“If you can follow a process, if you can understand the cause-and-effect relationship between the work you do and the results you create, you can figure out a way to sell it.” – Jeff Bajorek in today’s Tip 1705
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Transcript
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. Here he is:
Jeff Bajorek: I get asked this all the time. Hey, Jeff, do I need to love my product in order to be successful? Can I sell something that I’m just not that enthusiastic about? And my answer is yes. Of course, you can. You can sell anything. If you can follow a process, if you can understand the cause-and-effect relationship between the work you do and the results you create, you can figure out a way to sell it. There’s nothing wrong with being coin-operated. But if you’re only coin-operated, you’re not going to do your best work. You’re actually not going to sell as successfully as you would if you had a direct connection with the outcome that you provide. And that’s important to point out, too. It’s not just the product you sell, but the outcome you provide. And that’s the thing that you have to wrap your brain around.
Let me articulate this perhaps a little bit for you. Maybe the last time you had a VP or someone who is two levels above you in the org chart, maybe provide a little feedback, maybe provide some commentary on your position. How did you feel? In my case, In my past, when I’ve had that happen to me, it’s, Hey, wait a second. When’s the last time you did this? When’s the last time you got in your car and visited a customer? When’s the last time you made 50 dials? When’s the last time you sent 50 emails or whatever your cold outreach preference is? It was the last time you did that, huh? What do you know? It’s not done the way it used to be back in the day when you did what I do or when you did what you think I do.
Two degrees of separation there. Similarly, when you do not have an attachment to the work that you’re doing, when you’re only attached to the outcome or when you’re only attached to your outcome, which is the commission check, when you’re only coin-operated, you are two degrees of separation from the work, again. That is going to provide a little bit of frustration to someone, probably to your prospect, because you don’t care about their outcome as much as they do.
Now, again, can you be successful? Yes. Can you make a living? Of course. Will you do your very best work? No, you won’t. Look, when you focus on a process, when you focus on the work, you will get results. When you focus on results, you get frustrated. When you love the work, you’ll not only get results, but you’ll get fulfillment. When you get results along with fulfillment, not only do you feel a whole lot better about what you’re doing and why you’re doing it, you will do it with better results, and you will be inclined to do it more often. So when you like doing something, when you love doing something, when you’re fulfilled by doing something, and you do it better, and you do it more often, well, that’s what exponential growth looks like, right?
So yeah, you can be coin-operated. And hey, I’ve got a family to feed the same way you do. I’ve got a roof over my head that I really appreciate. That takes money, that takes commission, that takes me doing good work. But what enables me and what will enable you to do better work is when you tie your personal fulfillment to doing that work, not just to cashing those checks.
So, yes, you can sell something that you’re not particularly enthusiastic about. You can sell something that you don’t care about at all. But why would you? And if you’re selling something right now that you’re not particularly enthusiastic about, why? If you don’t love the work, then maybe it’s time to find new work. Maybe it’s an opportunity to untap or uncap your potential because it is magical when you can find something that you really feel compelled to do more of. It is magical when you find something that gives you that non-monetary fulfillment that I’ve been talking about for the last couple of years now. So yes, you can sell something that you don’t care about. I just don’t know why you’d ever want to.
Scott Ingram: For links to connect with Jeff, and to subscribe to his newsletter where he shares insights like these every weekend, just click over to DailySales.Tips/1705. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!