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Episode #096: Controlling the Emotional Altitude in the Sales Process with Jeff Shore

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

Buying is an emotional process, which is then triggers the brain to craft a logical story to support the emotional response to a purchase decision. When a customer is feeling an emotion, it is the worst time to remind them of your product’s features.  As a sales professionals, we serve our customers best by embracing their emotions and avoid dragging them into a logical discussion. In this episode, Jeff reminds us to keep the emotional altitude high in order to win the sale.

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

[1:00] How important is the energy of the salesperson?

[1:27] High energy vs positive energy

[1:57] Our positive energy helps our customer’s emotional altitude

[3:55] The Problem: Demonstrations usually lack emotional energy

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:

HomeStreet Bank 

More about Jeff Shore

Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance

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About the Author: Jeff Shore

Jeff Shore
Jeff Shore is a highly sought-after sales expert, speaker, author and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "The Keys to Unstoppable Sales Success: 8 Mindsets of Elite High-Achievement Salespeople" is now available. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.