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Why Your Buyers Try So Hard NOT to Like Salespeople

Buyers hold a predetermined expectation of what it means to work with a salesperson. So how can we strategically shift their paradigm?
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How to Transform Role-Playing Into Mastery Building

Sales people struggle with role-playing because they are put in positions of glorified public failure. So let's redefine role-playing.
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How to Make a Deal With Your Entitled Customer

Some customers really dish it out to grind you down into a lopsided deal. I encourage you to tactfully and professionally dish it back!
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Craft a Cultural-Identity Message That Employees Will Want to Repeat

A company’s identity message is not a phrase taken from its mission statement or even the tagline we hear in its advertising.
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3 Ways You Can Avoid Becoming a Nuisance to Your Customer

Customers react to a pesky salesperson the same way they react to a mosquito: they run away! Here are three ways to avoid becoming a nuisance.
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How to Find Your Motivation + Demonstration Connection

Why do you do what you do? A people-first paradigm will radically refocus your purpose. And, in return, deliver transformational results.
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What You Can Learn From Zappos About Creating Customer Loyalty

It’s a simple idea, really: aim for loyalty and the dollars will follow. It makes so much sense, and yet and is so elusive.
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Are You Hiring Salespeople Who Are Hungry for Knowledge?

“I can sell anything! I always exceed quota! I am easy to manage... a self starter…" Sounds familiar, but is it really the recipe for success?
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How You Can Leverage the “Why” Behind a Customer’s “What”

How many sales presentations actually made you want to continue the conversation? One? None? So...why is that?
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These 10 Peter Drucker Quotes May Change Your World

My new article on is out now!
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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

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