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The 4:2 Formula: Getting Buyers Off the Fence and Into a Home, by Jeff Shore
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Something in your clients' lives isn't working for them right now and they need a fix. They're on a mission...a mission to improve their lives. Your job is to connect to that mission so deeply that the path to the sale literally roles out right in front of you. The 4:2 Formula gives you proven strategies for discovering your clients' needs and providing solutions that will change their world.
- Sales Rank: #70654 in Books
- Published on: 2012-10-01
- Number of items: 1
- Binding: Paperback
- 160 pages
About the Author
Jeff Shore is the President of Shore Consulting and one of the most sought after sales thinkers in business today. With 25 years of experience in sales, sales management, and corporate leadership, Jeff speaks to thousands of sales professionals around the world each year.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Most sales people spend 100% of their time focused on ...
By Patrick Crocetta
Most sales people spend 100% of their time focused on "what the customer wants" (in a new home...but it could be in any new product). This is because typical sales people are fixated on the product and believe that's what influences the purchase decision. They unfortunately never consider the real motivating factor in a purchase -- WHY the prospect desires to make a change in the first place and respecting the fact that people don't buy the product...they buy the solution the product delivers! Jeff Shore takes the reader deep into this understanding -- how and why people purchase products and what it takes to create the desire and urgency for the prospect to decide to make a change (to buy!). This book is so powerful because if the sales formula Jeff discusses is applied, the sales path that leads to the close will open up every time. Every Sales Professional seeking to improve his/her craft in a quest to be the top 1% MUST read this book! As Director of Sales for a medium sized builder, The 4:2 Formula is now required training and at the core of our sales program. Thank you Jeff!!!
1 of 1 people found the following review helpful.
Enjoyable and informative read
By Cindie G.
Normally, I can't sit still to read a book, but this is a book I read in only a couple days. Jeff writes very conversationally and has great ideas for selling. I recommend it.
0 of 0 people found the following review helpful.
SUCH A PHENOMENAL READ!
By Amanda
I read The 4:2 Formula within the first month of my new job as a sales professional, and I will forever be fully indebted to my sales coach for turning me on the Jeff! As a "newbie" to the field, The 4:2 was JUST what I needed to catapult myself head first into the wonderful world of home sales! If you are looking to advance in your sales career, purchase The 4:2 Formula and revoltuitonize the way you understand and communicate with your clients! This book will allow you to maximize your sales, earnings, and over all experience in this field. While you're at it.. check out Jeff's book, "Be Bold and Win the Sale" as well! SUCH A PHENOMENAL READ!
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