“When it comes to money, I want you to be very, very careful about how you spend it on behalf of the person who actually has it.” – Jeff Bajorek in today’s Tip 1471
Do you spend other people’s money on their behalf?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek. Jeff is a consultant, a coach, and along with Mike Simmons, Larry Long Jr, and Scott Leese is putting together a series of golf retreats for sellers and leaders. Here he is:
Jeff Bajorek: I’ve got a little bit of a mindset tip for you today. I don’t know if you’ve noticed this, but over the past year or so, people have been a little bit more mindful of how they spend their money. They’re not spending it as freely. They’re not spending as much of it as they may have in the past. News flash, this is going to continue for another year or so. But since all of this emotion is wrapped up in money, I want to make sure that you don’t get carried away in that emotion.
My tip for you today is to not spend other people’s money on their behalf. This is an easy trap for salespeople to fall into. You want to be empathetic. You want to be looking forward. You want to try to put yourself in their position and make the decision that you would most likely make in that decision. Except that’s a very easy trap to fall into. You don’t know their entire situation. There’s only so much of it that you can learn in your discovery process.
So before you get too carried away trying to empathize and make sure that they have exactly the perfect package or proposal in front of them, make sure that you leave as much of your own feelings about that expenditure out of the equation. They’re always dealing with factors that you can’t possibly be aware of. And what is a lot of money to you might be nothing to somebody else or vice versa.
So make sure that you are respectful. Make sure that you use that empathy. Make sure you are as pragmatic as possible when having the pricing situation. But don’t leave money on the table or deal size on the table because of an assumption that you are making about the situation that they are in. It’s always worthwhile to ask another question. It’s always worthwhile to get just a little bit more vulnerable so that they will be willing to get a little more vulnerable so that you can exchange real information instead of best guesses about what they might be faced with at the moment.
It’s always good advice to not make assumptions as a salesperson. Sometimes you need to do that. But when it comes to money, I want you to be very, very careful about how you spend it on behalf of the person who actually has it.
Scott Ingram: To learn more about Golf And Sales 2023 and to connect with Jeff directly, just click over to DailySales.Tips/1471. And then come on back tomorrow for another great sales tip. Thanks for listening.