Interview: Sales Gravy
Rose Dukes, Marketing Manager for Sales Gravy, would like to introduce Jeff Shore in this Featured Interview.
He doesn’t just teach you how to sell, he shows you how to change your mindset and change your world.
His latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, has hit the market and can be purchased through Amazon.
Rose Dukes: Jeff, thank you for taking the time to speak with us today. Please, tell us how you got started in sales. Was it something you sort of “fell into”?
Jeff Shore: I fell into sales. Someone told me I …
By Gary Ryness
Years ago, as a boys baseball coach, I learned some valuable lessons that have helped me tremendously as a leader. The lessons I learned apply universally to leadership positions: once you figure out who your players are, what to teach, and how to teach, then you can spend time trying to inspire and motivate. An inspired and motivated idiot is still an idiot. Ben Hogan used to say “practice does not make perfect, it just makes things permanent.” Perfect practice is what we all aspire to on the road to mastery.
Between 1983 and 1996, I managed Little League …
By Jeff Shore
Every customer is on a mission to improve their life.
Understand their mission, and you will make the sale.
People don’t buy a computer; they buy greater productivity.
People don’t buy an elliptical; they buy improved fitness and better health.
People don’t buy a shovel: they buy a hole.
What so-called “value points” are you dumping onto customers without considering their endgame? A customer’s ultimate goal is not a product but a change and improvement to their life. The act of purchasing is the means by which they achieve this.
So, ask yourself, “What is the customer really buying here?” in regard …
By Deb Calvert
The chorus of this top 40 hit (in 1979) goes as follows:
Cruel to be kind in the right measure
Cruel to be kind it’s a very good sign
Cruel to be kind means that I love you
Baby, got to be cruel, you gotta be cruel to be kind
In selling, there may be some truth to these lyrics.
But no one wants to be cruel, and sellers often shy away from talking to buyers about pain points for this very reason. What they miss by avoiding the questions that would reveal and perhaps magnify pain is that they are not really being …
Lost your mojo? Feeling more like life is living you vs. you living it? Forgot how to carpe your diem? Here are eight inspiring quotes to remind you that the best version of your life is fully available to you for the making and the taking!
1. “I do not try to dance better than anyone else. I only try to dance better than myself.”
~ Mikhail Baryshnikov
2. “Between stimulus and response there is a space. In that space is our power to choose our response. In our response lies our growth and our freedom.”
~ Victor E. Frankl
By Jeff Shore
“Practice is the hardest part of learning,
and training is the essence of transformation.”
I love the Olympics. Winter, Summer – doesn’t matter. I love the Olympics because I love to see people make exceedingly difficult things look extraordinarily easy to do.
Downhill skiers top eighty miles per hour. I get scared going seventy on the freeway. Snowboarders flip four times in the air. I couldn’t roll over on the ground four times without getting winded. Speed skaters wear 17-inch blades (a foot and a half!) and then skate within millimeters of their competitors. I’m nervous when …
An excerpt from “Be Bold and Win the Sale” by Jeff Shore
Available from McGraw-Hill Business
In a query to salespeople, I asked for a definition of boldness without looking anything up. In no time at all I was swamped with responses; here are several of the answers I received:
• Courage to go beyond and push further than you think you’re even capable.
• The ability to be the best version of your true self, without regret.
• A determination to act to achieve the best possible outcome without fear or doubt.
• Moving forward with conviction in the face of everyone retreating.
• The courage …
A Message for Sales Executives Everywhere From Jeff Shore
“A positive attitude causes a chain reaction of positive thoughts, events and outcomes. It is a catalyst and it sparks extraordinary results.”
I was recently discussing effective sales meetings with Ryan Taft, one of the (outstanding!) trainers on the Shore Consulting team. He described the sales meetings hosted by one of his former managers as a weekly event that he had entitled, “Come to the Meeting to Get Your Beating.”
Ouch! But, that’s the way Ryan saw this weekly gathering and he was accurate in his assessment of the meeting turned …
By Deb Calvert
Sales professionals, you know I love you. But, there are some things you do that really irritate me when I am your buyer. You upset me when you do these things because I know you’re better than that.
I want to give you the benefit of the doubt, hold onto the hope that you just slipped a little bit. I don’t want to believe that these irritating little things you do are habitual. I want to think, instead, that you just momentarily forgot.
But then you go and do it again. My patience wears thin. Pretty soon, I have to …
Lee Salz has provided a comprehensive resource for how to hire and onboard the right people in the right way. Hire Right, Higher Profits is an outstanding resource for any sales leader who is looking to top grade the sales team.
Lee Salz’s “Revenue Investment” concept appears throughout the book, and it anchors the thinking process that managers must adopt. Performing the “Revenue Investment 360” exercise (Chapter 4) will save sales leaders from wasted time, squandered money, and massive amounts of pain and frustration. The “Revenue Investment Evaluation Program” (Chapter 7) is smart, comprehensive, and easily applied (I wish I had …