“Think bigger because when you think bigger, you’ll do better.” – Jeff Bajorek on today’s Tip 208
Do you have a closing problem?
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Monday Musing: You Don’t Have a Closing Problem
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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 in his resident spot on most Thursdays and I’m really excited about this idea that he’s kicking off in today’s tip. Here give a listen:
Jeff Bajorek: People ask me all the time for help closing sales. They say “Jeff, I’ve got a closing problem. I need some help getting the ball across the goal line. I just need to finish the job and I’ll be so much better off.” Well duh. But there’s a lot that goes into finishing the job. You don’t have a closing problem so much as you have an opening problem, a messaging problem and engagement problem, a preparation problem. You see where I’m going with this. Now, I sat down for a while and with the help of a couple of friends, including Scott Ingram, I put together a list of 16 problems that you are more likely to have than a closing problem. And I want you to think about the sales process as a whole. I want you to think about that puzzle that you try to put together every time you start prospecting a new client. And when you think of all the pieces in the puzzle that need to be put together and unless you have all of the pieces that puzzles never quite complete using that same metaphor. Sure, I’ll keep going. The closing piece, the last piece, how hard is that one to put in when you have all the other pieces where they need to go. So I want you to think about your so-called closing problem. When I want you to think about all the other pieces in the process that get put together in one place, in the right places, in order to make that close actually happen. And I want you to work there. I came up with 16 of those kinds of pieces and I put them all together in a white paper that you can get on my website at JeffBajorek.com now I’m going to direct you back to my podcast, The Why and The Buy. Where recently I recorded a 10 minute or so episode about each one of these 16 problems that if you alleviate will alleviate your closing problem, but you don’t even have to do that because regularly here on this show, I’m going to go through each one of these 16 problems in a little more detail so you can really maximize the benefit of the lesson and consider each one individually. My tip for you today is to think bigger because when you think bigger, you’ll do better.
Scott Ingram: All of this sounds to me like just one more reason to make sure you’re subscribed to the podcast and for you to tell you friends to subscribe to the podcast because this series alone is going to provide a ton of value, but do yourself a favor and get a sneak preview. On the website at DailySales.Tips/208 we’ve got links for you to Jeff’s white paper with all 16 problems as well as to his episode on The Why & The Buy podcast where he talks them through.
More to come my friends. Thanks for listening!