Jeff Shore

Jeff Shore

Entrepreneur, Sales Expert and Author; Founder of Shore Consulting

Jeff Shore, of Shore Consulting, is a sought-after sales expert, speaker, author and consultant whose latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, was published by McGraw-Hill Professional in January 2014.

Your Customers' 'Why' Is More Important Than Their 'Want'
Sales Strategies

Your Customers' 'Why' Is More Important Than Their 'Want'

Stop trying to figure out what your customers want. Figure out why they want.
How to Seesaw Between the Why and the How of Goal-Setting
Control What You Can

How to Seesaw Between the Why and the How of Goal-Setting

Get the why right, and get it deeply ingrained. The how will work its way out.
Are You Maximizing Your Prospect's 'Currency of Attention'?
Sales

Are You Maximizing Your Prospect's 'Currency of Attention'?

If we think of attention as currency, it represents something of a commodity -- highly valuable but limited in supply.
5 Strategic Steps to Help You Double Your Revenue Next Year
Small Business - Big Impact

5 Strategic Steps to Help You Double Your Revenue Next Year

Create a carefully crafted plan combined with a fierce dedication to execution that will require a shift in your thinking.
This Method of Follow Up Will Definitely Make an Impression
Marketing

This Method of Follow Up Will Definitely Make an Impression

Follow these three steps to stand out among a series of canned emails, scripted phone calls and customer-relationship management reports.
For Success in Sales, Learn Your Customer's Backstory
Sales

For Success in Sales, Learn Your Customer's Backstory

Don't just attack with questions about what your prospect wants, instead, ask them why.
Why the 'Why' of the Sale Matters More Than the 'What'
Sales

Why the 'Why' of the Sale Matters More Than the 'What'

Whether you're selling mattresses or any other product, think about why your customers are there.
Are You Ready to Start Conquering Your Dangerous Addiction to Comfort?
Procrastination

Are You Ready to Start Conquering Your Dangerous Addiction to Comfort?

Defeat procrastination right now, while reading this column.
How You Can Crush the Biggest Sales-Killing Mental Bias
Sales

How You Can Crush the Biggest Sales-Killing Mental Bias

When we enter a sales situation with a pre-conceived idea, we look for confirmation to support that idea. That usually ends badly.
Use This Half-Day Productivity Hack to Knock Out Your Priority Projects
Productivity

Use This Half-Day Productivity Hack to Knock Out Your Priority Projects

What if you could replicate that experience of the day before a vacation, when you plow through tasks?
The Powerful Question You Should Ask Yourself During Every Sales Conversation
Sales

The Powerful Question You Should Ask Yourself During Every Sales Conversation

OK, I'll admit it: closing every single prospect is impossible. But don't let that stop you from pursuing the sale.
Solve Your Buyers' Problems by Changing Their Perspective
Sales

Solve Your Buyers' Problems by Changing Their Perspective

Move a potential customer into purchase mode by focusing on the long-term view, not troubling current trends.
5 Reasons I Love Sales, and Why You Just Might, Too
Sales

5 Reasons I Love Sales, and Why You Just Might, Too

Besides the thrill of the deal and its puzzle-like challenge, there is one other great boost from a successful interaction.
Retrain Your Brain to Feel Confident About Public Speaking
Public Speaking

Retrain Your Brain to Feel Confident About Public Speaking

You're very unlikely to go blank, pass out and wet yourself on stage. Instead, focus on the good things.
4 Steps to the Most Productive 15 Minutes of Your Day
Control What You Can

4 Steps to the Most Productive 15 Minutes of Your Day

It is amazing how busy one can feel without being actually productive. It all depends on one word: intentionality.