Episode #056: What Your Customers Think About Change with Marcia Reynolds

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

Dr. Marcia Reynolds and Jeff talk about the difficulty of change.  Buying something new means something is changing in our customer’s life.  However, some people welcome change and others find it difficult.  The role of the sales professional as a trusted counselor is what can make the difference in helping with the idea of change.




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


[3:57] Quote of the Day

[5:30] Sales Tip of the Day

[8:32] Why is change so hard for some people

[12:18] Assuming people are just like you

[16:08] Understanding why some people are scared

[22:07] How important is trust when challenging someone’s belief’s

[34:34] Motivational Summary


More about our guest Marcia Reynolds:

Dr. Marcia Reynolds, Master Certified Coach, is fascinated by the brain and what it takes to create powerful connections and conversations. She has worked in 36 countries, reaching thousands of people worldwide. Prior to starting her own business, she worked as an International Sales Training Manager for a global computer firm and then helped to take a semiconductor company from near bankruptcy to the top IPO in 1993. Global Gurus 2017 ranked her in the top 5 coaches in the world. Interviews and excerpts from Marcia’s best-selling books Outsmart Your Brain and The Discomfort Zone: How to Turn Difficult Conversations into Breakthroughs have appeared in many places including Fast Company, Psychology Today, and The Wall Street Journal.


Links from today’s podcast:

Homestreet Bank 

Marcia’s website 

Outsmart Your Brain: How to Master Your Mind When Emotions Take the Wheel

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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.