Episode #068: In Sales People We Trust? with Doug Fletcher

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

Doug and Jeff talk about the importance of respect in the purchase decision.  As a salesperson, we know that likeability leads to trust (from Robert Cialdini) but respect can lead you to long term relationships which can increase your sales over time.  How do you earn that respect? Learn all about it from Doug and his book – How Clients Buy.


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

[2:21] Thniking about trust

[6:29] Selling Yourself

[9:51] The Myth of Likeability

[17:16] Design Thinking

[21:55] Understanding

[24:23] Interest

[25:27] Respect and Trust

[31:25] Motivational Summary

More about our guest Doug Fletcher:

Doug Fletcher currently splits his time between speaking/writing/coaching on the topic of business development in consulting and professional services and teaching at the Jake Jabs College of Business & Entrepreneurship at Montana State University.  He also serves on the Board of Directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine. Prior to that, he was co-founder and CEO of North Star Consulting Group, a technology-enabled consulting firm that specialized in global web-survey projects. Earlier in his professional life, Doug served as a consultant with the management consultancy, A.T. Kearney, and was trained at General Electric in its leadership development program. He is a graduate of Clemson University and has an MBA from the University of Virginia’s Darden School of Business Administration.

Links from today’s podcast:

HomeStreet Bank

Doug Fletcher

Doug’s Book

Jeff Shore’s brand-new video series 10 Closing Truths.

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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.