Episode #086: The Unique Sales Experience Pt 2 with Scott McKain

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

Scott McKain and Jeff talk about the four cornerstones of what it means to be ICONIC. While it’s easy to think of some large iconic companies, being ICONIC is something you can do through your thoughtful approach to sales. Being so good at what you do, that you become the standard by which all others are measured.


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

[1:23] Using video to stand out

[4:15] Being so good, you can’t be ignored

[6:09] The four cornerstones of distinction – First Clarity

[7:57] Second – Creativity

[12:25] Third -Communication

[14:01] Fourth – Customer Experience Focus

[20:02] It’s about your customer’s why and your how

More about our guest Scott McKain:

Scott McKain is a globally recognized authority on how iconic organizations and professionals create the distinction required to attract and retain customers and employees — and stand out in a hyper-competitive marketplace.

His latest book, “ICONIC: How Organizations and Leaders Attain, Sustain, and Regain the Highest Level of Distinction” was recently released to rave reviews.

The first edition of his book, “Create Distinction: What to Do When ‘Great’ Isn’t Good Enough to Grow Your Business” was named by thirty major newspapers (such as the Miami Herald) as one of the “ten best business books of the year.” He is the author of three Amazon #1 business bestsellers.

His expertise has been quoted multiple times in USA Today, the New York Times, Wall St. Journal, and International Herald-Tribune. His commentaries were syndicated on a weekly basis for over a decade to eighty television stations in the U.S., Canada, and Australia – and he’s appeared multiple times as a guest on FOX News Network. Arnold Schwarzenegger booked him for a presentation at the White House with the President in the audience, and Scott played the villain in a movie named by esteemed critic Roger Ebert as one of the “fifty greatest movies in the history of cinema,” directed by the legendary Werner Herzog.

With a client list that represents the world’s most distinctive companies – like Apple, SAP, Merrill Lynch, BMW, Cisco, CDW, Fidelity, John Deere and literally hundreds more – Scott McKain was honored with induction along with Zig Ziglar, Seth Godin, Dale Carnegie and just twenty more in the “Sales and Marketing Hall of Fame.” After thousands of presentations in all 50 states and 23 countries, he was honored with membership in the “Professional Speakers Hall of Fame.”

He is broadly recognized as one of the most iconic platform presenters in the world — moving Scott’s hometown of Crothersville, Indiana to recently announce they are renaming the community’s main street as “Scott McKain Way.”

Links from today’s podcast:

HomeStreet Bank

Scott McKain


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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.