You can’t just take selling and distill it to a numbers game. Host Jeff Bajorek knows it's much more than that. The only sales hack or tool you need is the one right between your ears. You have a choice. Rethink the way you sell.
The Rethink The Way You Sell podcast, hosted by Jeff Bajorek, is a must-listen for anyone in the sales industry. With his fantastic approach and well-crafted content, Jeff provides listeners with pointed and full of helpful ideas that will help generate results. This podcast is the perfect way to start any sales day.
One of the best aspects of this podcast is Jeff's refreshing perspective on sales. He goes beyond just providing tips and tricks, delving into deeper topics such as psychology and long-term strategies. For those who are past the standard "ABC of closing" and "how to ask the right questions," this podcast offers valuable insights that can truly transform one's sales career. Additionally, Jeff's expertise shines through in every episode, making him a trusted resource for sales professionals looking to improve their skills.
Another great aspect of The Rethink The Way You Sell podcast is the production quality. The episodes are short yet packed with value, leaving listeners with actionable takeaways. Jeff's ability to ask the right questions and go beyond surface-level answers makes each episode thought-provoking and impactful. Moreover, his genuine passion for helping others succeed in sales comes across in every recording.
While it's challenging to find any major flaws in this podcast, some may argue that it focuses too much on long-term strategies rather than immediate tactics. However, this can be seen as a positive attribute since it encourages listeners to rethink their entire approach to selling instead of relying on quick fixes or temporary solutions.
In conclusion, The Rethink The Way You Sell podcast is a game-changer for anyone serious about excelling in sales. With its well-crafted content, powerful questioning techniques, and emphasis on long-term success, this podcast offers a unique perspective that sets it apart from others in the industry. Give it a listen and prepare to transform your sales career like never before.
While we're on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven't heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you're about to hear one of those episodes. Enjoy! Surrender is a funny word. On its face, it may seem like "giving up" in a negative sense. But what if you're giving up control, the illusion of control? Giving up on creating an environment that is disadvantageous. It's only when we surrender something that we can then give ourselves permission to have something else.
Jeff wraps up season 5 of Rethink The Way You Sell with some powerful lessons on personal and professional growth. There are a lot of people out there a lot of sellers out there who are blinded by their own potential. They get into selling because they know that like you can make a lot of money you can do some really cool stuff. You can't lose sight of the person you are right now. And you can't lose sight of the connection between who you are right now and why you want to pursue greatness, whatever that means to you. But if you trust in the knowledge that you're the best in the world at what you do AND you know the really scary part which is that you're only half as good as you're ever going to be then you're heading in the right direction. If you can't get behind that then you're doing the wrong thing for the wrong reasons. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
The number one cause for anxiety, for disappointment, for mental illness in sales, is when salespeople try to control more than they can, more than they should, more than would be fair. You have to recognize that selling is about putting yourself in position to win. And when you do that often enough, you will win often enough. In this thought-provoking episode of "Rethink the Way You Sell," Jeff discusses the concept of control in sales, exploring the fine line between healthy management and excessive control. He examines the potential pitfalls of trying to control too much, highlighting how this can lead to anxiety and dissatisfaction in one's career. He also touches on the unrealistic expectations sometimes placed on sales professionals, like arbitrary quotas and the pressure to deliver miracles. He emphasizes the need for a balanced approach, where salespeople focus on their process rather than obsessing over results. This episode is not just about strategies in sales; it's a candid look at the mental and emotional challenges that come with the territory. Jeff's conversation is an essential listen for anyone in sales seeking to strike a balance between ambition and realism, control and flexibility. Tune in to gain a fresh perspective on how to navigate the complexities of a sales career while maintaining your well-being and integrity. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek delves into the intricate balance between emotion and logic in the sales process. He opens up about the necessity for salespeople to kindle emotions in their prospects while simultaneously maintaining a logical, process-driven mindset themselves. This episode explores the dichotomy between the emotional journey of the buyer, who often makes decisions based on feelings and then rationalizes them, and the disciplined, logical approach required from the seller. Jeff highlights the importance of not getting swept up in one's emotions, emphasizing the need for sellers to focus on a methodical process to guide a sale to completion. Jeff also touches on the dangers of letting emotions dictate actions in sales, cautioning against the temptation to prematurely celebrate deals or let guard down at critical moments. He stresses the significance of staying grounded and disciplined, keeping a vigilant eye on the process rather than getting caught up in the excitement of potential results. Using practical examples and personal anecdotes, Jeff illustrates how easy it is to lose sight of important details when emotions take the lead. This episode is not just about understanding the emotional dynamics at play in sales but also about learning to manage one's emotional state to ensure consistent success. Jeff's insights and advice provide valuable lessons for sales professionals aiming to navigate the complex interplay of emotion and logic in their work. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
Jeff wraps up his enlightening series on the '7 Steps to Sell Like You' with the final step, "Keep Your Swagger." Maintaining confidence and a positive attitude are vital in sales and impossible to do without the previous six steps in place. He shares personal anecdotes and practical advice, illustrating how swagger is more than just confidence—it's about staying true to oneself and exuding authenticity in every interaction. This is also a good reminder of the importance of resilience, self-belief, and the power of a growth mindset in overcoming obstacles and closing deals. This episode is a must-listen for anyone looking to refine their sales approach, blending the earlier steps of self-awareness, value-driven strategies, and effective processes with the charismatic art of maintaining swagger. Jeff's final message resonates as a call to action for sales professionals: to not only embrace these seven steps but to embody them, ensuring a more successful, genuine, and fulfilling career in sales. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by Doug Branson Additional Music by Blue Dot Sessions
Join host Jeff Bajorek in an enlightening conversation with David Weiss, CRO and Founder of DealDoc, on the popular MEDDPICC sales qualification methodology. MEDDPICC, an acronym for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition, is a cornerstone in enterprise sales. In this episode, David delves into the nuances of each element and shares his extensive experience and insights. Whether you're a seasoned sales professional or new to the field, this discussion offers valuable perspectives on how to effectively navigate complex sales processes and drive success. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by Doug Branson Additional Music by Blue Dot Sessions
In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical theme of accountability in sales. Titled "Be Held Accountable," this episode delves into why accountability is often perceived negatively and seeks to redefine it as a positive and essential aspect of professional growth. Jeff emphasizes that being held accountable is not about facing punitive actions but about aligning one's actions with stated intentions. He challenges the common fears associated with accountability, such as the fear of failure and the lesser-discussed fear of success. Jeff argues that true accountability involves a genuine confrontation with the truth, which, while not always comfortable, is necessary for personal and professional development. In the second part of the episode, Jeff distinguishes between accountability and micromanagement, underscoring that the former is about support and trust, not control. He introduces the idea that self-accountability is somewhat of an oxymoron, advocating instead for the support of a colleague or mentor. This support, Jeff explains, is not about overseeing every action but about helping navigate unforeseen challenges and maintaining alignment with goals. He encourages listeners to find an accountability partner, emphasizing the old saying, "If you want to go fast, go alone; if you want to go far, go together." The episode concludes with Jeff reminding listeners of the importance of regular check-ins and communication in maintaining accountability, and he teases the next episode, which will discuss tools for self-discipline in the context of sales. Download my latest ebook: https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by Doug Branson Additional Music by Blue Dot Sessions
In this captivating episode of "Rethink the Way You Sell," host Jeff Bajorek welcomes a true titan of the sales world, Jeffrey Gitomer. Known as the 'King of Sales,' Gitomer shares invaluable insights that have shaped the industry. Bajorek delves into step five of his 'Seven Steps to Sell Like You,' drawing upon Gitomer's profound wisdom and personal anecdotes. This episode is a treasure trove of knowledge for anyone looking to elevate their sales game. As Bajorek himself puts it, Gitomer's unique approach to conversations and his ability to direct them to where they need to go is nothing short of enlightening. Join us for an episode filled with practical advice, heartfelt appreciation, and the kind of wisdom that only a seasoned expert like Gitomer can provide. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
Jeff delves into the powerful concept that you win and lose business in the same manner, a lesson learned early in his sales career. He candidly shares his experiences and insights on why focusing solely on tactics like lavish dinners or the lowest price is a short-sighted strategy. Instead, Jeff advocates for a deeper understanding of a client's motives and tailoring solutions to their needs. He stresses the importance of selling based on value rather than price, ensuring sustainability and long-term client relationships. This episode is a must-listen for sales professionals looking to elevate their approach and secure lasting success in the competitive world of sales. Download my latest ebook: https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes!: https://linktr.ee/rethinkpod Music and editing by Doug Branson. Additional music by Blue Dot Sessions
In this insightful episode of "Rethink the Way You Sell," host Jeff Bajorek explores the delicate dance between cost of inaction (COI) and return on investment (ROI) in the sales process. Jeff breaks down the critical role emotions play in decision-making, discussing how a balance of COI and ROI can make or break the interest of a prospect. With a nod to the exchanges with thought leader Maria Bras, this conversation unravels the common mistakes that can stall progress and kill deals, emphasizing the necessity of evoking the right mix of emotional triggers to drive a sale forward. --- Links mentioned in the show https://www.linkedin.com/in/mariabross/ https://www.jeffbajorek.com/posts/the-important-difference-between-roi-and-coinbsp --- Building on the idea that purchases are made emotionally first and justified logically after, Jeff outlines the importance of creating a nuanced approach to sales tension. He advises against the excessive emphasis on pain points, advocating instead for a balanced approach that interweaves the negative with the potential positive outcomes. This episode promises to reshape your understanding of the sales narrative, offering actionable insights into how sales professionals can craft more compelling, balanced arguments that resonate on an emotional level and lead to successful conversions. Plus, stay tuned for an exciting preview of an upcoming interview with sales guru Jeffrey Gitomer, which promises to offer even more transformative sales strategies. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of Rethink the Way You Sell, host Jeff Bajorek challenges the traditional methods that dominate the sales landscape. He confronts the idea that logic alone can seal a deal, asserting that people buy emotionally first and only justify their decisions logically later. Jeff also debunks the increasingly popular notion that inbound marketing should take precedence, arguing that a more proactive approach is needed to effectively pull prospects through the sales pipeline. But it's not just about changing tactics; it's about altering your entire mindset. Jeff introduces the concepts of "tension" and "connection" as critical elements in the sales process. He contends that without establishing a genuine connection based on credibility and relevance, any attempt to create tension—or emotional engagement—will fall flat. From the pitfalls of leading with slide decks to the dangers of being too product-centric, this episode is packed with invaluable insights that will make you rethink not just how you sell, but how you connect. Forgotten sales rule: people buy emotionally first, justify logically later. (0:00) Using emotions in sales process. (1:47) Sales tactics and customer experience. (3:26) Balancing positive and negative emotions in sales. (6:03) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of "Rethink the Way You Sell," host Jeff Bajorek explores the critical role of personal brand and credibility in the sales process. He challenges listeners to ponder the question: Are you someone worth talking to with something worth talking about? Jeff argues that being perceived as a person of value, not just in business but also in life, can be the game-changer when it comes to getting callbacks, closing deals, and earning referrals. Jeff also discusses how your digital footprint and reputation either validate or negate your claim to provide value in sales interactions. With anecdotes from his personal life and provocative questions that make you reconsider your own personal brand, this episode provides actionable insights into building a reputation that sticks. From earning the loyalty of your customers to the importance of trading enough value for someone's time, Jeff covers the often-overlooked aspects of the sales process that can make or break your success. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this enlightening episode of "Rethink the Way You Sell", host Jeff Bajorek tackles the intricacies of mastering the sales process by leveraging one's authenticity. As he unveils Season Five's theme around the seven transformative steps to "sell like you", Jeff explores the fine line between setting rules and understanding principles in sales. By sharing his insights into the importance of credibility, relevance, and using emotion appropriately, Jeff encourages listeners to reflect on the core values guiding their sales performance. Jeff also pays homage to pivotal influences in his career, notably mentioning the impact of Jeffrey Gitomer's "The Little Red Book of Selling". Beyond just strategies and techniques, this episode challenges listeners to think about their own guiding principles and the indelible truths that have shaped their approach to sales. With an invitation to engage, reflect, and share their own sales journey, Jeff continues to inspire salespeople to embrace their unique journey and redefine success. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of "Rethink the Way You Sell," host Jeff Bajorek challenges listeners to reevaluate their pursuit of perfection in the sales process. Drawing on personal anecdotes and reflections on his own production hurdles, Jeff argues that the quest for perfection can often stand in the way of delivering truly valuable work. Jeff underscores the importance of embracing "really good" over unattainable perfection, sharing insights on how this mindset shift can lead to more genuine connections and impactful sales outcomes. Join Jeff as he explores the intricacies of perfectionism in sales and offers a fresh perspective on delivering your best work in the moment. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
Are you struggling with handling objections and negotiating with prospects? In this episode of Rethink the Way You Sell, host Jeff Bajorek offers a framework to help you stay present, acknowledging the other person's perspective while redirecting back to the core problem you are trying to solve together. Jeff explains how checking your ego, acknowledging the objection, and returning to the problem can transform tense negotiations into collaborative discussions. Learn why rehearsed responses break rapport and trust, and how being mindful keeps you focused on win-win outcomes. If you want to overcome objections with empathy and advance deals with better long-term results, this episode will give you the tools to rethink the way you handle objections and negotiate. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of the Rethink the Way You Sell podcast Jeff explores the essence of genuine selling, focusing on the crucial transition from discovery to presentation. Have you ever felt a disconnect when shifting from understanding your prospect's needs to laying out your pitch? Jeff sheds light on the common mistake of overthinking the presentation aspect, emphasizing the power of recommendation over scripted slides. Listen in as he delves into the significance of staying present, understanding the core of true selling, and the art of making impactful recommendations. If you've been looking for an authentic, transformative approach to sales, this episode holds the key to #selllikeyou. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
We welcome back a special guest this week, Jason Bay, founder and CEO of Outbound Squad is here to talk about discovery. Jeff and Jason discuss the common discovery pitfalls that sales reps often find themselves in and how to turn those challenges into opportunities. Jason Bay shares his insights on the importance of "multithreading" in conversations, effectively engaging CFOs in deals, and why it's crucial to sell outcomes rather than just solutions. If you've ever felt like your discovery process could use a revamp, you won't want to miss these expert tips on mastering the craft. Jason also tells us how he manages self-source pipelines and runs tight sales cycles. They get into the nuances that separate great sales reps from the wannabes, stressing the importance of bringing value to every single interaction with prospects. Whether you're a seasoned sales veteran or just starting in the field, this episode is packed with actionable advice that you can apply immediately to improve your sales strategy. It's time rethink the way you discover new sales prospects. 6:00 - How "multi-threading" can help you find the real decision maker without offending everyone else 10:50 - Discover the bigger project picture and win the sale 19:20 - Managing your time on a sales call effectively 25:51 - What questions should be prepared ahead of a sales call to offer strategic advice effectively? Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of "Rethink the Way You Sell," host Jeff Bajorek explains why discovery is not just a necessary part of the sales process but a valuable part. He gives you the 6 outcomes you can expect if you spend more time on discovery. Articles referenced in this podcast: https://www.jeffbajorek.com/posts/2021/1/29/the-sales-step-that-separates-top-performers-from-the-rest https://www.jeffbajorek.com/posts/2021/2/6/this-is-what-great-discovery-looks-like Forget about cornering your prospects with questions you already know the answers to; Jeff explores how to genuinely engage with potential clients by asking thought-provoking questions. From making your prospects think to asking questions neither of you knows the answers to, Jeff outlines a strategy that will earn you not just a deal, but the respect and trust of your client. Jeff also shares his insights on what happens after the discovery process, like how to make a seamless transition into the next steps and ensure your deals never stall. Tune in to hear about the 3 types of questions that can help you create the tension necessary to close more deals. Whether you're a seasoned sales professional or new to the game, this episode is a treasure trove of techniques to help you rethink the way you sell. 3:36 - DON'T start with the usual questions, understand the prospect's situation 6:38 - The 6 Outcomes of GREAT discovery 13:35 - The 3 Types of Questions You Should Be Asking Your Prospects Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek dives deep into the art and science of prospecting. Jeff explains why conventional methods aren't breaking through the noise and capturing the attention of your prospect. He challenges you to rethink your approach to outreach frequency and duration, offering concrete insights into what really works based on industry data. Watch Jeff and Jason Bay put the "P" in prospecting here: https://youtu.be/vYT_Fwe3fDc This episode isn't just about numbers; it's about getting creative and making a memorable impression. From "crumpled letters" to sending a Converse All Star sneaker with a note saying "Just trying to get my foot in the door," Jeff explores innovative and bold techniques that go beyond the usual calls and emails. If you've ever felt stuck in your prospecting or simply want to improve your techniques, this episode is packed with advice and methods that will help you stand out in a crowded marketplace. 4:50 - Frequency: How often should you be reaching out to a prospect? 6:17 - Duration: Time under tensions MATTERS 8:30 - Multichannel creativity WILL make you stand out Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of "Rethink The Way You Sell," hosted by Jeff Bajorek, you'll be challenged to redefine what it means to be "salesy" as Jeff continues to reveal the 7 steps to #SellLikeYou. Jeff passionately argues that being salesy doesn't have to be a negative term, and he encourages you to embrace it as a positive aspect of your profession. He dives into the science and art of selling, providing a framework to manage your time, intentions, and territory. Jeff also shares insights on how to be more direct and forthright in your approach without losing integrity, and how to guide your customers through their buying process. Join Jeff as he flips the script on conventional sales wisdom, urging you to take ownership of your role as a seller and lead your customers to success. This episode is all about empowering you to sell like yourself, and it's packed with actionable advice on being persistent without being a pest, what great discovery looks like, and how to close deals in a way that feels good for both you and your prospects. If you're ready to rethink the way you sell and create more opportunities, results, and outcomes, this episode is a must-listen! Salesy has become a derogatory term but you can take ownership over it. (2:28) Salesy is NOT manipulation (5:02) Don't believe the hype: People NEED sales (7:00) Choose to be effective in a way that makes you feel good about yourself. (9:48) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of "Rethink the Way You Sell," hosted by Jeff Bajorek, listeners are invited to take a fresh look at Customer Relationship Management (CRM) systems. Jeff delves into the common misconceptions about CRMs, arguing that they are not just management tools but essential sales tools that can help salespeople stay organized and win deals. He shares his personal experience with CRMs, including how a simple Excel spreadsheet became a vital tool in his sales career. The episode also explores the importance of using CRMs for personal benefit rather than seeing them as a burden imposed by management. Jeff emphasizes the value of taking a step back on a weekly or bi-weekly basis to review opportunities and keep track of ongoing deals. He challenges listeners to rethink their approach to CRMs and recognize their potential as a means to close more deals. Whether you're a seasoned sales professional or just starting in the field, this episode offers a different perspective on CRMs that could transform the way you sell. Most CRM systems are implemented incorrectly, and it's NOT the system's fault. (1:59) How a simple CRM systems saved Jeff's sale (7:30) Your CRM is not just a management tool, it's a sales tool (12:21) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
On this next episode of Rethink the Way You Sell Podcast, join Jeff Bajorek as he tailors the essential aspects of a sales process directly to you. Imagine, he's guiding you to break down your sales process into four key steps: identifying potential clients, capturing their attention, articulating your value, and confidently advancing to the next stages. Jeff walks you through how to make this process your own, irrespective of whether you're selling a simple product or a complex solution, nudging you to assess and clearly define your unique approach. This episode isn't about just theory, it's about transforming your daily sales activities. Jeff offers stimulating questions that make you reconsider your current practices around identifying the right customers, controlling the sales conversation, and more. Gleaning insights from his work with David Weisner and the Sales Collective, Jeff digs into the intricate workings of the sales process, encouraging you to refine your precision and purposefulness in sales. As a seasoned salesperson or a newcomer to the game, you'll find immense value in Jeff's deep dive that could lead to reducing your sales cycles. Tune in for an episode that delivers more than just a guide - it's your personal masterclass in sales. How to think critically about your sales process. (1:46) How to turn an interested prospect into a customer for life? (5:24) The more you know, the better you get. (7:03) 3 questions to ask yourself before every meeting. (8:31) Questions to ask yourself during your process. (9:57) Jeff will bet you a cup of coffee. (11:34) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of Rethink the Way You Sell, hosted by Jeff Bajorek, the spotlight is on the third step of the Seven Steps to Sell Like You: Know Your Sales Process. Jeff starts by addressing the commonly debated question of whether selling is an art or a science. He then simplifies the sales process into four steps, explaining each one in detail. Step one is identifying who you can help, while step two is getting their attention. In step three, Jeff emphasizes the importance of effectively communicating your value during the sales meeting, emphasizing the need for a meaningful exchange and learning about the potential customer. Lastly, step four focuses on asking for next steps and closing the sale, highlighting the significance of being prepared and avoiding unnecessary delays. Jeff provides real-life examples from his own sales experience and practical insights to help listeners refine their sales process and ultimately drive better results. This episode offers valuable guidance for sales professionals looking to improve their selling techniques and achieve better results. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of "Rethink the Way You Sell," Jeff Bajorek reimagines business development through territory management. Drawing inspiration from Stephen Covey's time management matrix, Jeff develops a fresh framework using two key factors – grow-ability and accessibility. Join Jeff as he guides you to visually categorize your top accounts into quadrants based on these factors, offering a unique perspective that uncovers unnoticed opportunities. See Jeff's matrix and learn how to use it: https://www.jeffbajorek.com/posts/a-different-way-to-look-at-growth This is an episode for those who are keen to delve into the strategic side of sales and learn how to maximize their resources effectively. Jeff will challenge your understanding of accessible yet unscalable accounts, and how they can be a blessing in disguise in terms of growth. Don't miss out as he unfolds how having meaningful conversations with these customers could lead to game-changing insights. Be prepared to question your current sales approach, dismantle your preconceived ideas, and truly rethink the way you sell. 4:15 - The inspirations behind the framework 5:15 - Understanding the quadrants 8:00 - Quadrant 1: Accessible and growable accounts 9:30 - Quadrant 2: Non-Accessible, growable accounts 11:14 - Quadrant 3: Accessible, but not growable accounts 16:27 - Quadrant 4: Accounts you can't grow or access Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of Rethink The Way You Sell, Jeff Bajorek highlights the significance of engaging in open and honest conversations with your customers. He believes in the power of these conversations in forging stronger relationships, asserting that "I have never been done wrong by my instincts. I have never asked a question that I feel deserved an answer. Even if it was a little taboo." Opening up to customers and showing vulnerability, according to Jeff, encourages them to let their guard down and foster a deeper connection. To aid in having these effective discussions, Jeff presents a five-step framework. These steps encompass understanding why the customer initially chose your company, seeking specifics about this decision, determining why they continue to do business with you, asking if they can refer additional clients, and finally, if they can introduce the company to these referrals. Jeff stresses that using this framework twice a year can considerably enhance the growth trajectory through referrals, stating "I gave you the framework. Now I'm going to ask you if you're willing to use it." You will serve your customers even better if you are willing to have the conversations that need to be had. (1:30) Five Questions for Killer Customer Conversations. (3:57) Why you have to ask for more detail. (5:14) Why do you continue to do business with us? (7:05) You're getting exact messaging for what it's like to find more customers like them. (9:32) An introduction goes so much further than a referral. (11:45) Why you need to have this conversation with your best customers twice a year. (13:41) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
Having a deeper understanding of your best customers is vital to improving your process and making more sales. Jeff argues that most sellers only have a surface-level view of who their customers are. He urges you to dig deeper and ask: "What are their goals? What motivates them? How are they feeling and thinking?" Jeff says truly knowing your customers will make selling much easier for you. "People buy emotionally first, then justify logically." Yet most sellers lead with logic instead of their customers' emotional state. Jeff wants you to uncover the emotions your prospects are experiencing related to their problem and potential solution. Another key point is understanding customers' motives beyond just the product or solution. Jeff asks: "Why would they buy from you? Why wouldn't they buy from you? What emotions drive their decision?" Answering these questions will give you a clearer picture of your customers and how to help them. Listen to gain Jeff's framework for finding out why your best customers choose you. His advice aims to deepen relationships and make referrals easier for you to obtain by helping you earn the right to ask through a deeper understanding of your customers. Why you need to know who you are selling to. (2:17) What emotional state are they in? What are the emotions that drive a decision? (3:54) Who are your best customers? Why would they buy from you? What are their motives? (5:29) Why wouldn't they buy from you? (7:15) What are the emotions that drive the decision to solve the problem? (9:17) People buy emotionally first, then justify logically. (10:39) When you have a better understanding of your prospect's journey, you will have earned the right to ask for referrals and introductions. (12:15) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this enlightening episode of Rethink The Way You Sell, host Jeff Bajorek highlights the significance of differentiation in your sales approach and the necessity to question conventional sales wisdom by promoting critical thinking. With personal anecdotes and a focus on accountability, self-assessment, and self-awareness, Jeff encourages listeners to challenge traditional sales techniques, adjust their strategies, and unlock their potential to connect with customers and succeed in a competitive sales environment. Throughout the episode, Jeff guides listeners in aligning their core beliefs with their sales processes and shares a simple exercise to help identify crucial differentiators. By reevaluating your purpose, understanding customers' needs, and adopting unconventional approaches, you'll unlock unlimited sales potential and achieve greater success in your sales career. Key Takeaways: 4:38 Embrace differentiation - Effective sales strategies require setting yourself apart from competitors and finding unique selling propositions. 8:17 You lose business the same way you win business - Foster critical thinking and be open to exploring innovative approaches or risk losing out to price 11:58 What is the feature? What is the benefit? What does the outcome look like? - Get clear on what it is that you do and how you help. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this inspiring episode of Rethink The Way You Sell, host Jeff Bajorek sits down with DeJuan Brown to discuss his passion for helping others and his new role as the Head of Sales at Merit America, a nonprofit organization devoted to achieving long-term wage gains and sustainable, recession-resilient careers. DeJuan shares his excitement about Merit America's mission, their partnership with Google, and the magnitude of impact the organization can have on learners who are eager to advance their careers. Throughout the conversation, both Jeff and DeJuan emphasize the life-changing potential of seeing something in others that they might not see in themselves and the importance of giving back. Through personal anecdotes and powerful insights, Jeff and DeJuan offer a fresh perspective on rethinking the way you sell, combining passion with meaningful work, and using your skills to uplift and support those who need it most. Whether you're in sales or any other field, this episode will leave you feeling inspired and motivated to align your values with your career and pay it forward to the next generation. Key Takeaways: 4:30 Align passion with career - DeJuan's new role at Merit America exemplifies the power of combining passion for helping others with professional skills to create meaningful change in people's lives. Leverage unconventional opportunities for growth - Don't be afraid to think outside the box when it comes to advancing your career and broadening your skill set, as DeJuan did by joining a nonprofit organization. 19:08 Advance your career by helping add six figures to someone else's income Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this episode of Rethink The Way You Sell, host Jeff Bajorek takes a closer look at the importance of alignment and knowing your why in the sales process. He emphasizes that salespeople can determine their own how and that there's no one-size-fits-all sales method. Jeff also focuses on the role of integrity in achieving your best work and shares the five essential questions that can help you understand your purpose, which ultimately drives your success in sales. Jeff guides listeners through the concept of how life stages or career stages can shape a salesperson's motivation, using the analogy of a pyramid similar to Maslow's Hierarchy of Needs where money motivation is at the base, progression to mastery in the middle, and the pursuit of giving back at the top. As you move through stages, the fulfillment derived from sales activities changes. He challenges listeners to assess where they are in this pyramid and align their behaviors, practices, and principles for optimal results. Key Takeaways: 1:57 Determine your own how - Redefining selling in a way that suits you can open up new possibilities and empower you to make the rules of the game. 7:12 Achieve alignment and integrity - Aligning what you sell, who you sell it to, how you sell, and why, while maintaining integrity, is crucial for doing your best work in sales. 10:20 Assess your place in the hierarchy of sales needs - Understanding where you are in your journey of motivations and focusing on aligning with that stage can lead to better results. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
In this exciting fifth season, host Jeff Bajorek takes you through the 7 steps to selling like you. Discover the importance of alignment in selling, redefine it in a way that suits you, challenge your assumptions, and learn from those who have successfully redefined selling themselves. In the first episode, Jeff explores the first step to selling like you: knowing yourself. By examining the alignment between what you sell, who you sell it to, how you sell it, and why, you can achieve greater integrity and do your best work. Set yourself up for success by redefining selling in a way that suits you and taking control of the process. Join Jeff Bajorek as he dives deep into selling concepts, shares provocative questions, and challenges you to rethink the way you sell. Key Takeaways 4:54 - Redefining Selling: Discover the importance of redefining selling to suit your unique personality, boundaries, and goals. This empowers you to create your own system and paves the way for mastery in sales. 10:04 - Alignment: Aligning what you sell, who you sell it to, and how you sell it is crucial for doing your best work in sales. Finding this alignment can help you achieve greater integrity and a more authentic sales process. 12:14 - Taking Control of the Process: By redefining selling in a way that suits you, you can take control of the sales process and set yourself up for ultimate success. This involves deciding your boundaries, testing barriers, and breaking superstitions to find the most effective approach for you. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions
Let's revisit our great cast of guests this season and get their best tips on how to #SellLikeYou. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson Music by @Blue Dot Sessions
I hope this season has been thought-provoking for you. I've tried to tie together a lot of the undiscussed elements of what it takes to do your very best selling. In today's episode, I want to give you a framework to use, as well as a preview of Season 5 (coming in a few weeks). This is the framework that I use with my clients to establish their business development efforts and help them grow as quickly and sustainably as possible. Know Yourself Know Your Best Customers Know Your Sales Process Know Your Methodology Know The Rules Be Held Accountable Keep Your Swagger I go into further detail on my blog here: https://www.jeffbajorek.com/posts/7-steps-to-selllikeyou If you'd like to learn even more about how this breaks down, make sure you subscribe and stay tuned for Season 5! Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
On the heels of my interview last week with Jen Allen-Knuth, I wanted to go further into the fact that there are so many ways to excel in sales. In fact, there are more ways to do it right than to do it wrong. The last thing a seller wants to do is let anybody down, and the weight of that responsibility can be heavy. But when you think about it, there are so few ways to screw up a sales process, so long as you have good intentions and approach the process from a place of curiosity, generosity, and good intentions. When you reframe and redefine selling in the way that best suits you (and still gets the job done), it's amazing how much safer you feel when you approach the work. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Jen Allen-Knuth heads up community for Lavender.ai, after being Chief Evangelist for Challenger. When I connected with her a year or so ago, we became fast friends, and I knew she'd be an excellent guest for this podcast because of her wisdom, perspective, and witty style. Follow Jen on LinkedIn https://www.linkedin.com/in/demandjen1/ and earn more about Lavender here: https://www.lavender.ai/ Here's what Jen and I got into during this episode: how she got into sales how she was taken back by the “force of presence” of her mentor how a conversation with a prospect changed her entire perspective on what it meant to “be professional” how everything changed for Jeff with a client when he stopped making things so stiff and complicated fearing loss is no way to win how there are so many versions of great in selling what it means to Jen to #SellLikeYou and much more Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
There's a thread that started a few weeks ago on this show about vulnerability. It started with my conversation about transparency with Todd Caponi. Then I dug a little deeper into transparency, the truth, accountability and how all of those concepts require vulnerability. Then Jordana spoke last week about how her new leader joining the organization and encouraging her to be vulnerable allowed her to do her very best work. You need to be willing to get out of your comfort zone and leave mediocrity behind. You have to be willing to try things that might not work. You have to do all of this with the goal of doing your best work. That's why it takes practice to #SellLikeYou. You can practice by role playing. You can write out your sales calls. You can brainstorm with your colleagues, or even just daydream situations and play them out in your head. There are a lot of ways to practice. What's non-negotiable is that you need to do that kind of work to get better. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Jordana Zeldin is a sales coach, facilitator, speaker, and co-founder of The Practice Lab- the first-ever sales training program for B2B Account Executives ready to develop their skills like athletes, musicians and performers do theirs. You can find her at https://www.thepracticelab.co/ or on Linkedinhttps://www.linkedin.com/in/jordanazeldin/ Here's what Jordana and I dug into on today's episode: how her sales journey started what changed when a real sales leader joined her team permission to drop the rigid mask she was wearing the feelings people get when they work with you the power of being willing to be irreverent the best ways to practice in a safe, collaborative space and so much more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
On today's episode, I'm digging a little deeper into the concept of transparency in sales leadership after last week's interview with Todd Caponi. You can have a real short memory if you always tell the truth, and that's the key to building grounded trusting relationships with everyone on your team. When you have trust, you can have real accountability. This is rocket fuel for sales teams. Without it, you just won't go very far, and you certainly won't get there quickly. Another overlooked aspect of transparency is vulnerability. The leader needs to create a safe environment for the team to do its very best work. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Todd Caponi is the author of The Transparency Sale and The Transparent Sales Leader. He's speaker, a sales trainer, and someone I wholeheartedly refer to as a sibling in sales. He's also a total nerd for sales history, and uses the wisdom of the past to reflect on current events. You can find him at https://toddcaponi.com/ or on the socials Linkedin: https://www.linkedin.com/in/toddcaponi/ Twitter:https://twitter.com/tcaponi Instagram: https://www.instagram.com/tcaponi/ Here's what Todd and I dug into on today's episode: - His sales origin story - How his Dad was the original Transparent Sales Leader - How selling meant something different 100 years ago than it does today - Every relationship is better with transparency - Transparency is a prediction machine - What does it mean to Todd to #SellLikeYou? - And much more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
There's a lot of talk about introverts and extroverts in sales. It's commonly believed that most salespeople are extroverts, but in my experience, the very best sellers I've ever worked with are introverted. On today's episode, we're going to look at the strengths both introverts and extroverts have in a sales role. We're also going to look at the importance (and the costs) of being able to turn on certain aspects of your personality. Most importantly, you need to know yourself. The more you know about your personality type or your style, the more you can leverage your strengths. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Jason Bay is a sales trainer and coach and the founder of Outbound Squad. He helps sales reps turn complete strangers into paying customers. He also happens to be a great friend and one of my favorite people in the world. You can find Jason at https://outboundsquad.com/ or on LinkedIn at https://www.linkedin.com/in/jasondbay/ Here's what JBay and I dug into on today's episode: - Jason's sales origin story selling house painting - How his experience as an athlete helped him understand the sales process - How he tripled his sales expectations in his first year - What it means to be an introvert in a sales role - What it means to #SellLikeYou - Surrounding yourself with “accountabilibuddies” - And then some… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Leslie Venetz is a consultant and advisor that helps build commercial teams that can meet the needs of the modern B2B buyer. She spent 15 years selling to the C-Suite in enterprise sales and has been Head of Sales 3 times. Leslie is also fiercely passionate about DEIB initiatives, and we touch on that a little bit in our conversation today. She also hosts a business book club on Patreon, where I'll be her guest in October. https://www.patreon.com/businessbookclub Want to learn more? Find Leslie: On TikTok- https://www.tiktok.com/@salestipstok On LinkedIn- https://www.linkedin.com/in/leslievenetz/ On Instagram- https://www.instagram.com/b2bsalescoach/ On Twitter- https://twitter.com/LeslieVenetz On the web- https://insidesalesteambuilder.com/ Here's what Leslie and I talked about on today's episode: - How she started in professional sales - How it's different for women to get into sales than man - How she knew sales was for her - Why women tend to succeed 3-12% more than men - Abandoning stereotypes and narratives - Alignment and content creation - And so much more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
You know those people who tell great stories? They're magnetic and captivating. They hold the attention of an entire room and make time stand still. Those are special people, and you don't have to be one to tell great stories. I used to think that I wasn't a good storyteller, and then a couple of people told me exactly the opposite, and I started thinking differently about the concept. Most people try to force some sort of narrative because they read it in a book. It doesn't usually go well because it's so contrived. We naturally speak in story. It's how we communicate. You'd on't realize you're already telling a story, then you try to jam another one in, and it just doesn't work. When you recognize the stories you're already telling, it makes it a lot easier (and natural) to just lean into those elements. Salespeople can easily tell stories by illustrating the problems their customers have. It happens during prospecting and even more in good discovery. You empathize with where they are and help them look around the corner at what they may be facing in the immediate future. When that narrative is correct (and it should be if you're talking to the right people), you position yourself as and expert and someone who could be a valuable guide for them; a trusted advisor. One way or another, it's best to commit. Go all in on a predetermined narrative that makes sense to tell your customers, or lean into the way you naturally communicate. One of those approaches has a higher ceiling, but the other is a little more straightforward. The state of the art of professional selling is putting your prospects in the middle of their own story and making them realize they're there. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Ravi Rajani helps B2B sales teams captivate their customers, build trust, and sell more by unlocking the power of story. Ravi is here to help you craft stories that sell and deliver sales presentations that convert. You can learn more about him on LinkedIn, theravirajani.comand download the ACORN storytelling framework at https://www.theravirajani.com/yourelevatorstory . Here's what Ravi and I talked about on today's episode: - he was a dance and theater kid - he watched ‘Wall Street' a few too many times and landed a career in investment banking - what storytelling means in Ravi's own words and how not all narratives are stories - the ACORN method for storytelling - what it meant to Ravi to #SellLikeYou, and the micro-moments in his career that led him to stop hiding behind the mask - the more you act out of alignment with who you are, the more you'll attract people and customers out of alignment with who you are - and so much more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well.
Most salespeople have terrible definitions of what it means to succeed and what it means to fail. The lack of perspective sets the bar way too high for most people to see exactly how well they're actually doing. One of the best things about selling is that it's a results-oriented game. You made the sale or you didn't. But that doesn't mean you have to make the sale in one call in order for that call to be considered a success. There are a lot of little steps that add up a long the way, and if you can't see those steps for what they are, you're going to miss out on a lot of wins. Stop trying to say the perfect thing to the perfect person at the perfect time. Give yourself permission to be patient. No step is too small so long as it's headed in the right direction and you keep taking steps. This mindset will encourage you to pursue deals longer before giving up on them. It will also help you to see buying signals and intentions that others will miss. It will keep your pipeline fuller longer and help your tart hitting your numbers more consistently instead of the constant roller coaster at the end of the month or quarter. Change your perspective and you'll change your results. Rethink The Way You Sell®. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Harriet Mellor is a sales coach for small to medium sized businesses and individuals. She's also the host of the Sell Like You Podcast. You can learn more about her at https://www.yoursalesco.com/ or on LinkedIn. Today, Harriet and I talked about: - the magic of a great idea - Harriet's sales origin story (she was training sales teams without ever holding a sales role) - the moment when you recognize you can make a huge impact on someone - discipline isn't that hard when you're passionate about what you do - what it means to Harriet to #SellLikeYou - a positive spin on The Wolf of Wall Street - what does failure mean to her? - and more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Selling is necessarily not a tangible “thing.” There are so many right ways to do it, that what is wrong for someone might be perfect for someone else. The sales process is rigid, as I've mentioned before. That's the science of selling. Your sales methods are fluid, and they represent the artistry behind what we do. Art is subjective, therefore so is selling. I want you to stop trying to follow the rules, and realize that you can make them up. The very best sellers have bent the definition of selling in a way that suits them. On today's show, I want to share with you how my definitions of selling have changed over the years, and how it's allowed me to do my very best work. My eyes were first opened when I heard Brian Tracy define selling as a transfer of enthusiasm from one party to another. That's when I first divorced the concept of selling from the idea of money. I now believe that any time you ask someone to do something, you've made a sales call. When they do it, you've made a sale, and that makes that person your customer. In this way, every person we interact with is either a customer or a potential customer, and that means that selling is about how we treat people- that's a much more profound dynamic, isn't it? It makes a difference. My goal is to give you permission to define selling in your own way to allow you to do the same. This is the essence of what it means to Rethink The Way You Sell®. Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
David Priemer is the Founder and Chief Sales Scientist at Cerebral Selling, and he's also a “psychologist to the stars.” If you don't already have his book, Sell The Way You Buy, then why not? It's a perennial bestseller and has been translated into 5 additional languages. He's also got a free Facebook group called The Sales Lab where he's providing weekly live training and exclusive content. Today, David and I talked about: - the emotional paradox of selling - David's sales origin story (he started as a sales engineer) - how enthusiasm is a sales superpower - what it means to David to #SellLikeYou - why we should think about how people buy when we sell to them - and more… Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
What does it mean to sell with Integrity? Most people think of integrity along the lines of morality but to me, and with its relation to #SellLikeYou, it means a lot more than that. Last week, Ian Koniak and I talked at length about the concept, but today I want to go deeper into the idea of selling and the feeling of being whole. Do you feel more whole when you win? Do you feel more whole when you help other people? If not, then why not? This is where the alignment I talk about comes into play. Are you aligned between what you do, who you do it for, how you do it, and why? That's the recipe for integrity, for feeling whole, and if you're not in alignment, you're leaving your best work on the table. The million dollar question is, “how much of your integrity are you giving away, and why are you choosing to do so?” Share this episode and subscribe wherever you get your podcasts, and don't for get that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
Ian Koniak is a coach for high performing sales reps, and one of the concepts he works with people on is what he calls The Integrity Gap. After connecting at the Sales Success Summit, Ian and I sat down to discuss the concept of integrity, since we're among the only people really talking about it in a sales context. You can learn more about Ian on LinkedIn and YouTube. You can also join his newsletter list here or the waiting list for his coaching program. Here's what we dug into: - What is integrity? - What does it mean functionally? - What is The Integrity Gap? - The non-monetary compensation that comes along with integrity - Letting go of attachment to sales outcomes - The importance of getting help to reach the next level of your career - How integrity is the cornerstone of what it means to #SellLikeYou Share this episode and subscribe wherever you get your podcasts, and don't forget that the show is now on YouTube as well. If you want to learn more about how I work with teams to put these concepts to work, check out my website at jeffbajorek.com/services
On today's show, I'm taking you back in time to share my sales origin story, and the moment I decided that I was going to do it the way I felt it needed to be done, or maybe I just wasn't cut out for sales. That was 15 years or so ago, so I'll leave the verdict up to you.
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