“Fish where the fish are. ” – Jeff Bajorek in today’s Tip 201
How do you help people in the way that it’s going to be most productive for you?
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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, talking about fish apparently:
Jeff Bajorek: Headline Management 101. Fish where the fish are. Now, you know how you can help. You know what your company brings to the table. You also know who you can help. So within those boundaries, how do you do that? How do you help people in the way that it’s going to be most productive for you? Now, look, you have to always, always, always put the customer’s best interests first, but you always have to remember that you have a job to do. So within the boundaries of how you can help and who you can best help. How can you get your job done? How can you make sure that you’re selling enough of the right things to enough of the right people? I think this requires a little bit of planning and I think within that planning you start with the most expensive thing that is reasonable for you to sell and reasonable for them to buy and you work back from there and you lead with that expensive product. You let them know that you have that to offer them even if they’re not ready to buy it right now. If you find out that’s just not going to be a good fit either ever or just right now, then you move on to number two and then you move on to number three and then you move on to number four. You should have a plan for what you can sell to people. You should have a plan for the multiple solutions you can sell to these companies and you should start with the thing that is going to be most productive for you both. Don’t try to sell small-dollar items to the people who are ready to buy the high ticket items. Also know that if you are only comfortable selling small-dollar items, you got to find a lot of people to sell them to because the number doesn’t change the factors in the equation do so you can sell a few things at a high price or you can sell a lot of things at a low price, but if you’re not spending your time in the right places, then you’re going to have a hard time getting your job done. If you don’t hit that number, you’re not going to keep your job. If you don’t keep your job, you don’t get to help. That is not a path I want to see you go down. I also do not want to see you go down the path of trying to put the wrong solution in front of the wrong customer. This is a thought process, right? If you’re going to fish you and if you want to catch a big fish, you need to fish where the big fish are. If you’re okay catching a whole lot of little fish, if they’re going to be harder to cook, they’re going to be harder to prepare. They’re going to be harder to sell, so you need to spend more time there. But from a time-management standpoint, from a solution management standpoint, understand what you bring to the table, understand who you best can help and make sure that you’re helping the most people in the most productive, in the most profitable way possible. Think about this ahead of time and you will be much more prepared for your sales calls. You’ll be much more prepared for your sales meetings with your manager and you’ll be much more prepared to hit your number.
Scott Ingram: Given that I’m taking down my own “Gone Fishing” sign today and returning back to work after a two-week vacation with the family. I’m hoping I’m more mentally prepared to tackle the rest of 2019. Now to be fair, I recorded this before I left, but I suspect I’ll have some new thoughts and insights to share with you from my trip, probably this weekend.
So make sure you’re subscribed, keep on listening, and as always with each of these tips you’ll find the associated videos from those who provide them. Jeff for example ALWAYS includes a video version of his tip. The transcripts are there as well if you’d prefer to read these things and hopefully, you’ve already joined the listener list and can look forward to my weekly emails coming your way again next week. You’ll find all of that at DailySales.Tips/201
Thanks so much for listening, and as always. I’ll talk to you, tomorrow!