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3 Reasons Why Should You Attend the Closing 2.0 Academy

Do you know which skill sales people have the most trouble with? Without question, it is asking for the sale. At Shore Consulting we have a goal to help sales people reverse that. Our goal is to make asking for the sale a natural, easy and collaborative process. That is why we created the Closing 2.0 Academy.

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Stretch Your Brain

Need to Reboot Your Sales Career? Stretch Your Brain

Maybe you’ve felt this, you haven’t stopped selling, but like the classic B.B. King song says, the thrill is gone. You do the same thing day in and day out. You might be in a rut, and rarely do we naturally, smoothly, and slowly come out of a rut. Here is one solid strategy to follow to get out of that rut.

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Showing Interest

Want to Be a Better Closer? Show That You’re Interested

Think about the people you most enjoy talking to, that you respond best to and open up most easily to, regardless of how well you know them. What is it that makes you want to talk to them? It is that they show a sincere interest in you. Imagine if you were that sincere in your interest of your customers.

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Increase Trust

3 Ways to Increase Your Customer’s Trust in You

Customers lie all the time, but why? I posed this question to an expert on a recent podcast recording. Steven Gaffney specializes in this sort of thing. I asked him straight up – why do customers lie? Gaffney suggests that the core issue is not moral depravity but rather fear. Customers lie because there is an underlying fear issue.

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Pre Qualifying Customers

Why You Need to Stop Qualifying Your Buyers So Early

Meet, greet, qualify and repeat. Sound about right? This is sequence most sales people use when meeting a buyer for the first time. But Amy O’Connor says, if a buyer is in front of you, talking to you, give them the courtesy of believing that they are a ready, willing and able buyer until you discover otherwise.

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Closing 2.0 Blog

5 Signs You Need To Update Your Closing Skills

When you think of the typical sales person closing someone, what’s the immediate image that pops into your head? For Ryan Taft, it’s Alec Baldwin and his “coffee is for closers” speech. Or as Ryan calls it, Closing 1.0. But what if closing was something you did for your customer? Wouldn’t that be more effective? Of course, and we call it Closing 2.0.

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hinder sales

4 Belief Issues That Can Hinder Your Sales

Whenever you find yourself dealing with poor sales performance, you can self-diagnose your issue by looking at the formula for confidence: BELIEF + MASTERY = CONFIDENCE. Ryan Taft sees belief issues in these four categories on a fairly consistent basis.

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Mental Game Film

2 Questions to Ask When Reviewing Your Mental Game Film

Professional athletes watch their performance after the fact to see what they did well and what they could improve upon. I think that salespeople should do the same thing, but we tend to wrap up a sales conversation and immediately go back to our last task or our next assignment. Why not take just 30 seconds to review some game film?

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