Episode #075: Distinction Bias in Sales with Jeff Shore

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

Jeff Shore talks about something we all face as sales professionals – Distinction Bias.  When you customer starts comparing what you sell to that of your competitor, you need something that will distinguish you and set you apart.  How do you do that? Find out on today’s episode of The Buyer’s Mind.

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

[1:19] Example of buying a television

[2:23] Differences in how people purchase

[4:27] What is the Distinction Bias?

[5:36] Keeping the customer focused on what really matters

[6:50] Tip: Using “The Only” Technique

More about our host Jeff Shore:

Jeff Shore’s highly sought-after sales keynote speaker sessions inspire audiences across the globe to change their mindset and change their world.

As an in-demand sales keynote speaker, author and trainer for over three decades, Jeff has a unique ability to connect with audiences on a personal level and transform the way they look at what they do, inspiring meaningful and lasting change.

In a crowded field of sales keynote speakers and sales training programs, Jeff Shore stands out with his research-based “buying formula” methodology. Combining his extensive front-line sales experience with the latest leading-edge research into buyer psychology, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results.

Links from today’s podcast:

HomeStreet Bank

Jeff Shore

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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.