More From Jeff Shore
If we think of attention as currency, it represents something of a commodity -- highly valuable but limited in supply.
Grow Your Business
Create a carefully crafted plan combined with a fierce dedication to execution that will require a shift in your thinking.
Follow these three steps to stand out among a series of canned emails, scripted phone calls and customer-relationship management reports.
Don't just attack with questions about what your prospect wants, instead, ask them why.
Whether you're selling mattresses or any other product, think about why your customers are there.
Defeat procrastination right now, while reading this column.
When we enter a sales situation with a pre-conceived idea, we look for confirmation to support that idea. That usually ends badly.
What if you could replicate that experience of the day before a vacation, when you plow through tasks?
OK, I'll admit it: closing every single prospect is impossible. But don't let that stop you from pursuing the sale.
Move a potential customer into purchase mode by focusing on the long-term view, not troubling current trends.
Besides the thrill of the deal and its puzzle-like challenge, there is one other great boost from a successful interaction.
You're very unlikely to go blank, pass out and wet yourself on stage. Instead, focus on the good things.
It is amazing how busy one can feel without being actually productive. It all depends on one word: intentionality.
Go shopping -- not for products -- but for new concepts you could use to improve your business.