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Episode #181: Virtual Selling with Jeb Blount

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

Jeb Blount joins Jeff to talk about the new sales reality.  Virtual tours, video calls, online showrooms are all just scratching the surface of what sales has become and will probably remain.  As your customers become accustomed to these methods of sales, are you embracing them? Change can be hard but the sooner you embrace change the easier it is for both you and your customer.

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

[1:14] The path to creating Virtual Selling

[5:31] The response to challenging times

[11:30] Will customers accept virtual buying?

[18:42] In video sales call, you’re the entertainment

[24:32] How do you pick your method of communication?

[31:17] Adjusting to the new reality


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More about our guest Jeb Blount:

Jeb Blount is a sales acceleration specialist and the author of eleven books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, Objections, INKED and his latest book Virtual Selling. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities.

Links from today’s podcast:

Homebridge Financial

Jeb Blount 

Follow-Up and Close the Sale


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About the Author: 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.