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Jeff Shore joins me on the Salesman Podcast to discuss why being ‘bold’ is important to becoming a target smashing sales professional.
Be bold and get uncomfortable
We start the show by defining what being bold actually is (it’s not being cocky smart arse) and why this is important if you want to be a A* sales professional.
“To me, being bold is about doing the right thing despite your discomfort.”
I then ask Jeff if being bold is something that people are naturally born good at or if it’s a sales skill that can be learnt and practised over time.
Preparation is key
Jeff explains how we can become bolder by practising sales pitches and preparing for common sales objections we may face. The psychology behind this is that if you’re heard the problem the prospect throws up before, you will not be thrown into a fight/flight response and you can give a calculated answer using the smart part of your brain. As soon as you start to wing it and the adrenaline builds (I’ve been there too!) then the more primitive parts of your brain come online and start to sabotage things.
Being uncomfortable is a good thing
We wrap up the show by discussing why being uncomfortable in sales is often a good thing.
“Being uncomfortable is a great thing. That discomfort indicates the opportunity you have got”
If something doesn’t challenge you, it does change you. It means your growth as a sales professional will stop and in a rapidly changing market this is never a good thing.
Guest info:
Jeff Shore’s highly sought-after sales keynote speaker sessions inspire audiences across the globe to change their mindset and change their world.
As an in-demand sales keynote speaker, author and consultant for over three decades, Jeff has a unique ability to connect with audiences on a personal level and transform the way they look at what they do, inspiring meaningful and lasting change.
His innovative, research-driven and real-world approach to BOLDNESS is more than just another sales technique; it’s a fundamental shift in how to approach the sales process.
Show notes:
Books mentioned:
Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance
Deal With It! Mastering 21 Tough Sales Challenges
Influence: The Psychology of Persuasion
