“Asking for that next step it should be your obligation. Asking for that next step should be the default.” – Jeff Bajorek in today’s Tip 362
Do you believe in what you sell?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today our friend Jeff Bajorek is back in his regular weekly spot with an important idea for you. Here he is:
Jeff Bajorek: I am tremendously uncomfortable with the amount of sales professionals who do not ask for the next step in their sales process while they’re in that meeting that they’re in right now. This is particularly alarming to me because most salespeople get paid. Some of them only get paid when they get that next step and maybe the step and the step and the step after that. You only get paid when you make a sale, but you’re not asking for the step that will lead to the sale. That is just disturbing to me. Like I want you to wrap your brain around that.
When I talk to people about asking for that next step when I work with clients about asking for those next steps, one of the thing that, or one of the things that normally comes up is; Yeah, you know, it might be a little awkward at first and it might be uncomfortable to start. But yeah, I think I can do that Jeff. I think I can start asking. And here’s my question and this is how I want to reframe it for you. Why isn’t it uncomfortable? Why isn’t it awkward to not ask for that next step? What are you there to do? Now I know there may be a belief issue. There may be some reason where you’re not quite sure if this is a good fit. You’re not quite sure if you’ve done enough to earn a next move in the process, but don’t you believe in what you sell? Aren’t you making these sales call because you know you can help a certain part of the population, whether it’s a consumer directly or it’s a business or it’s some other way you’ve got some customer in mind? You know you can help that person. You know you can help that person differently than anybody else that’s out there.
We can argue better at another time, but talking about better typically leads to arguments. Talking about different typically leads to conversation, so I’ll save that for another tip, but don’t you believe in your differentiators? Don’t you believe in your ability to make somebody’s life better as a result? Don’t you believe that your time is valuable? Don’t you believe that the company that you support is worth supporting and that the customers you support are worth supporting? And don’t you believe that they are better off for having worked with you than for anybody else? Well, if you believe all those things, then isn’t it your obligation to ask for that next step? Aren’t you leaving all of those people that you could help totally in the lurch by not asking for the next step? Who are you serving with your product or service? Who are you not serving by not doing your job?
Asking for that next step shouldn’t be comfortable or I shouldn’t be uncomfortable. It should be very comfortable. Asking for that next step it should be your obligation. Asking for that next step should be the default. Yet 40 to 92% of salespeople, according to James Muir’s research in the Perfect Close, do not ask for the next step. So if you believe in all of those things, then it should be a natural occurrence for you to ask for that next step, right? So I know that’s what you’re going to do on every one of your sales calls, right? Because that’s your job. And if you don’t believe in all of those things, what are you doing?
Scott Ingram: If you appreciate Jeff’s insights and observations as much as I do. Then do yourself a favor and click over to DailySales.Tips/362 where you’ll find a link to his website where you can join his mailing list. Jeff sends some of the best emails that I read each and every Sunday.
Then you know what comes next right? Be sure to come back tomorrow for another great sales tip. Thanks for listening!