“Think first, the action is important but if you are doing the things that needed to be done, you’d be getting the results you were looking for” – Jeff Bajorek in today’s Tip 257
Do you have a strategy problem?
Join the conversation below and DON’T forget to wish Jeff a Happy Birthday!
208: You Don’t Have a Closing Problem
215: You Have an Opening Problem
222: You Have an Engagement Problem
229: You Have a Discovery Problem
236: You Have a Questioning Problem
243: You Have a Rapport Problem
250: You Have a Process Problem
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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 7 of Jeff’s 16 part series that he kicked off back in tip #208 called “You Don’t Have a Closing Problem.” Here’s Jeff, who just celebrated his birthday earlier this week, with today’s installment:
Jeff Bajorek: You don’t have a closing problem. You have a strategy problem. When’s the last time you stopped what you were doing and thought about what you should be doing instead? Yes, I’m giving you permission to stop. It’s easy to get caught up in the zeitgeists of more calls, more prospecting, more sales activity, more and more and more and more and more. Does doing more of something that’s not working make any sense? You need to stop for a few minutes. You need to bounce some ideas off some colleagues; maybe you bounce some ideas, awesome colleagues in a conference room or a virtual conference room with some people from marketing with some people from upper-level management. Maybe you put your heads together and scrutinized the approach that you’re taking. Are you differentiating yourself? Look, if you cannot differentiate, you cannot sell. You’ve heard me say that before. I will continue to say it because it is the key to selling and everybody in the market, well maybe not everybody, but most people that I talk to, they complain about being commoditized or feeling commoditized and the price is the most important issue. We’ve really got to be competitive there because our customers are sensitive to this and there’s a lot of competition. I don’t care if there’s a lot of competition out there. You’re different from all of them. If you weren’t different than there wouldn’t be multiple companies providing the solutions you provide. If those differentiators are not so apparent on the surface, then you need to dig a little bit, but just going and making calls and making it about money, you’re doing yourself and your prospects a disservice. If you feel commoditized is because you haven’t put the thought in to make yourself any different than a commodity. So I want you to scrutinize your approach. I want you to scrutinize your messaging. I want you to scrutinize the way you position your company and then I want you to decide if you need to make a hundred phone calls or if you need to do more email campaigns or if you need to do more print advertising or if you need to start a podcast. Whatever it is, don’t just do those things because someone told you do those things because you decided that was the most effective approach for you to reach your prospects with your relevant differentiators. Think first, action is important but if you are doing the things that needed to be done, you’d be getting the results you were looking for, wouldn’t you? If you’re not, you got to go back to the drawing board.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/257 that’s also where you’ll find the video version of Jeff’s tip. Don’t forget to wish Jeff a Happy Birthday as well. It was one of those big ones that ends with a zero. He still looks young as you’ve seen if you watch Jeff in these videos!
Thanks for listening and be sure to come back tomorrow for another great sales tip!
You’re different from all of them. If you weren’t different than there wouldn’t be multiple companies providing the solutions you provide.