“Think about the value of having a customer who can’t imagine not having you around.” – Jeff Bajorek in today’s Tip 152
What will you do?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today like most Thursdays, Jeff Bajorek is back with a great thought for us. Here he is.
Jeff Bajorek: I remember the day I left my last job and I told my best customer I was leaving. Of course, they were excited for me, but the first thing that came out of their mouth was, “What are we gonna do without you?” Now, I’m not happy about leaving some of my favorite people in alerts like that, but they understood that I needed to do what I needed to do and I knew that they would be in good, capable hands after I left. Still, it felt really good to hear that when you are an indispensable part of your own customer’s business, there’s a completely different way they look at you and there’s a completely different way that you look at them and that is exactly where you want to be. That’s where magic happens. That’s where real collaboration happens. That’s when you’ve skipped the line for the RFP and you go right to the front of it and you get to say “hey, what’s it going to take to extend this agreement? What’s it gonna take to do something else? What do we need to do in order to take the next step?” So my question to you is, how many of your customers can’t imagine a world without you? If you can’t think of very many, then you better start another list of the ones that you’d like to get there with. And then you need to start a few separate lists of how. But for you to do that, you’re going to need to do more than sell them something. You’re going to need to do more than just offer tremendous customer service. You’re going to need to do more than just provide them with resources and a team of people who can be at every back and call of theirs and he’d to their every whim. You’re going to need to challenge them a little bit. You’re going to need to push them a little bit. You’re going to need to ask them to tow the line with you so that together you can take things, you can take steps, you can do things that no one else has ever done. And in order for that to happen, you’re going to need to challenge yourself. You are going to need to toe the line. You are going to need to expect better out of yourself than anybody else. So think about it. Think about the value of having a customer who can’t imagine not having you around. Think about what it’s going to take to do that. And now I want you to think about the real fun part. Think about what life in your sales life would be like after that happened.
Scott Ingram: Jeff always asks great questions and issues great challenges, but that only matters if you do something with them. What will you do?
As always the video version of Jeff’s tip, the transcript and links to all things Jeff Bajorek are at DailySales.Tips/152
Hey, do you want to meet Jeff? He’s coming to the Sales Success Summit in October and was one of the very first people to pay for a ticket after attending last year’s inaugural event. Come join Jeff and I here in Austin. All the details are at Top1Summit.com.
Thanks for listening, and come back tomorrow for another great sales tip.