Accelerate Podcast with Andy Paul
March 20, 2017

Put the Customer First to Close More Sales Faster. With Jeff Shore. #410

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.

KEY TAKEAWAYS

[: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?

 

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More about Jeff Shore

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson how to sell a technical product?
I would suggest it’s probably easier to teach a salesperson to sell a technical product, and the reason is because of belief. So many people believe that they can’t sell.

What’s one non-business, non-sales book that every salesperson should read?
John Adams, by David McCullough. Consider his sales skills to influence this “Grand Experiment.”

What one thing would you change about your business self?
I am a basically insecure person. When I first read about ‘the impostor syndrome,’ I thought, “Who told?”

What’s your favorite quotation. What words of wisdom do you live by?
“You’re free to make choices. You’re not free to escape the consequences of those choices.”

Contact Jeff Shore

Contact Jeff:

Website: JeffShore.com

Sponsors

 

Engagio’s Account Based Marketing and Sales platform enables teams to measure account engagement and orchestrate human connections at scale.

 

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KiteDesk helps sales teams build predictable pipeline through smart software– A single screen with all the leads, email,    and phone workflows for success.

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About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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