“If you’re stuck, then always go back to your belief. Always go back to that self-confidence. Always go back to your commitment to doing great work.” – Jeff Bajorek in today’s Tip 1278
Do you believe you can win?
Join the conversation below and go check out the links!
1256: 8 Reasons Your Team Isn’t Creating More Opportunities #1 – Expectations
1257: 8 Reasons Your Team Isn’t Creating More Opportunities #2 – Tools
1263: 8 Reasons Your Team Isn’t Creating More Opportunities #3 – Plan
1264: 8 Reasons Your Team Isn’t Creating More Opportunities #4 – Boundaries
1270: 8 Reasons Your Team Isn’t Creating More Opportunities #5 – Models
1271: 8 Reasons Your Team Isn’t Creating More Opportunities #6 – Incentives
1277: 8 Reasons Your Team Isn’t Creating More Opportunities #7 – Accountability
Rethink The Way You Sell Podcast
Jeff’Bajorek on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jeff Bajorek is back with the final installment of his 8 part series on why your team isn’t creating more opportunities. Here he is:
Jeff Bajorek: 8 Reasons Your Team Isn’t Creating More Opportunities.
Reason #8: They don’t believe they can win.
Your self-belief is what drives you when the going gets tough. It’s that rudder that you need to steer your boat in turbulent waters. And we’ve all been in turbulent waters before. You’ve heard me say before that the sale begins and ends with belief. You start by believing you can make this sale. You end by believing you can make the next one. And that cycle continues. And that belief grows exponentially if you’re doing it right. But this is such a vital concept, because if you don’t have full belief in what you’re doing, if you second guess any of the movements in your sales motion, it creates friction. It makes you less likely to act, makes you less likely to execute. And now all of a sudden, you’re thinking about why you shouldn’t do the work instead of actually going and doing the work.
I can tell you from a personal standpoint, this is an approach that I’m using similarly, on the golf course. I can tell you that when I commit to hitting a good shot, that’s when I hit good shots. Now, look, I get paid to do something else. I don’t always hit good shots. But if I am not fully committed to the shot that I’m about to hit, if I’m second guessing the club or the shape or where I want it to land so it can roll, it makes a huge difference. And I’m way more likely to execute poorly because I’m not committed. Your belief in yourself underscores that commitment. And that commitment is what is going to take you to your highest heights. It is what is going to enable you to do your best work.
So some of you have heard me go through this exercise before. I’ve got five questions for you to ask yourself. I would set aside 30 to 45 minutes so that you can journal on these questions and give yourself the necessary time to get your mind wrapped around these answers. And if you want to study these a little bit more, you can go to the first season of the Rethink the Way You Sell podcast. I’ve outlined these questions in much greater detail in that short season there. It’s more provocative. It’s more for you to think about.
You can do that on your own. But here are the questions themselves.
1. Why do you believe in your company?
2. Why do you believe in what you sell?
3. Why do you believe in yourself?
4. Why are your customers better off for having purchased from you?
5. Why do your best customers buy from you?
Now, admittedly, that last one is a bit of a trick question, because if you haven’t asked, you don’t know the answers, well, then go ask. And what’s interesting is when they give you those answers, they’re going to give you insights into those first four questions, and that is what is going to help you.
If you’re stuck, then always go back to your belief. Always go back to that self-confidence. Always go back to your commitment to doing great work. This is also a great exercise to do in a team meeting because you’re going to learn so much from each other, and you’ll also be able to provide differing points of view for each other, which helps everybody get better together.
Don’t short-change yourself because you just don’t believe in what you’re doing. If you don’t totally believe in what you’re doing, what are you doing anyway? Dig in. Make the commitment. Make yourself better just by believing that you’re better and you’ll achieve your highest potential in sales.
Scott Ingram: For links to connect with Jeff and links to the other 7 tips in this series, just click over to DailySales.Tips/1278. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!