Quick Tip: 50/50

Be careful of a big problem in sales that gets little focus: paying attention more to one person than to the other. Example: you have a husband and wife looking for a home. You connect with him a lot and her a little (or vice versa). Your attention naturally goes to the person with whom you feel a stronger connection. This can serve to alienate the other party.

The secret is to not let you emotions dictate the strategy. Pay 50/50 attention to both people. Make it a game to bring that lagging person around, to build that relationship up even if it takes a little time. Everyone wins!


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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.