“if you are not spending more time with your customers and prospects, and if you’re not asking them what they think they should do next, or what you think that telling them what you think you should do next, then you’re missing out.” – Jeff Bajorek in today’s Tip 446
How do you sell more?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It must be Thursday because here’s your weekly idea from Jeff Bajorek. Here he is:
Jeff Bajorek: Two things you need to do if you want to sell more. Spend more time selling, make sure while you’re selling you’re asking for next steps and moving things forward in your process. Those are the only two things that get in the way from salespeople selling more. You’re either not spending enough time in your sales process or while you’re there, you’re not moving it forward.
If you’re not thinking about your productivity, if you’re not thinking about your day to day in terms of whether or not that project that’s right in front of you, that task that your manager gave you, that memo that you need to read or that email that you need to respond to, is this helping me, spend more time in my sales process? Is this encouraging me to ask for the next step in that sales process or is it everything else, right?
I don’t care about your tech stack. I don’t care about the CRM that you’re using. I don’t care about your social media presence, your personal brand, your cold calling, outreach techniques, your subject lines in your emails. Oh great. You’re using video and email the prospect. Good for you, are you selling? Is it enabling you to sell more? Is it enabling you to ask for next steps? Spend more time selling, keep selling while you’re selling.
It’s really that simple and you should be able to, that should be the litmus test that you hold yourself to when you’re doing anything during the day. But only if you want to sell more. If you don’t want to sell more, well then volunteer for committees. If you don’t want to sell more, then you know, spend time organizing your desk, spend time getting your calendar situated. Make sure that the data that you put into your CRM is just perfect. Make sure every report is turned in on time.
There’s a lot of things that you can do that will disguise themselves. Those activities will disguise themselves as productive selling activities. But if you are not spending more time with your customers and prospects, and if you’re not asking them what they think they should do next, or what you think that telling them what you think you should do next, then you’re missing out.
Scott Ingram: For more about Jeff Bajorek, including a link to his Rethink The Way You Sell Community and the video version of this tip where you can see Jeff and his passion, just click over to DailySales.Tips/446
Then, be sure to come back tomorrow for another great sales tip. Thanks for listening!