“Calm down, get a life. ” – Jeff Bajorek in today’s Tip 145
Do you treat everybody like your best customer?
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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 to get you to think a little bit differently. Here he is:
Jeff Bajorek: Well, you may have heard this said before, and I certainly know, I’m not the only person who says it, but treat everybody like they’re our customer because they’re all customers. Now, no, this doesn’t mean look for every opportunity. Never take a second off and always be looking for a way that you can meet someone who can introduce you to someone who may be able to introduce you to someone else who can get that next deal done. Look, I’m all about prospecting. I’m all about keeping your head on a swivel and looking for those opportunities but calm down, get a life! If I take it a step further and I say, treat everybody like your best customer, well you kind of get a different opinion. You recognize that there’s mutual respect in the relationship. You recognize that there is value exchanged. You recognize that in order for you to earn the right to ask that person to do something that they wouldn’t ordinarily do if you hadn’t of asked them, well then you owe them something in the relationship. You owe your part of the deal, your part of that transaction, your part and your respect in the ongoing relationship. I’m going to take it a step further. Managers, you lead a team of people. You lead a team of frontline salespeople. Maybe you lead a team of managers. You lead that team and in that leading, in the process of leading them, you are going to not even occasionally regularly ask them to do things that they would ordinarily not do if it weren’t for you asking that means they’re your customers and this is not a long run, right? This is not too much to grasp. You’re asking something from somebody that makes them your customer, but do you treat the team that you lead? Do you treat those people as if they’re your best customers? Why not? How much more do you think that you can get out of them? How much more do you think that you can get them to do for you if they realize that you will bring something to that relationship in return? I can tell you that the best managers that I’ve ever had, the ones that I would lay down in traffic for, they knew that they had something, that they had skin in the game, that they had a responsibility in that relationship too. It wasn’t just for them to whip on us on the front lines until we delivered the outcomes that they were asking for. The best managers I’ve ever had. We’re digging in right next to me. Not doing the same things that I was doing, but supervising, overseeing, running point, getting me the things that I needed to do in order to do my job effectively, fending off distractions, providing boundaries from the garbage, that tends to roll downhill until someone like a frontline manager made it stop. So I want you to think about this managers, are you treating your frontline salespeople like customers, and if you’re not, why not? Now I’m going to take it one last step forward because some of you own your own business, but what if you’re your own manager? Do you treat your rep like the best customer? Do you talk to yourself the way you would talk to your best customer and do you think you could get more out of yourself if maybe you weren’t so hard on you? Think about that. I’ll see you again soon.
Scott Ingram: As always to see the video version of Jeff’s tip, the transcript and links to all things Jeff Bajorek, just click over to DailySales.Tips/145.
Thanks for listening and come back tomorrow for another great sales tip!