By Jeff Shore

I was the National Sales Director for one of the largest homebuilders in the United States. I was raised in a Business-to-Consumer environment. Trust me, I understand the emotion-based sale!

To be honest, I always wondered whether I could fluently speak the Business-to-Business sales language (or at least toss in enough jargon to fake it!) I mean how much emotion can really go into a business decision? Turns out quite a bit, actually.

Is there that much of a gap? Is the sales environment between these two worlds really that different?

The answer is yes. And no.

The Emotional Component of …

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Excerpted from “Be Bold and Win the Sale” By Jeff Shore

“Destiny is not a matter of chance: it is a matter of choice.
It is not a thing to be waited for: it is a thing to be achieved.”
~William Jennings Bryan

 

I know, I know…the fact that there is a part 2 to something called “It’s NOT complicated” sort of begs the question: So Jeff, if it’s “not complicated,” why couldn’t you explain it all in part 1? My answer is this: I did explain it all in part 1, but now I want you to meet Bill. Perhaps Bill will remind …

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Excerpted from “Be Bold and Win the Sale” By Jeff Shore

“The world turns on our every action, and our


every omission, whether we know it or not.”
~Abraham Verghese, Cutting for Stone
 

The world is a complicated place. Life is a complicated thing. Cognitive behavioral therapy (CBT), on the other hand, is not so complicated. Let’s apply the K.I.S.S. approach to cognitive behavioral therapy…not because I think you’re stupid, but because, as said, the world and life is complicated enough. Here’s the Keeping It Simple definition:

The two components of CBT are our thoughts (cognition) and our actions (behavior). CBT is about training yourself …

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By Jeff Shore

I recently experienced an interesting study in human dynamics while working with a team of forty sales professionals in Florida. The group was a blend of seasoned veterans and newbies. I presented them with an exercise that required them to practice sales conversations out loud. The newbies were totally into it. The veterans, on the other hand, did not engage. They checked their cell phones. They joked with one another. They pretended to be writing things that suddenly had to be written down, right that minute. In a very civil but very blatant way, they entirely rebelled …

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From the bottom of my heart, I want to thank you SO MUCH for the success of Be Bold and Win the Sale.   The book has caught fire like I could never have imagined and I am so grateful to you for that.  People are sharing their AMAZING boldness stories and I can’t wait to hear more!

I took such a shine to the success of Be Bold that I just knew I had to follow it up.  So, off the top of my head, I sprouted the idea for a SECOND book to help you win the sale!  And I …

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An excerpt from “Be Bold and Win the Sale” by Jeff Shore.  Available now.

I have had to come to grips with an unpleasant reality over the last several years: I’m not as young as I once was, and my body can no longer perform the superhuman feats I once imagine it did.

A few years back, I was invited to take part in a pick-up soccer scrimmage, a “friendly” event at a local high school on a Saturday morning. What I was not told was that this game matched a bunch of hacks like me against the varsity soccer team from …

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The Failure Fist-Pump

Allsport-Andy-Murray-Fist-Pump-ay-10-US-Open_1167760

By Jeff Shore

I know it’s hokey. Sue me.

When I’m coaching sales professionals in a workshop, I encourage a very specific action whenever the attendees stumble, fumble, stutter, forget their lines, say “uhhhh,” or just completely stop out of frustration and discomfort. I encourage a fist pump in response to all of these. That’s right, I encourage fumbling sales professionals to make a fist, raise it to shoulder level, pull it down hard and say, “Yessss!”

My reason for having them celebrate failure in this way is that it will help them build the habit of welcoming failure.  Because failure is …

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By Jeff Shore

Have you seen the amazing video of a Wheel of Fortune contestant making an extremely lucky guess….and winning $45,000 in the process? It’s really worth the watch – take a look.






I’ve watched that video a couple of times to determine how much was luck and how much was skill. I’m going with 99.5% luck. I mean, really…

Now consider your own sales presentation. How often do you guess at a customer’s needs, hoping you get it right? Happens every day in the world of sales. In fact, every time you share a feature that is not specifically tied to …

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By Deb Calvert

It starts in an idyllic setting of serenity and smiles. But you know there is something lurking, something sinister, something terrifying just around the corner. Cue the music, note the change in mood lighting, and look out! The monster is just about to emerge from the shadows.

Horror movie classics all follow this formula. The main difference in each is simply the monster; whether it be Dracula, Frankenstein’s creature, the Werewolf or Freddy Krueger. They all play their villainous roles a little differently, but they all end up with the same results. In their wake, the townspeople live in …

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Intent vs Technique

intention

Excerpted from “Be Bold and Win the Sale” By Jeff Shore

If your intention is flawed,
the best technique in the world will not save you.
 

Why do top sales performers do what they do? Why do they eagerly pursue business that other neglect? Why do they pour so much into their client relationships? Why and how do they move forward when others stop? There has to be an underlying purpose behind the actions of success.

We all know that having the right intention—the correct purpose—drives us toward success. We also know that proper technique is critical to accomplishing that purpose and intention. Here …

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You've made the right choice!

Shore Consulting looks forward to partnering with you for more profitable success!

We want to hear from you!

To connect with us directly, please contact Cassandra Grauer at 530-558-9109 or email her at cassandra@jeffshore.com.






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