“You have an opportunity to break records if you’re willing and if you’re able.” – Jeff Bajorek in today’s Tip 686
How about you? Will you stop now?
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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 to challenge you and push you to do more and be more. Here he is:
Jeff Bajorek: Congratulations you made it. 2020 is almost over. We’re into December now. We’re past Thanksgiving, which means that all your selling’s done, right? You’re just collecting orders and finalizing contracts and letting the paper process take its place. And hopefully, that’s going to get done by the end of the year. So you can post a big number, get a fat check, and a big bonus, right? Now, it’s just coasting until 2021, where you can start over. That’s not you, is it? I mean, it’s really, that’s not you. Is it now? That’s what most salespeople are doing right now. And I don’t understand what the difference is between today and last week or the week before when it comes to the job you have to do.
Now, look. I’m all about rest. I’m all about taking time during the holidays, you should take time off. If you’ve earned the right to take time off. If you’ve got all those processes through if you’ve done everything you can do put your feet up. But I think a lot of people haven’t done everything that they need to do. And I think even some of those who have, and maybe this is you, maybe you’re over your number by 130% and you just want to coast. Well, you know that you don’t get to 130% by coasting.
So I don’t want this to turn into some kind of form of hustle porn and get work in and keep going and crack the whip on yourself and all those things. No, no, no, no, no, no, no. That’s not what I’m saying. What I’m saying is right now, the tide in sales is once you get to December, you start thinking about thanking your customers instead of finding new customers. You start thinking about the work that you’ve done instead of the work that you have to do. And when the tide is going out like that, I want you to be going in or when the tide’s going in, I want you to be going. I don’t know. You know what I’m talking about.
If your competitors are zigging, you need to zag. You have an opportunity to differentiate yourself and in some industries, for some companies, these opportunities don’t come along all the time. When everybody’s working, you can’t distinguish yourself as being someone who stands out and is willing to do the things that other people aren’t. But so many of you talk about your service and the level that you go to for your customers, think about the ways that you can stand out when everybody else is doing something else. And one of those ways is to continue to prospect. One of those ways is to continue to make those calls, to continue to set meetings. And I know that nobody wants to meet with you between the holidays. Okay, fine. I don’t think that’s as true as often as you think it is, but that’s okay. I’ll even go with that book, those meetings for January.
When you get started with your prospecting. Now you’re going to start closing deals earlier in Q1 than if you waited for Q1. And you know, if you’re going to have your best year ever, you wait until Q1 to start. So let me wrap this up. What I want you to do is I want you to think about what your competitors with the rest of your market is doing right now. And I want you to take a really good analysis of that and decide for yourself if there’s an opportunity presented here for you to do something different, to take advantage of that situation.
Most people are tired. You’re tired, I’m tired. The entire world is tired of the situation that COVID has placed us all under, but can you be less tired, a little longer? Can you continue to work? And you continue to push. Can you continue to do the things that you know that you need to do when other people are given up? These advantages, these opportunities don’t come along very often. And when you, they do come along, you need to take advantage of them. This is how you set yourself up for the best year ever. And if you’re not thinking of 2021 is potentially being your best year ever, you are missing out because 2020 has been such a let down for so many people, their bar has been lowered. They’re thinking about just breaking even this year with 2019 so that maybe they can take an incremental step in 2021. You have an opportunity to break records if you’re willing and if you’re able, are you?
Scott Ingram: Jeff’s blog and Jeff’s newsletter are great compliments to these tips. For links to those and more, just click over to DailySales.Tips/686
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!