Jeff Shore Blog | Sales Training Tips & Techniques Jeff Shore

Understanding the Buyer’s Backstory

One of the most common questions salespeople ask a customer when they walk through the door is some version of:...

Recover the Sale: How to Respond After Rejection

Let me ask you a quick question. When a buyer says “no,” what actually happens inside your head? I’m not...

How to Turn Dissatisfaction into Sales Urgency

In sales, many people think urgency is something we have to create. In reality, urgency already exists. It is simply...

Shore Consulting and Zonda Announce Strategic Partnership

Expanded relationship bridges Shore’s 2026 Sales & Marketing Leadership Summit and Zonda’s 2026 Accelerate conference, aligning and elevating two flagship…

Help Your Buyer Answer Their 3 Biggest Whys

Buyer Hesitation Isn’t Rejection, It’s a Confidence Gap You know what buyer hesitation sounds like. “We’re just not ready.” “We’re...

Be Bold in Sales: How to Fight Resistance and Win

Why Resistance Is Costing You Sales Have you ever stared at your phone like it was judging you? You’ve got...

Why You Should Never Beat Your Buyer to the Objection

Don’t Create Doubt That Doesn’t Exist When you try to “get ahead” of an objection, you often put fear in...

Cut Through Your Buyer’s #1 Fear: Why Their Timing Is Really Good

Why Are Buyers So Afraid of Timing the Market? In 2026, your buyer’s biggest fear is not buying the wrong...

Avoid the Incentive Trap That’s Costing You Sales

Are You Giving Up Control Too Soon? It happens faster than you think. A customer walks in, smiles, and says,...

Create Your Own Sales Momentum, Don’t Wait for the Market

How to Generate Momentum When the Market Won’t Give It to You Let’s talk about one of my favorite topics:...