“If you don’t know who those people are, you’re going to have a much more difficult time getting them to act on your behalf.” – Jeff Bajorek in today’s Tip 278
Do you have a decision maker problem?
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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
257: You Have a Strategy Problem
264: You Have a Planning Problem
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Thursday, and that means that today’s tip comes from Jeff Bajorek. This is part 9 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 with today’s installment:
Jeff Bajorek: You don’t have a closing problem. You have a decision-maker problem. Now, there are a lot of people who can tell you “No” in any sales process, there are fewer people who you want to believe can tell you “Yes” and there are even fewer people still who actually can. My question to you is, Are you constantly in front of and connected to people who can help advanced your sales process even if they can’t give you a formal commitment or make a signature on a contract or give you money, authorize a purchase order? Are you in contact with people who can help push your process forward? Or are you spending time with people who you know can tell you no and you’re just trying to appease them? Now, I believe that it’s very important to treat everybody in the company like, the CEO because you’ve never known who’s really connected with the CEO. I’ve run into issues and situations in the past where the receptionist, the first person that I ever interacted with was a direct relative of the CEO. And when I tell you that there are people you don’t expect, who can tell you “No”, that is one of those people. Okay? But there are a lot of people who you want to be able to tell you “Yes” who really can’t. And a lot of salespeople hypnotize themselves into believing that those are the people that they need to be speaking to and interacting with on a regular basis. And when you get lulled into this feeling of, “yeah, I think I’m going to do all right and I think this person can help me get that final decision made” that’s where you need that reality check. That’s where you need to go back to Sales 101 and don’t let anybody do your selling for you if you can at all help it.
So ask yourself at any given point in your sales process, am I interacting right now with someone who can help me advance it forward? And ultimately, who do I need to be in front of when I ask for that final decision to be made? Because if you don’t know the answers to those questions, even if you can’t get access to the head honcho at the very end of the process, if you don’t know who those people are, you’re going to have a much more difficult time getting them to act on your behalf. You need to know the landscape before you proceed forward.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/278 that’s also where you’ll find the video version of Jeff’s tip and links to help you connect with Jeff directly because I know he would love to hear from you.
Thanks for listening and be sure to come back tomorrow for another great sales tip!