Episode #110: The Importance of Value in Sales with Dina Dwyer-Owens

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

Dina Dwyer-Owens, the ambassador for Neighborly, talks with Jeff about how values plays a role in sales.  Sales can only be made when someone trusts you and believes that what you have to offer has value to them.  That means your customer must believe that you have integrity. In this episode of The Buyer’s Mind, find out how Neighborly, a company of 22 franchises and sales of over $2 billion, practices and trains values of R.I.C.H.  Don’t know what R.I.C.H. is? Find out in this episode.

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

[00:57] How do we listen?

[2:59] How important is it to listen?

[5:13] Overriding principles of how you take care of your customer

[6:30] What is R.I.C.H.?

[8:33] Integrity

[10:18] Customer Focus

[11:17] Having Fun in the Process

[13:04] What is Neighborly?

[17:38] How do you teach sales?

[26:52] How do you define integrity?

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More about our guest Dina Dwyer-Owens:

Dina Dwyer-Owens is the Brand Ambassador of Neighborly (formerly Dwyer Group). America also knows her for participating in CBS’s Emmy-winning hit reality show “Undercover Boss.” Dina is a certified franchise executive with more than 35 years of industry experience, 15 years as CEO of Dwyer Group. That business, known now as Neighborly and headquartered in Waco, Texas, is the world’s largest parent company of 22 home service brands and nearly 3,700 franchise owners in nine countries. Dina is the author of two books: Live R.I.C.H. and Values, Inc. that both share her global message for living and leading with a proven code of values. To purchase these books, visit Values-INC.com. And to receive a discount on Neighborly services, visit GetNeighborly.com/Special4U.

Links from today’s podcast:

Dina Dwyer-Owens


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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.