Author: Jeff Shore

Closing Dirty Words

Why is Closing Such a Dirty Word?

If you want to disrespect your customer, try this: force them to ask you the buying question. Wait for them to come to you – hat-in-hand – asking permission to buy. Talk about discomfort for your customer. The job of the sales professional is to make it easy for the customer to buy. Forcing them to ask the question is anything but easy.

Read More

Young Person Dreaming

We’re All In 1 of 3 Groups, What Group Are You In?

I recently had the great privilege to speak to students in an economics class at Antelope High School in the Sacramento area. The subject was “Entrepreneurialism – What it is and Why it Matters.” The most enjoyable part of the class was the Q&A time. It was quite a revealing discussion that essentially divided the class into three groups.

Read More

Business man with checkboxes over blue background

3 Priorities for Your Brand New Sales Managers

Like most people, I was thrown into the sales management fire. I was a success in sales and someone saw leadership potential. Next thing I knew I was sitting there with new business cards that said “Sales Manager.” (Training complete.) Sound like your journey? It is a very common path. Here is a list of 3 priorities for undertrained sales managers.

Read More

Engage Customers Emotionally

3 Ways to Engage Your Customer Emotionally

The Problem: sales demonstrations based on facts and features. The Conflict: customer’s make purchase decisions based on emotions. In fact, take emotion away and a customer literally cannot make a decision. Here are three ways you can engage your customers emotionally.

Read More

Positive Outlook

Here’s How Positivity Makes You a Better Salesperson

There is an aura to positivity – an undefined and highly contagious energy. We gravitate to positive people. We’ll even pay for positivity. Salespeople share many similar attributes, but a common thread among the sales elite is an infectiously positive outlook.

Read More

Price Fixation

3 Ways You Can Conquer Customer Price Fixation

What is it about customers that causes them to fixate on price? I mean, you have a great product and outstanding service – don’t they care about these things? Many factors are actually at play in this situation. But for this discussion, we’ll look at three key issues, all of which come in the form of cognitive biases – or mental inclinations.

Read More

Dreaded Meeting

Is It Time to Completely Rethink Your Sales Meetings?

In the past, so-called sales meetings were often negative, punishing, and entirely unbearable. The atmosphere was totally toxic and by the time the meeting ended the salespeople were horribly deflated. Thank goodness we’ve evolved, right? Right? Here’s a question for all you sales leaders. What would your salespeople say about your sales meetings?

Read More