Joining me once again on this episode of Accelerate! is my guest Jeff Shore, President and CEO of Shore Consulting, and author of multiple books, including Closing 2.0: How to Close More Sales Faster by Putting the Customer First.
[:54] Shore Consulting works with companies in the B2C space. They started in real estate, and have branched into other consumer areas, always focusing on the emotion-based sale.
[4:14] Jeff explains how his new book, Closing 2.0, answers current questions on serving the customer’s buying journey.
[7:38] What are two filters a salesperson applies when reading a sales technique book?
[8:46] Jeff explores the meaning of ‘closing.’ What word would he have chosen instead of ‘closing’? What is the buyer’s ‘decision-making rhythm’?
[10:30] Jeff discusses aspects of service and respect in the seller-customer relationship.
[12:34] On Jeff’s book tour, when he asked audiences to describe ‘a salesperson,’ how did they respond? How did they then describe people they know personally, who sell?
[14:12] Can a salesperson apply skills that are contrary to their authentic personality? How does a salesperson align behaviors and skills to core values?
[15:58] What does Jeff mean by ‘agreement’? Who makes agreements, and what do the agreements accomplish?
[19:24] How would you reverse-engineer your sales process to align with the buyer’s preferences? Jeff makes a suggestion.
[21:34] What is the highest predictor of urgency in a buying decision? What is the role of future promise?
[27:29] What factors should be evaluated and incorporated into the closing process?
[28:51] Should your closing question be well-crafted?