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

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

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About the Author: Jeff Shore

Jeff Shore
Jeff Shore is a highly sought-after sales expert, speaker, author and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "The Keys to Unstoppable Sales Success: 8 Mindsets of Elite High-Achievement Salespeople" is now available. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.