“I want you to take the best and I want you to put them into play. And I want you to take the worst and I want you to try to forget about them.” – Jeff Bajorek in today’s Tip 602
How about you? Do you have routines for this quarter?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Jeff Bajorek and I had a really productive conversation earlier this week and I asked him to focus this week’s tip on one of those core concepts that we’re both working on. Here he is:
Jeff Bajorek: My kids went back to school this week, kind of school, virtual school from their bedrooms over the computers but you get the idea. It’s been quiet here and that had means that I can actually get some work done, which feels like forever. Since I’ve had this kind of an environment conducive to actually doing good work. And I wonder if you feel the same way. But this is still far from normal, but we’ve got to make the best of what we’ve got. And what it means is we’ve got a little over three months left in this year to make something happen.
Now your expectations have no doubt been reenvisioned, re-imagined, reset, but you’ve got a goal in front of you and you’ve got a target to hit. And now is the time, particularly since there’s some sense of normalcy here with the other schedules in your house, you’ve got some time to reestablish some old routines.
Remember those workflows that used to work for you. Remember the feeling you’d get when you’d move from one project to the next, from one meeting to another, from one phone call to another, those get to come back, even if just a little bit. But because 2020 has been such a strange year, it almost feels like a brand new start. So I want you to think about the routines you’ve had in the past that really worked for you. I want you to think of some of the ruts that you’ve gotten into that haven’t been so impactful for you. I want you to take the best and I want you to put them into play. And I want you to take the worst and I want you to try to forget about them.
Look, we’re entering what I call the functional fourth quarter of the year. Yes, September is the end of Q3, and you’ve undoubtedly got a target to hit in the next couple of weeks. That’s more urgent than any of them. But given that December is really for tying up loose ends and buttoning down details, September, October, and November are your months in the fall to really get some selling done.
So now is more important than ever considering everything we’ve gone through to date this year now is your time to make sure that you’re disciplined, to make sure that your messaging is sharp, to make sure that your sales process is functioning. And you know what step is next. So you can ask for that next step while you’re in the one you’re in right now. Make sure you’re doing the things that will make you really, really effective, and revisit your environment for doing those things. So you make sure you can get the most out of them. Let me know how it goes. I’m still working through this as much as anybody else says, but if we work on this together, we can keep moving forward and we can still make something happen.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!