“You’ve got to have a reason to make that call and they’ve got to have a reason to take it, but give them a valuable reason to take it. ” – Jeff Bajorek in today’s Tip 243
Do you have a rapport problem?
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208: You Don’t Have a Closing Problem – Jeff Bajorek
215: You Have an Opening Problem – Jeff Bajorek
222: You Have an Engagement Problem – Jeff Bajorek
229: You Have a Discovery Problem – Jeff Bajorek
236: You Have a Questioning Problem – Jeff Bajorek
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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. This is part 5 of Jeff’s 16 part series that Jeff kicked off back in tip #208 called “You Don’t Have a Closing Problem” Here he is with today’s installment:
Jeff Bajorek: You don’t have a closing problem, you have a rapport problem. Are you one of those people who try to go and make friends with their prospects before you have any kind of a business relationship with them? Are you forgetting that your prospects probably aren’t looking for new friends and that might be the wrong tree to be barking up? That might be the wrong approach to take. Look, you’ve got to have a reason to make that call and they’ve got to have a reason to take it, but give them a valuable reason to take it. I know that you’ve got an expense account and you’re looking to take someone to dinner or you’re looking to have drinks, so you’re looking to go play golf or you’re looking to do something social. Try to break the tension, break the ice, make things nice and light between you two. No one’s got time for that unless there’s a reason. I want you to think about all the personal relationships you have in your life and the way they all started. Most likely it was because you and that other person had a common reason to be in the same space at the same time together. And that reason was either you went to school together, you went to work together, you hung out in some other social group together and you were put in the same place at the same time. Or maybe you were just looking for someone, maybe a partner, maybe a boyfriend, a girlfriend, something like that. But you were both in that same space and that same mental space at the same time to make that connection. Is that where you are with your prospect? Is that where you are with 10th 20th 30th 50th 100th prospects a day? No, this process, this approach makes no sense. So remember, honor yourself, honor your own process, honor your own prospects by remembering that there’s a reason you’re calling them and get right to it. You can’t become a trusted advisor if you’re looking to become another drinking buddy. Mind the difference between the two. Remember your intentions, and then keep focused on those intentions as you make your calls, as you send those emails, as you proactively approach other people, that are going to make all the difference in the world. How you sell to people differentiates you from how your competitors sell. And if you can be that value provider rather than just someone else look into, spend someone else’s money. It’s going to go a long way.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/243 that’s also where you’ll find the video version of Jeff’s tip.
Thanks for listening and be sure come back tomorrow for another great sales tip!