooner rather than later.
Posted in April 28th 2012, Issue, Newsletter, Video
View Comments
