and that resistance is going to feed us
stories
as to why it's okay to be comfortable
and that's why they say oh
sales is a numbers game you just got to
call more people and hustle muscle and
work harder
that's an easy way to say that hey what
i'm training you doesn't really work
that well
you're working with the prospect like a
friend works with a friend to come up
with something to solve their problem
and go
how your solutions are you know we call
those people problem finders and problem
solvers not
product pushers these are the people i'm
going to call this is
why i'm going to call this is how i'm
going to serve this is my mindset
and if you look at that you do that
early in the day right
and what have you just accomplished a
you're fresh
be your customer is fresh
all right so wherever you're at today
whether you're driving down the road
to your next appointment uh maybe you're
in the gym
thinking about the the prospects you
have on your calendar that day and how
you're gonna approach them or maybe
maybe you're about to jump into a board
meeting or heck
even right now maybe you're about to do
a zoom call with the board to finalize
a contract wherever you're at right now
i want you to think about this question
i want you to think about it
deeply what does it actually take to be
in the top one percent in your industry
what does it take to be a top
one percent sales person the sales
person who makes all the money
the sales person who gets any promotion
they want they even turn down promotions
that they don't want
they have all the respect from the
owners of the company and
everybody in the organization they lead
by example because they
are the sales leader well my next guest
is going to answer that question for you
and let me give you a small taste of
this gentleman's
background my guest today is founder and
president
of shore consulting it's a company
specialized
in field tested and proven psychology
based sales training programs we're
going to touch about that in a second
it's very important
he is a top selling author and
award-winning keynote speaker and the
host of the popular sales podcast the
buyer's mind i want to ask you about
that in a minute
with over 30 years of real-world
frontline experience his advanced sales
strategy spring from extensive research
into the psychology of buying and
selling
he teaches sales people how to climb
inside of the mind of the consumer
to sell the way their buyers want to buy
we always talk about
people today want to not be sold at and
talk to
they want to be asked and understood i
love that
using these modern game changing
techniques his clients have generated
over
30 billion that's with the b in sales in
last
year alone he holds a prestigious
certified speaking professional
designation from the national speakers
association
nsa and is a member of the nsa's
exclusive million dollar speakers group
as comfortable as ceos of fortune 500
companies as he is with a rookie
salesperson
he influences inspires around the world
with this trademark
brand of humor i'm gonna have to find
out what that is his empathy and his
hard-working sales tactics
he lives in northern california
newcastle with his wife karen and their
17-year-old
jack russell terrier that is really old
for a dog
when he isn't on an airplane or in front
of an audience which he's not right now
you'll find him doting on his tribe of
granddaughter serving at his church or
getting some
ice time at the local rink where he
plays in a competitive
hockey league please welcome to the show
mr
jeff shore jeff how are you out there
good yeah i'm doing fine thank you very
much it's it's a pleasure
and uh yeah not playing as much hockey
these days
as i normally would like to but uh
there's still everything else having a
good time we went from award
author speaker trainer all the way to
ice hockey to a 17 year old jack terrier
russell i don't even know that's
possible so hey
i'm excited to have you on here today
and here's the thing like i love
talking about human behavior and how to
use
sales techniques and principles that
work
with human behavior whereas most
training we see
still works against human behavior and
how do we apply that to being a top
salesperson so thanks for having
well thanks for being on here so here's
what i want to do i want to dive right
into your story
and give our listeners really a feel for
your background
and how you arrive at this point but
you're one of the elite authorities on
sales and persuasion like can you tell
us
a little bit of your background and how
this started for you like how did you
learn all these skills
yeah you know i i my sales career
started in real estate and and i joined
in at a time when the industry was
booming and i made a lot of
sales made a lot of money i was driving
a nice car and a bmw and everything and
i was
all that and then the market just tanked
i mean it just fell off a cliff
and uh i almost almost almost lost my
job it was this is that close because i
had just been
writing market factors for the very very
first time learned how to sell i think
that there are lessons to be learned in
times of adversity that you can't learn
in times of prosperity and
you know we wouldn't even know all the
lessons we're going to get in
out of uh coronavirus kova 19
quarantining all that stuff
but uh yeah that's really when i learned
how to sell so i sold for many years i
was national sales director for a very
very large company
and then about a little more in the 20
years ago went out on my own
and i've just had the great privilege to
work with uh some really really great
people sales people all over the world
but it but there was another pivot and
it took place
about a little over 10 years ago when i
started to look at and say
man every sales trainer is sounding the
same and they're teaching the same
tactics and that doesn't necessarily
make them bad
but they weren't challenged in my
opinion it's like we we did things
because we were supposed to do them like
we're supposed to say
what brought you out today don't know
why i'm supposed to say that but i'm
supposed to say that
data behind that actually there's no
data behind it totally yeah
and that's where i really started to
look at it and say hey how do people
want to buy
let's start there if you figure out the
way that people want to buy
you can reverse engineer your sales
presentation and figure out how to sell
them in a way that's
really aligned and that's really been my
journey for the last a little more than
a decade and it is so much fun because
you know listen i feel like there are
days when i'm scratching the surface on
the way that people make purchase
decisions so there's
there's still a lot for me to learn but
it's really fun and for all of us you
know and our motto in our company is you
have to
stop acting like a seller
and start thinking like a buyer yeah
that's
it could not be more accurate completely
mindset shift and you said something
that's very important you talked about
you know in times of economic
contraction
you know when you when you talked about
writing the real estate uh trends right
you know it's easy to sell but in times
of
economic contraction which we're going
through right now and if we don't know
where that's really going to lead us to
in the next year or two
right every shortcoming a salesperson
has
in their skill level will only be
magnified
and will result in lost sales for them
in their company so it's so important in
times of economic contraction that we
really learn
the right sales skills we learn the
right questions we learn
the psychology behind why people lie and
that's why i'm so glad to have you on
here now
i was on your website earlier today and
tell us a little bit more about this new
book that you've titled
follow up and close the sale i mean
closing follow-up we've heard that
over and over again but tell us a little
bit more why did you write this book in
the first place
yeah so well listen i think like every
author
um you write the book that's inside you
already
right it's uh i don't if you'd have gone
on amazon and just typed in sales
follow-up
the hits were very few there's just not
anything that's been comprehensively
written about the subject
so the need was there but what it really
came down to was to ask the question
well where is the hole right
not not the hole in the book lineup but
the whole in in having that
comprehensive look
at the way that i do follow-up and
specifically what happens when the
customer says not yet i mean that's
where my book
really sort of picks up right you you
had a sales presentation you gave it
your best shot
the customer said not yet and i'm not
ready now now what happens
because if you want to be in that top
one percent you're talking about
you're not going to blow that person off
and just wait for the next person to
walk through the door
there's a whole process that you can
still go through with somebody that you
already have a relationship with
and to the extent that you lean into
that process that's what puts you in
that one percent campaign well
i think you're right and really the the
question we have to ask is sales people
is
what caused them what triggered them to
say not yet
what triggered them what did we do on
our side you know so many sales people
this whole notion that buyers are liars
like
i hate that term because it it takes
responsibility
off our shoulders as communicators and
say oh it's there
they didn't have the money they just
didn't have the need
we have to stop thinking that way if you
want to be a top 1
sales person you have to analyze what
did i do wrong what did i not ask
what did i say that triggered them to
say not yet
how do they not have urgency to solve
their problem and why are they just
staying in the status quo
you know what's causing that you know
this is really important psychology on
that i'm glad you're into this because
it's
you know what you just described is
first of all being honest my coach likes
to say all change begins by telling the
truth but
what you just described was a
fundamental attribution theory
if it went right it was me if it went
wrong that wasn't me
it's so easy for us to say well the
buyer this or the buyer that
without being honest with ourselves
about what we could be doing differently
and if you're not honest nothing changes
yeah 100 my background is behavioral
this
science and human psychology so i'm a
nerd on this stuff so you talk about the
idea of resistance
yeah in this book yeah can you define
that term for us
and sure it's such an important concept
when you're dealing with
following up with your prospect um
stephen pressfield is an author and
screenwriter he he wrote
the legend of bagger vance and several
other movies and and but he wrote a book
called um the war of art so we all know
laosu's philosophical book the art of
war this is the war of art
and he wrote it for creative types
painters authors
uh people who just get stuck inside
their own head
and in the book he talks about this
thing called resistance with a capital r
this force that steps in and says no
no no no you don't want to do this do
that instead you go check your facebook
page you know you gotta you gotta
whatever it is and that resistance is
gonna feed us stories
as to why it's okay to be comfortable
why it's okay to
to to just do the comfortable thing and
when i first read that book i just
thought oh man this applies so well
over to sales i'm sure like you i don't
read a lot of sales books i
read a lot of psychology books and and i
just thought man that's that's something
that i know i
have experience i know what resistance
feels like when it's time to
write when it's time to lean in when
it's time to ask for the sale whatever
it happens to be
and so it's really whether we choose to
embrace that discomfort
as a clue that we're getting close or
are we going to run from that discomfort
and make up a story is to justify it if
we can't get our headset
right it doesn't matter what our skill
set is the mindset always goes before
the skill set
yeah 100 it's a combination right you
have to have the right mindset then you
hey when they pick up the phone you have
to
know what to say or more important right
and you know
and i love the the resistance part and
it's even true with sales resistance you
know like
why does a sales person feel the
discomfort
when they're trying to close or when
they get an objection
why do we feel that way and we feel that
way because
we have to understand that there are
certain words that we use
and certain things that we do verbally
non-verbally that trigger
what we call sales resistance right and
that sales resistance triggers the buyer
to act in certain ways
so if we walk into a retail store and
we're looking to buy a pair of jeans
that day
and the salesperson comes out and says
how can i help you
what do we say well i'm just looking
right it's something that's
triggered right so by us saying how can
i help you is automatically going to
trigger
that person to respond in a way even
though they're actually there to look so
we have to understand
what words are we using in our sales
vocabulary and how to eliminate them or
make them more neutral
where our prospects don't feel that
resistance from us
now you reference the idea as well of
what you
call and i thought this was interesting
comfort addictions now this is in your
book be bold and win the sale
and in your new book follow up and close
the sale what are
comfort addictions and what are people
addicted to in the follow-up process
tell us more about what that means
when i first started to study what makes
the top say
the top 1 the top 1 what is it because
i think sales is uncomfortable for most
people
it's not a question of whether you're
going to face discomfort it's
going to be a question of what you do
when you face discomfort
and over time i've come to see that top
performers lean into their discomfort
they don't shy away from their
discovered but i learned it in myself i
just started to see it
in as i was studying this in myself i'm
a comfort addict i just think
you know the way that i would take care
of myself right i mean
hamburgers are comfortable my elliptical
is uncomfortable
right that i i would make life decisions
accordingly
and so as i st when we talked about just
playing hockey
five years ago i didn't know how to ice
skate i've been a hockey fan
all my life i was like i always said to
myself i wish i knew how to play hockey
like really do did you really do you
really wish you knew how to because if
you really wanted to play hockey you
know what you do
you'd figure it out so i just leaned
into that discomfort i
hired a skating coach to teach me how to
skate and now i play on a couple hockey
teams i'm having the time in my life
so i've been trying to go on this
journey here to lean into
my discomforts but the application to
sales is profound there's no question
about it
the sales process can be seen as a
series of and come from all moments
and we always all meet people who say oh
i can't be i tried sales once i
i sucked at it it's not because they
weren't smart enough it's not because
they didn't have a good personality
probably had to do with how they dealt
with discomfort and those people who can
learn to use discomfort
as a trigger to move forward rather than
a reason to step back
those are the ones that are going to
separate themselves from everybody it's
very true and you hear that from sales
people all the time well i i just sucked
at sales well
not necessarily they sucked at sales
they just didn't learn the right sales
skills to succeed
right you know one one of the best
quotes i've ever heard in my life was
when i was uh
21 i was a door-to-door
salesperson it's my first job in uh you
know in college
and i was struggling that first month
and a half i didn't know how to sell
they
you know gave me some books from some
old gay gurus that taught me how to be
excited on the doors and somehow they
would buy and
i thought it was all true and um
you know it caused me to be discussed
you know not comfortable because i
didn't have the right skills and i
popped in a tony robbins cd one day and
he said that most people fail
for the simple reason they don't learn
the necessary skills to succeed they
don't learn the right skills he goes on
that
everybody's taught skills the people who
fare the ones who are not taught the
right ones
and we're going to get into this in a
second as far as some of the questions i
want to ask you about what are the right
skills but
so many trainers out there that you've
talked about continue to
to hash out old sales techniques from
the dinosaur ages of selling
that do not work with today's
sophisticated
information aged cautious skeptical
buyer that we have today and that's why
they say oh
sales is a numbers game you just got to
call more people and hustle muscle and
work harder
that's an easy way to say that hey what
i'm training you doesn't really work
that well
so once you learn the right skills and
you learn the right questions to ask
selling becomes far more comfortable
because you
get bigger results and people react to
you
much differently now one thing i want to
ask you this
why what should the reader know about
growth mindset you talk a lot about
growth
mindset when thinking about follow-up as
well tell us how bad it is
right and it's not just about follow-up
i think it's about life in general but
there is that idea of the
carol dweck wrote a great book uh called
mindset
contrasting growth mindset versus fixed
mindset do you believe this is who i am
this is all i'm going to be
i have that fixed mindset or do you
believe in just possibilities that i can
grow that i can succeed
that i can prosper and if you're saddled
with a fixed mindset
you're pretty much dead before you get
started if you don't get that part of
your mindset right
you won't even try to adopt the skills
that are out there that'll really help
you
because you're you're you've got that
negative impression
about even your own capability so even
going back to what you were just talking
about in regards to
what people are being taught what skills
they're being taught you know if you
have the mindset that says
this is us versus them you know it's not
a it's not a
customer it's a target right and china
yes exactly they're very very prominent
uh
a prominent sales talker these days uh
and i heard him recently say
uh in you know firing up a speech they
have
your money go get it from them and
and i you this there's a line in the
sand on this and
that's his take that's what he wants to
promote okay
fine if that's the way you want to do
business it is not the way that i want
to do business
they just won't i mean sales people even
if they do
they still have to sleep at night so
they may succeed for a short time but
it's
it's a flame-out strategy i want to see
the strategy of mutual purpose we are on
the
same path we are walking uh in the same
direction i i will guide i'm a step
ahead of them to help them in that
process
and by the way that doesn't mean that i
have to abdicate my role to
close to give them the opportunity to
buy but not in a way that's as you said
manipulative or i think you're dumb
enough for me to trick you into doing
something that you otherwise don't want
to do
i totally agree um sales is
collaborative
you're working with the prospect like a
friend works with a friend to come up
with something to solve their problem
and go
how your solutions are you know we call
those people problem finders and problem
solvers not product pushers
there's a big difference right most
companies you know our largest client is
google adwords we train for their
divisions
and even when i went into their offices
and i asked hey
you know show me you know what would a
day look like if i'm a brand new
salesperson hired by
your organization what would my training
look like my first day my first week my
first month like we've got training
programs galore
when you pull back the curtains it was
all product training
the benefits the features of this great
product and just use our brand
and you're going to sell the lights off
but nothing could be further from the
truth
we have to become what are called
problem finders
right so we have to know because it's
not even good enough in our day and age
to just be good at problem
solving because you can't solve problems
if they don't buy from you you don't
have no opportunity to solve their
problems
you have to first help them uncover
problems in their mind that they might
not have even thought they had
right so you have to learn the right
questions to do that how are you going
to trigger
them to realize certain problems and
challenges that they might not have
thought they had or maybe they knew
about them but they didn't realize how
bad they were
or maybe they didn't realize the
consequences if they don't do anything
and once you learn that they start to
view you as more of the authority figure
the trusted
authorities as we would call the more
advisor that's there to help them solve
problems not look at you as like you
said the other person
they're just here to get my money and
there's a major difference in how they
treat you
and if they buy from you or not it's a
it's a night and day difference now
one thing i wanted to talk to you about
in your book as i was going through that
you've devoted one chapter about
follow-up to just speed
and you call that a super power right
how can speed be a super power for a
sales person break that down for us
yeah so uh i identify two superpowers
speed and personalization and when you
have the combination of those two and
follow up it's critical
but here's the here's the premise behind
speed being a superpower
um we i you and i haven't had this
conversation but i
since you're going to agree with me on
this that uh people buy based on their
emotion they support it with their logic
we are
emotional creatures we make emotional
decisions
so we ask the question well when is the
emotion the highest and it's when the
customer is actively engaged
with that product right it's if they're
in the sales presentation they're seeing
it they're they're they're seeing what
their life could look like that's when
the emotional altitude is at its highest
so if you think about somebody who's
who is thinking about buying a boat
right you're at the boat store you're
you're in the boat you're you're not
looking at the features i mean you are
but you're you're picturing what your
life is going to look like
you're on the lake with your friends and
you know your you got the ski package or
whatever it is okay that's the idea
this is a time of what i call high
emotional altitude
so the emotional altitude measures
that level of positive emotion at any
given time
in the buyer's journey okay so this is a
time of high emotional altitude so then
what's going to happen here
is that as soon as that customer leaves
the sales experience now what's going to
happen next
the emotional altitude starts to wane
and
the longer time the longer more time
that elapses
without reconnecting to that journey
the more the emotional altitude has
tailed off
yeah so if you're a salesperson and
you're thinking well you know what my
crm says get back in touch with that
person within 48 hours
and i look at it i go do you know how
much happens in their life
in 48 hours everything i mean you are
you're forgotten
in 48 hours so the idea of speed being a
superpower
is all about uh extent suspending
and maintaining that emotional altitude
of keeping that emotional altitude
high and we do that through quickly
reconnecting them with the journey that
they've just been on
immediately you're keeping them on the
sales process and you're having them
maybe they haven't made the
large decision of purchasing let's say
if it's a pondon june boat for 250 grand
whatever you're selling yeah but they're
making smaller commitments
to you that's moving them towards that
maybe you're scheduling a next
call to go through uh how some of the
part of the boat will do xyz for them or
whatever but your schedule you're
advancing that
sale by smaller commitments that lead to
the
larger sale the larger actual sale if
you just completely
keep them cold for two or three days
with no smaller commitments on the next
steps you're done
yeah most of the time you're done 100
that's that's that is absolutely right
and so i
when we talk about speed yeah like one
of the things that i encourage sales
people to think about is what i call
tail light follow-up so you just
finished a conversation with the
customer either
you're about to drive away and they see
your tail lights or they're about to
drive away and you see their tail lights
but pull out your phone and send them a
text message that just says
you know what i i really enjoyed that
conversation talked to a lot of people
in the course of my day but that was
really fun
as i mentioned i've got some research to
do for you taught you at five o'clock
tonight
and now what did you do you got back to
them right away
you let them know that they meant
something to you you complimented them
you put your phone in their
uh uh into their phone your phone number
into their phone number and you
confirmed another
uh appointment for five o'clock that
night and it took you all of what
20 seconds zero cost you can even shoot
them a little loom video
sure totally 100 yeah absolutely yeah
why do you think and let's talk a little
bit about this we're going to go down
this path that i was
that i was reading on your website why
do you think so many
sales people have what you call
telephobia
yeah so telephobia is a is a thing
it's listed as a cognitive disorder and
um
who knows what their roots are there's
not a really there's not really a
psychologist really don't agree on why
we have telephobia but
there are some people who are very
comfortable on the phone there are some
people who are
far less comfortable on the phone i took
an assessment years ago as a salesperson
and
and my telephobia scores are higher than
normal
as it so happens my achievement drive
scores are much higher than normal so
they trump my
telephobia scores but there's no
question that
uh there is that concern about how we
are perceived
and uh this is a fundamental human
motivation to be thought well of by
people around us a lot of people say i
don't care what people think yet you do
so uh you know we don't want people to
perceive us in a negative way
so if i connect the telephone with
intrusion marketing
if i think of it in terms of getting
hounded by somebody while i'm eating
dinner
and i don't want to be that person then
my natural tendency is to say
yeah i i'm i'm serving my customer and
by serving my customer i'm going to send
them a non-intrusive email
sure i know it'll get deleted in a hurry
but it's a story that i tell that it's
customer service myself feel better
exactly well i i think you're right and
i think the reason why
so many salespeople suffer from
telephobia as you call it um
is because right when they make the call
they don't know what to say
or more importantly correct their
planning is definitely lacking yeah are
more importantly asked that's going to
cause that prospect to want to engage
with them
so if you call and say hi john my name
is jeremy i'm with xyz company and the
reason why
i'm calling it today is when you sound
like everybody else that's calling them
everybody
and so they're going to say i'm not
interested we don't need it call me back
later and you get that over and over
every day of course you're going to have
telephobia
and if it's in the follow-up after the
presentation
you're gonna end up sounding like what
my friend art sobak calls the parole
officer approach
just checking in and you know that's if
or when i look at follow-up if you are
not serving
yeah hated hated hated uh if you are not
serving your customer in follow-up
you're doing it wrong if you're not
bringing new value in follow-up you're
doing it wrong
every time we follow up there should be
something new that i bring to the table
that would cause my customer to say wow
this person knows how to take good care
of me even before
i'm doing business with them that's the
person that i want to work with so this
is the idea
serve and serve and serve some more well
100 we have to realize as sales
professionals
that is our responsibility to help
people
solve their challenges and problems
because if we can't communicate that
properly and they don't purchase from us
well they stay in the status quo and
nothing ever changes for them and that
is
our fault that's our responsibility
because we don't know how to communicate
that causes them to want to engage and
look at
us as someone who's going to solve their
challenges and problems that they just
told you they had
okay now i want to talk about scripting
because you have
an entire chapter on scripting but then
you talk about how you don't like the
idea of scripting
so explain how sales people should be
thinking
about scripting in their follow-ups yeah
well first of all think of your script
as strategy uh not as a script
think of it as a strategy so if it's a
strategy it's sort of like a football
play you know it's all drawn up
perfectly on the chalkboard but when i'm
on the field
uh i have to adapt to what's going on in
real time so that's the first thing
that's the strategy
we're still running the play but we may
have to adapt in real time
depending on what the defense does and
so if i'm working with a customer i've
got my strategy in line that's the first
thing
second thing is when we talk about
scripts uh
i love scripts if they're your scripts
what i don't love is
here memorize this say these words and
you're going to be fine
my you really do my words are not your
words
you are not me so what i believe is that
sales people
should write out the perfect
version of a sales presentation practice
it over and over again
so that they can can use that as a
baseline
strategy and their mind knows where
they're going in the process
but it doesn't mean that they're
sounding like a robot and just repeating
every word word for word
well if i have that strategy in place
then i can vary when i need to according
to what's going on around me
yeah we and we we don't even call it
sales scripting our company we call it
writing out your sales structure
so just like you said you're writing out
a structure you're writing out
certain questions you're going to ask
that prospect that's going to trigger
their emotions that's going to
dive deeper into you know what their
problem is
what the root cause of that problem is
like how it started where does it come
from and then really what it's
doing to them right and then you're
gonna learn their objectives so you're
writing out a sales structure that
you're following but not every
conversation is gonna go perfect
you might have to jump around but you at
least know the direction you're going
you don't want to be like some sales
people who just wing it and just show up
and
throw up that's a disaster too um right
tell us more about i wanted to ask you
about this you talk about
the lead conversion hour concept yeah
what does that mean right
yeah so so when it comes to
that with salespeople we tend to be very
reactive
oftentimes in the job by necessities a
client
calls we have a new opportunity whatever
it is and i get that
but if all we ever do is react we'll
never be able to take advantage of all
the opportunities that are in front of
us
so when we're talking about the lead
conversion hour what i'm talking about
is a
dedicated hour early in the day where i
am
proactive where i'm looking at and i'm
saying these are the people that i'm
going to call this is
why i'm going to call this is how i'm
going to serve this is my mindset
and if you look at that you do that
early in the day right
and what have you just accomplished a
you're fresh
b your customer is fresh c
you give them the rest of the day to
follow up if you couldn't reach them
in the first place and then d maybe best
of all how successful are you feeling
and it's not even lunch time so i want
to make sure that
if i'm not careful here i'm like oh i
got to make my follow-up calls oh i got
to make my follow-up calls oh i got to
make my follow-up calls next thing you
know
it's 5 30 and i didn't get a chance to
make my follow-up calls i say do it
right out of the gate yeah you have to
plan effectively you know
um earlier in my sales career one of my
mentors
tom i actually did uh well brian tracy i
did a product with him about
three years ago and i started called the
ultimate closers master class and
one of the first sales events i ever
went to was one of his events and he
talked about you know writing out what's
called a to-do list the night before you
go to bed i mean something that basic
but can be so helpful for salespeople is
writing out your to-do list
before you go to bed that way you're
almost you're kind of subconsciously
thinking about what you have to do when
you wake up in the morning
you're kind of already halfway there
about what has to be accomplished and
i'm telling you correct
i've done that since i was 21 years old
20 years now writing out that to-do list
my wife thinks i'm crazy
but at least we get things done during
the day right now that's right
let's talk about virtual selling you
know we're in this pandemic
you know kova 19 uh we don't know how
long this is going to last or what's
going on
but how will the changes we've seen in
regards to virtual
selling even after this is over affect
how we do follow-up
your thoughts i'm excited i'm
legitimately excited about what the
future of selling is going to look like
in a virtual environment
uh you know the the great thing if
there's a real
strong upside to what we've been through
is the way
that this has changed the both the
mindset and the skill set
of our customers so if you go back to
february of 2020
uh there were 10 million zoom
subscribers
zoom had 10 million subscribers uh the
date that we're recording this
300 million zoom subscribers that's
insane so what does it tell us there it
tells us
that the entire population has figured
out
how to uh buy virtually the number of
hours that people are spending and on
research
the amount of time that people are
buying today
from sites that they had never even
heard of before they went into
quarantine
is crazy so what we're finding here is
that buyers are
far more educated and far more
comfortable
being on camera and doing this virtually
so
i think that that people have finally
gotten over that
issue of i don't like how i look on
camera
right so we hear all the time i don't
like and i tell sales people this all
the time
that's what you look like that that's
that's it that you can't
it's not like you look like george
clooney in real life and
and carrot top when you're on camera
that's what you look like
and this is the idea that you got to get
over your own discomfort here
uh in order to do this right but when
you do you can advance that sale
so far that's the challenge that i have
for sales people today
how far can you advance the sale before
you meet
the customer for the first time and of
course for many industries
they'll never meet their customer face
to face anymore they they simply won't
need to
we we train a very large uh insurance
provider that freaked out when this
stuff happened because they're like we
can't go into homes we don't know what
to do
you know in zoom when they got on zoom
over that next 60 days
their sales went up because they were
able to see more people they weren't
driving
three hours this way for one appointment
and that person doesn't show up
they weren't driving over here for an
hour and that person's not there
they have to reschedule they save so
much time
by just doing their calls on zoom their
scheduled appointments that their sales
more than tripled just because
of that reason they didn't change
anything they were seeing more people
and i think that's really going to be a
shift that a lot of these companies are
going to realize
we don't have to fly jane out to dallas
to do
a demo with the board and have her there
for three days and pay for the hotel
and the tribal community that's right
yeah
right let me tell you a quick story this
is a great story i was working with a
run of a real estate client and
and uh this this lady is talk she's on a
video call
with a prospective buyer they've never
met face to face and she's asking about
what's not working for in our home
right now which is by the way a
fantastic question you need to know what
somebody is coming from in order to
figure out what they're moving to right
and this lady says listen i got three
kids and i'm trying to work from home
and i have no quiet place to do that so
i'm on a conference call
i'm in the master bedroom closet i have
a tiny little table in my master bedroom
closet right now
and the salesperson is great she says
show me
and the lady picks up her phone walks
her to her master closet and shows her
this desk this tiny little table inside
the master
this is where i hold my conference calls
it's the only quiet place oh by the way
the door has to be closed
so an hour and i can't breathe and the
reason that i love that story
so much is how well connected is this
lady to this
salesperson before she's seen a home
before they've met face to face
there is a deep connection before they
can move any further it's right it's a
great way to sign a deal with that
relationship 100 percent yeah
yeah because right as you know most
realtors would never even
think of asking a question yeah right
they're just like oh let me show you
some houses that i really love
but they don't even ask where they're
coming from now and what's not working
for them and why they're wanting to
change
if they would have they would have found
out that she needs an office she needs
privacy and that's going to be the home
that she's going to pick
not the home that the realtor loves but
the home that they're looking for
it's a nightmare absolutely hey so jeff
i can't um
thank you enough for being on here today
um do you have any final
thoughts or advice for our listeners
before we end the show
well you know i i just to go back to
where we what we were just talking about
and we're actually where we started
i just think that so many sales people
are consumed with what the customer is
moving
to if you can figure out where the
customer is coming from
that that's the game changer that that's
everything nobody's moving to anything
until they're moving from something
i think we need to spend more time
determining what their journey has been
like
in order to figure out what happens next
but i would also promise you
if you know your customer well enough
that sale will roll out right in front
of you i couldn't agree with you more we
have to understand their past history in
their present situation or where they're
at
down where they've been to understand
where they really want to go and most
salespeople are only focused on their
solution or their future state whereas
you have to be really focused
on how they are there right now in that
situation and what they want to do about
it
now where can our listeners learn more
about you and your training
yeah it's everything at jeffshore.com
off we do a
uh our five minute sales training free
videos on saturday morning you can sign
up there we've got our podcast you can
look at that you can of course you can
find a copy of people or i'm sorry uh
this is the new book right
follow up and win the sale uh it's all
there jeffshore.com for everything yeah
okay so when everybody when you're
listening here today i want you to go to
jeffshore.com
uh go ahead and and opt in and you said
you've got some training they can go to
on saturdays what's that about
yeah every every saturday morning we put
out it's called our five-minute sales
training
fun upbeat obviously we don't go into a
lot of depth but we have a really really
good time
and so you know for people who are
working the weekends it's the shot in
the arm otherwise it's in your inbox on
monday morning when you start your uh
your work week but it's just it's it's
it's a lot of fun we really enjoy
putting it together it's
it's goofy it's upbeat it's a fast pace
it's only five minutes long but it's a
nice little shot in the arm for sales
professionals i love it so i want
everybody to go to jeffshore.com we'll
have the the link here for you to go
jeffshore.com s-h-o-r-e
i believe dot-com good last name uh you
can opt-in get his book you know i
i ordered the book as well uh so get the
book learn the right skills that work
with human
behavior to get you where you're wanting
to go and you're going to make more
money because of that jeff thank you for
being on
it's a pleasure thanks for having me
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