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Episode #044: Persistence with Iain Swanston

In This Episode of The Buyer’s Mind with Jeff Shore:

Iain Swanston and Jeff talk about the importance of persistence for sales professionals, not pestering.  If you’ve got something that adds to your customer’s life, then you should be contacting them and sharing it with them, whether by text, e-mail or even a phone call.  However, if you’re contacting them with information that doesn’t help them with their mission, you’re probably just pestering them.

 

 

Topics we’re going to cover on today’s podcast:

 

[2:01] Quote of the Day

[5:00] Sales Tip of the Day

[8:52] How Iain Swanston got started

[14:02] Is sales the same the world over?

[17:11] Does it make a difference in Eastern vs Western thinking?

[19:03] Why is lead follow-up still a problem?

[23:35] Follow-up vs. Pestering

[28:08] Learn more about Klozers.com

[34:18] Motivational Summary

 

More about our guest Iain Swanston:

Iain Swanston is a 30 year sales veteran, an expert sales strategist, and an experienced sales coach. Ranked 4th globally on Twitter for Sales Performance in August, September, October & November 2014 by Leaderboarded, Iain is at the cutting edge of thought Leadership in the sales community. With a track record in implementing Sales Process, Sales Methodology, Best Practice in Business Development and Account Management Iain has worked across many industries selling a diverse range of products in different markets.

 

Links from today’s podcast:

Homestreet Bank

Iain’s website

Klozers


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About the Author: Jeff Shore

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.