The Modern Customer Podcast What Drives Customers to Buy—And What Holds Them Back
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Apr 1, 2025 Jeff Shore, a seasoned sales strategist and founder of Shore Consulting, unpacks the emotional mechanics that drive customer behavior. He highlights how understanding buyer psychology can reduce friction in sales processes. Listeners will learn about key motivators beyond money, the importance of addressing emotional dissatisfaction, and strategies to create urgency in purchasing decisions. Additionally, Shore discusses how effective salespeople leverage emotional intelligence to connect with customers, ensuring smoother transactions.
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Traits of Great Salespeople
- Look for salespeople with high achievement drive, positive energy, and coachability.
- These traits indicate potential superstars, regardless of prior sales experience.
Certainty vs. Risk
- The opposite of certainty isn't uncertainty, but risk, which makes buyers hesitate.
- Increase clarity about their future to reduce perceived risk and boost urgency.
French Shoe Story
- Jeff Shore bought expensive shoes in France because of high dissatisfaction (sore feet) and a clear future promise (comfort).
- This demonstrates how strong dissatisfaction and future promise minimize cost concerns.
