“There are steps in a process and when you focus on a process, you get results. But when you focus on results, you get frustrated and that’s where so many salespeople go wrong.” – Jeff Bajorek in today’s Tip 306
Do you have a discipline 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 with part 14 of the 16 part series that he 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 discipline problem. If you’ve been paying attention up until now, you realize that there’s a whole lot more that goes into making a sale than just a handful of the right words said to the right person at the right time. There are steps in a process and when you focus on a process, you get results. But when you focus on results, you get frustrated and that’s where so many salespeople go wrong. They don’t accept that there are things that need to be done on a regular basis to put themselves in a position to win in order to win more because you’re not going to win them all because you can’t control everything. So are you accepting responsibility for the outcome or are you just taking responsibility for your task list? Are you taking ownership of that outcome? Are you doing a little bit extra? Are you thinking differently about what needs to happen or are you just doing what you’re told? What do you do when a daily or even weekly basis to make sure that you are constantly putting yourself in a position to win? Are you doing anything on a daily basis? Are you doing anything with a routine that your customers and prospects can begin to count on? Look, it’s not all going to be fun, but all of it along the way somewhere is worth doing if not absolutely necessary. Are you willing to do what needs to be done to get the job done or are you just showing up every day punching a clock and hoping for the best?
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/306 that’s also where you’ll find the video version of Jeff’s tip and links to help you connect with Jeff directly.
Thanks for listening and be sure to come back tomorrow for another great sales tip from David Weiss.