Jeff Shore

Hard at Work I hope you’ve been enjoying this look back at our “From the Vault” series, and I hope you’ve been able to learn some new lessons from old videos. I’ve got my head down and my nose to the grindstone working on my latest book, but I promise we’ll have some fresh new content out for you here very soon. In the meantime, please continue to point out to me all the differences between today and four years ago. A man can get a lot grayer in four years; just ask any president. Whether you sell homes, cars, jewelry, luxury services, or any big ticket item, chances are you are not the only salesperson a customer will run into in their search. You have competition and the customer won’t give you any more attention than they give anyone … Read More…

Old Video, Timeless Lesson A lot of you got a kick out of seeing one of my old videos last week. Way back then, I didn’t know that a black muslin sheet or a high school portrait backdrop didn’t make for the world’s most interesting or engaging set pieces. Regardless, I found another old video with a great lesson for this week. I recorded this video way back in June of 2009 for salespeople in the new home industry. But in reality, this messages holds merit for any salesperson who considers themselves a trusted adviser to their customers. Nobody wants to be thought of as a “pushy” person. But the truth is, there are appropriate times when a little push is exactly what some customers need.

Who’s That Guy?! I decided to take a nostalgic trip down memory lane recently, and I found a lot of my old newsletter sales tip videos. Look at the guy in that video! Remember when I had hair?!?! Please enjoy some of these videos from the archive. And definitely enjoy that awesome fake plant in the back ground! In this video from 2010, I shared a best practice for how we handle objections. Remember, when a customer brings up an objections, they’re not just coming up to you because they want to complain. They are looking for your help. And the only way you can provide the help is if you fully understanding what’s troubling them. The video may be old, but the lesson is timeless.

Never Stop the Sale In our discussion of the Maximum Market Share Mindset, we’ve been talking about how you can get more than your fair share of sales. You get more by deserving more, by outperforming the competition and by being at the top of your game. Now, that doesn’t mean you’re going to get every sale. Even top performers see prospective customers walk out the door. But the difference is this: Top performers are never at fault when a customer walks away without buying. Top performers take every sale as far as it will possibly go. And if the sale stops, they aren’t the one who stopped it. Your job is to take the sale as far as it will go. Your perseverance will go a long way towards obtaining more than your fair share. P.S. Click here to … Read More…

High Energy, High Emotion Are you passionate about your product? I hope the answer is “yes” because if you aren’t passionate about what you sell then you’re going to have a heck of a time trying to get other people to be! People (not just customers) gravitate towards other people who demonstrate high levels of passion and excitement. We are attracted to that dynamic energy in others, we respond to it, and (most importantly) we ADOPT it and reciprocate it! Energy is contagious. So there’s no reason to sit around waiting for someone to come in who is already excited. YOU BE EXCITED. Your high energy and passion and emotion will carry them through to the sale! Have a great weekend! P.S. Click here to begin The Maximum Market Share Mindset Series from the beginning.

Know What You Don’t Know The sales people who get more than their fair share of sales know something important: They know what they don’t know. They know that when a customer first walks in the door, that customer comes with a story to tell. And uncovering that story can make all the difference. Every customer is on a mission to improve their lives. There is element in their lives that isn’t working for them and that’s why they need your help. Effective sales people understand that if you don’t know what the element is all you can do is pitch your product, you can’t truly sell it. Learn to understand your customer’s mission on a far deeper level than you currently do. It’s the best way to change their world! P.S. Click here to begin The Maximum Market Share … Read More…

Take Off the “Sales Hat” As salespeople, what do we think when we see a customer? We think “Potential buyer.” What does a customer think when they see us. Well, possibly they think “Person who will try and take all of my money.” That’s a big gap to overcome as a starting point of our interactions with a customer! This is why establishing a Relational Connection with every one we meet (customer or not) is so crucial. Before you can think about selling to someone, you must first gain their respect. Forget the traditional buyer-seller standoff. This is one person talking to another person. It may take practice, but the results are powerful! And click here to catch the beginning of The Maximum Market Share Mindset Series.

You don’t have to be the world’s greatest salesperson to get a sale. Every once in a while, a sale is going to come to you whether you work hard for it or not. But, as I’m sure you’ll agree, to get more than incidental sales, you have to put in the work. For the next few weeks we are going to be talking about the Maximum Market Share Mindset: what top performers do to get more than their fair share of sales. The first attribute of top performers we are taking a look at is full engagement. Top performers never pay partial attention to their customers. They eliminate their mental distractions and concentrate their full focus on their buyer. Check out more in this quick video.

I love being the bearer of good news. And I have something should definitely lift your spirits. Remember that tough, lousy, stinking housing market we survived a few years back? Well, not only did you come out the other side of it, but you earned something incredibly valuable: EXTREME BRAGGING RIGHTS! You have the industry sob-story trump card! I shared this phenomenal upside of working through a tough market at last year’s Sales Leadership Summit. Check it out below and enjoy! Congratulations my fellow obnoxious survivor! Let’s all be insufferable together! Have a great week!