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.
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.
Run a Better Business
Meetings usually represent a big waste of time. Instead of sitting around, use these four tips to boost productivity at your organization.
Even an entire crappy and unproductive day can end strong with just 15 hyper-productive minutes.
Take It From The Pros
Aiming high could push you to new heights, or sour your spirit. Here are five ways to find the right balance.
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