“Give yourself some homework, listen, and look for opportunities to do more things.” – Jeff Bajorek in today’s Tip 637
Did you give yourself homework?
Join the conversation below and share your thoughts!
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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, and I owe Jeff a huge thank you for doing a whole behind the scenes hallway series on the Sales Success Stories podcast this week. I hope you’ll check some of those out. In the meantime, here’s Jeff with today’s tip:
Jeff Bajorek: Here’s a tip for you. Give yourself homework in every sales interaction. Now I don’t mean you’ve got to go study. I mean, there’s almost always an additional thing that needs to be done on the heels of every call to action.
So what’s the next step here, Mr. Prospect? Oh, well, I need to reevaluate some of these things you’ve presented here on my end and I also need to follow up with my administrative assistant for instance.
And so what is the thing that you can do to help that along?
Oh, is there something I can do with that administrative assistant to help you with this? Or is there someone else I should be talking to, to help you move along in this process? Or is there something else that needs to be done for you to kind of lead the witness a little bit and get them to open up about other steps in their process? You’re going to learn way more about how the decision is made, because this is underestimated so many times, particularly if you’re selling something that people don’t buy often, they don’t even know what the process is.
So when you give yourself opportunities to look for things to do, you will remind them of things. Maybe they didn’t think are going to need to be done. This is going to accelerate your sales cycle because you’re helping them accelerate their buying cycle by learning things that they didn’t realize they needed to know.
So give yourself some homework, listen, and look for opportunities to do more things. And by asking those questions, you will kind of make the roadmap a lot more clear for what needs to be done so that you can help do it. This will accelerate your process unquestionably, and you’ll also be perceived as more of an expert by thinking of things that they’re not thinking about that helps everybody. And so I want you to do that and I want you to let me know how it works.
Scott Ingram: For more about Jeff Bajorek and for links to some of those Live from the Sales Success Summit sessions, just click over to DailySales.Tips/637
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!