Jeff shared his expertise with me about the psychological factors at play in the purchase decision. We talked about:
Some of the things salespeople do in a typical sales presentation that makes it difficult for a customer to make a purchase decision.
Whether or not you need to adjust your sales presentation when selling a complex product.
A few of the common mental shortcuts that customers take when they are making a purchase decision.
And the point when you cross the line from being an advocate to an adversary. In other words, how do you know when to stop pushing a customer to a purchase decision?
Enjoy the interview!
Jeff is a highly sought-after sales expert, speaker, author, and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "Closing 2.0," is now available. Learn more at jeffshore.com and follow Jeff on Twitter.