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Episode #160: The Psychology of Fear in Sales with Anthony Iannarino

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

Anthony Iannarino and Jeff talk about the power fear has in the sales process.  As a sales professional you can make the difference in your customer’s emotional state.  You can give them confidence in their purchase decision or if you’re unsure, that emotion will also transfer to your customer.  In uncertain times, our brain wants to protect us from anything that might seem to be a threat. Be the salesperson who is a trusted advisor and make a difference in your customer’s life.

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

[1:24] Listening in on conversation

[3:15] Dealing with the fear in our society

[9:42] Fear of being out of control, the unknown – handling anxiety

[14:41] Economic fear repeating itself

[23:21] Confidence is the sum of belief and mastery

[27:11] What are you reading?


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More about our guest Anthony Iannarino:

Anthony is a speaker, author,  and sales leader. He has published three books, The Only Sales Guide You’ll Ever Need, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, and Eat Their Lunch: Winning Customers Away from Your Competition. He publishes a daily blog post at www.iannarino.com.

Links from today’s podcast:

Homebridge Financial

Anthony’s website

Eat Their Lunch: Winning Customers Away from Your Competition

Price: $13.99

1 used & new available from $13.99


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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.