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Jeff Shore
Sales Expert, Speaker, Author, and Consultant
Sales Expert, Speaker, Author, and Consultant

Jeff Shore's posts

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A customer asks about getting a deal… and you get defensive. In this scenario we see both a trigger and a response. The trigger is unavoidable; the response is entirely up to you.

That premise comes from the work of psychologist Victor Frankl, and he suggests that between stimulus and response lies a choice. We cannot always control the stimuli, but we always control the response. #success #sales 

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Which perspective is your customer more likely to take: yours or theirs? Ryan Taft thinks that’s kind of a “no duh” question. Obviously they are more likely to adopt their own perspective. It is their perspective after all.

So, if that’s true, then it makes total sense to consider their perspective when handling their objections. #success #sales 

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If you want to disrespect your customer, try this: force them to ask you the buying question. Wait for them to come to you – hat-in-hand – asking permission to buy. Talk about discomfort for your customer.

The job of the sales professional is to make it easy for the customer to buy. Forcing them to ask the question is anything but easy. #success #sales 

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I recently had the great privilege to speak to students in an economics class at Antelope High School in the Sacramento area. The subject was “Entrepreneurialism – What it is and Why it Matters.”

The most enjoyable part of the class was the Q&A time. It was quite a revealing discussion that essentially divided the class into three groups. #success #sales 

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When Ryan Taft was first promoted into a sales leadership position, his training went something like this. “Congratulations. You got the job. Now get out there and get more sales.” To be clear, he got no training!

If he could go back in time and give himself five keys to sales management, this is what he would share. #success #sales

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We tend to take high producing salespeople, promote them to sales managers and give them little to no training or support. And the repercussions are oftentimes costly.

Amy O’Connor shares with us the main issues that occur with under trained sales managers. #success #sales

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Like most people, I was thrown into the sales management fire. I was a success in sales and someone saw leadership potential. Next thing I knew I was sitting there with new business cards that said “Sales Manager.” (Training complete.) Sound like your journey? It is a very common path.

Here is a list of 3 priorities for undertrained sales managers. #success #sales 

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Even in a good market there are ways you can lose a sale. Ryan Taft sees it all the time. A common “sale-buster” is selling from a position of weakness.

Even if you have the greatest product in the world, customers will turn and run if you portray weakness. #success #sales 

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The Problem: sales demonstrations based on facts and features. The Conflict: customer’s make purchase decisions based on emotions. In fact, take emotion away and a customer literally cannot make a decision.

Here are three ways you can engage your customers emotionally. #success #sales 

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You are a professional. Therefore, Amy O’Connor is certain you have a process – a sales path that you follow with your customers. Kudos to you. Of course are consistently looking for ways to improve your technique.

There is one place she would tell you not to look for sales advice: the 1%. #success #sales 
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