Episode #069: Persistence Pays with Jeff C West

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

Jeff C West, author of The Unexpected Tour Guide, talks with Jeff about the importance of persistence.  When a sales professional first starts in this business of sales, there are lots of things you don’t know.  Learning how to connect with your customer’s emotions is one of the more important lessons. It doesn’t happen overnight but once you learn this skill, you’ll be on the road to sales success.


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

[1:48] The Status Quo Bias

[4;07] Sales Tip of the Day – Paint a picture of the future

[6;21] Meet Jeff C West

[8:45] Fusion Points explained

[12:36] The true value proposition

[18:56] Rely on stories of customers

[21:26] The Unexpected Tour Guide

[25:05] The hot seat

[29:40] Motivational Summary

More about our guest Jeff C West:

Jeff C. West is the author of the heartwarming sales parable, The Unexpected Tour Guide, winner of the Axiom Business Book Awards Bronze Award in the Business Fable Category and the recipient of kind endorsements from bestselling authors such as Bob Burg, Brian Tracy, Tom Hopkins and Susan Solovic, THE Small Business Expert as seen of Fox Business Network.

Jeff has been a quoted source for Sales and Marketing Management Magazine, the National Federation of Independent Business and Peak Sales Recruiting.

After over three decades in sales, sales leadership and business ownership, (including 20 years in field sales management with the Fortune 500 Insurance Company – Aflac)  Jeff now travels the USA as a keynote speaker, as well as a sales and organizational leadership trainer.

Links from today’s podcast:

HomeStreet Bank

Jeff C West

Free e-book copy of The Unexpected Tour Guide – Text “fusion” to 66866

Free PDF to creating Fusion –

How I Raised Myself from Failure to Success in Selling by Bettger, Frank (2003) Paperback

Price: $7.64

4.5 out of 5 stars (15 customer reviews)

36 used & new available from $3.68

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.