Episode #083: Do Sales People Really Matter? With Kelly Riggs

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

Kelly Riggs, author and speaker, shares his insights with Jeff about the importance of the sales person. After all if sales really just a matter of having the right information, then the internet would be the only place people buy things.  No fuss, no muss. Would it surprise you to learn that the sales professional is the single biggest factor in someone’s purchase decision? More than the product, the quality of the product, or the solution the product offers your customer? Kelly Riggs shares why on this episode of The Buyer’s Mind.

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

[1:05] The value of sale people

[5:55] Who is Kelly Riggs?

[9:55] What does the typical consumer think of salespeople?

[17:09] The changing role of the sales professional

[23:28] The importance of likability and trust

More about our guest Kelly Riggs:

A highly acclaimed platform speaker, Kelly Riggs is recognized as a dynamic thought leader in the fields of leadership, sales development, and strategic planning. He is a business performance coach for executives and companies throughout the United States, working with organizations that range in size from $3 million to over $5 billion in annual sales revenue.

​A national award-winning sales representative and sales manager, Kelly has spent the last nineteen years teaching and training organizational leaders in sales and executive management.

He has written two books: 1-on-1 Management™: What Every Great Manager Knows That You Don’t (2008), and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales (2013).​

Links from today’s podcast:

HomeStreet Bank

The BizLockerRoom

The Premier Event for Real Estate Sales Leaders in North America

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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.