Get Inside The Buyer's Mind
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What is The Buyer’s Mind?

Jeff Shore is not only an expert in sales but a student of the psychology of why a buyer buys. If you can figure that out, then you can reverse engineer the way you sell to make it easier for your customer to buy. The goal of the Buyer’s Mind podcast is to help make you holistically better, not just better educated.

Why Listen to the Buyer’s Mind?

  1. The show is always interesting.
  2. We make the topics approachable.
  3. We take our topics seriously, ourselves – not so much.
  4. Experts, in areas you might not have considered.
  5. You’ll walk away motivated.

Transcript

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So what exactly is happening in your buyer’s mind? There’s more going on than you think. Stick around.

Welcome to The Buyer’s Mind where we take a closer look deep inside your customers’ decision-making mechanisms to reverse engineer the perfect sales presentation. Now, please welcome your host, Jeff Shore.

Jeff: Welcome everyone to The Buyer’s Mind, a podcast where we crawl inside the brain of your customer and try to figure out how a purchase decision gets made, but from your customer’s perspective. Now look, here’s the premise. If I can understand the way that a customer makes a decision, I can reverse engineer my sales presentation to make it easy for them to do just that. And, really, that’s what we do in sales and marketing. Is it not? We make it easy for the customer to buy.

My name is Jeff Shore. I’m a speaker, author, consultant, written six books, spoken all around the world. I’m basically a sales wonk, okay. I love sales. My expertise really is in the psychology of a purchase decision. Look, I’m really interested in the way that salespeople sell. But I’m far more interested in the way that buyer’s buy. That’s my deal. And that’s really what this podcast is all about.

So, here it is. It’s been 30 years for me in the sales business, and I’ve spoken to tens of thousands of salespeople, and now I’m launching this new venture. I’m very, very excited. I want you to think of this as something of a journey that we will go on together. So, let me tell you what to expect. Five things that I want to bring to you in this podcast.

Number one, I want to bring interesting, not boring. I’m going to run this podcast like I am sitting in the audience. And here’s a news flash for you, I have a very short attention span. So, we’re going to keep it upbeat and snappy.

Number two, we’re going to keep it approachable. It’s a heavy subject, but it’s my job to ensure it is actionable. We’re not going to cram a bunch of theory down your throat. We’re going to make sure that the content is practical and highly applicable.

The third thing is we want to make it fun. We can take our work seriously but ourselves less so. So, you’ll hear plenty of good-natured banter and some fun quotes along the way, maybe an occasional rant, just lots of good-natured enjoyable fun. And I think we learn well in a pleasant environment.

The fourth thing that I want to bring is insight. The guests on the show have been fully vetted by me. Look, there are plenty of brilliant, wonky people that just aren’t all that interesting. They won’t be on this show. We’re going to make sure that we bring you experts that you can relate to.

And then, finally, we want to make sure that this podcast is motivational. It’s not just about making you smarter, it’s about helping you to be holistically better. So, I’ll keep that focus in every episode. You’ll feel better by the time you’re done listening, I promise you.

Now, really quick, just a little bit about me. I’ve been studying sales now for three decades and I love everything about this subject. I started my career in the real estate business. I sold about 500 homes over the course of many years. Later, I was a sales manager and eventually the National Sales Director for a billion dollar plus company. For the past 18 years, I’ve been leading Shore Consulting, our very successful 10-person consulting firm out of northern California where I live. We work with companies all around the world. I’m a member of the National Speakers Association and a fellow in the Million Dollar Speakers Round Table. I’m consistently rated by Rise Boarders [SP] as the number one sales guru in the world to follow. I’m very proud of that honor. My blog was listed as the number one most innovative blog in 2015 by iSEEit.com. I’ve written for “Success Magazine”, “Entrepreneur”…I write a lot. And, in fact, my book “Be Bold and Win the Sale” is among the most highly rated sales books of all time on Amazon.com. So, there you go, a little bit about my background and credentials.

When I’m not working, I’m enjoying the mountain life here in Auburn, California. Just down the hill a little bit from Lake Tahoe if you know the area. Married 30 years to my wife, Karen. Devoted to my family, active in my church, and the enjoyer of a good Cabernet now and then, fan of classic Jazz, and I’m both a hockey fan and a hockey player. So, there you go. There’s a little bit about me and a little bit about the podcast itself, that’s the overview. We hope you enjoy The Buyer’s Mind.