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Episode #156: Follow Up: Conquering Discomfort with Jeff Shore

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

The number one job of your brain is to keep you alive.  While that is very important, the brain can also manufacture danger where there is no danger.  Sales professionals don’t have the luxury of avoiding discomfort – even if the brain says that discomfort is dangerous.  Fighting that natural instinct and pushing past your discomfort is what gets you the sale. Jeff will show you how in today’s episode.

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

[1:19] Follow up is uncomfortable

[2:52] What is the #1 job of the brain?

[4:27] Set aside time early in the day to follow up

[5:55] You can decide in advance to follow up


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More about our guest 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:

Homebridge Financial

5 Minute Sales Training

Follow Up and Close the Sale

More about 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.