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Sales + Inbound Marketing + HubSpot

Use Jeff Shore's 'Permission-to-Question' Script To Close More Sales

Posted by Wes Schaeffer | January 27

About Today's Guest on The Sales Podcast

Jeff Shore is a "sales wonk" who loves influence and detests "old school selling." (Amen!) Jeff thinks today is a "better day for sales people" and after running the sales for a Fortune 500 company—where he spent 11 years—he knows a thing or two about selling!

After he climbed the corporate ladder and realized it was up against the wrong wall, i.e., Stephen Covey, he left and has been doing his own sales-training thing for 15 years with his staff of 9. Hear the rest of his great interview above and see what you'll learn below.

Want to hear how this guest bounced back from losing $2.9 million? 

Stream below or right click here to download.

 Sales Tips you'll learn in this episode...

  • How to make yourself recession-proof.
  • The role of a salesperson in today's transparent world.
  • What you need to focus on in the sale instead of the "bright, shiny objects."
  • What question to ask the hard-to-please prospect that calls or comes in to your place of work to help you take control of the conversation.
  • Jeff's "Permission to question" script.
  • The main things your customers are looking for.
  • How to shift away from "transactional relationships" and into the more lucrative "transformational" relationships.
  • How Jeff defines top sales performers and the actions you can take to become one yourself.
  • How to stick to your price.
  • What you should replace your bucket list with.

Look for transformational vs transactional relationships"

Links Mentioned

Share your appreciation for this episode by letting my guest and me know on Twitter.

Thank you for checking out this session of The Sales podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show!

Now go sell something.

Topics: Jeff Shore, Entrepreneur, Podcast, Professional Selling

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


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You're dealing with a human on the other end of your phone, chat window, or social media post. They are frustrated, upset, concerned, and angry. They come to you seeking help. How easy are you to be found and how prepared are you to meet them where they are? Let's talk. ~Wes

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