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Episode #157: Sales in the Internet Age with Dennis O’Neil

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

Dennis O’Neil, author of Sales Actualization, talks with Jeff about the importance of the salesperson in the shopping process.  While the internet can offer information about products, it cannot provide the one item needed in the sales process – emotional connection.  Connection to a person, connection to the product and an understanding of how this purchase meets an emotional need. Dennis provides the insight salespeople need, to help customers make the right purchase decision.

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

[1:14] Reliance on the internet for purchases

[4:36] Sales and Marketing are different – Living in both worlds

[8:00] How marketing tees up sales

[13:03] Don’t get stuck in transaction facilitation

[16:06] Sales actualization

[21:29] The internet is getting smarter

[27:10] Providing meaning in the products that we purchase


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More about our guest Dennis O’Neil:

Dennis O’Neil is a leading Internet sales and marketing thinker and doer with 25 years on the frontline experience. Having personally experienced the advent of the Internet’s impact on the consumer-salesperson relationship, Dennis has long been fascinated by both its impact on how consumers buy and on the steady extinction of the salespeople who refuse to adapt and embrace change. When not pondering sales theory, Dennis leads the powerhouse team of creative marketing professionals at ONeil Interactive – a digital marketing firm headquartered in Maryland.

Links from today’s podcast:

Homebridge Financial 

Dennis O’Neil – O’Neil Interactive

Follow Up and Close the Sale

Sales Actualization: Outselling the Internet

Price: $14.95

12 used & new available from $5.98


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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.