“So it gives people something to look forward to, and they leave on a high note. That’s how you go and you crush your goals.” – Jeff Bajorek in today’s Tip 975
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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 will a killer sales tip for your next sales meeting. Here he is:
Jeff Bajorek: I’ve got an idea for your next sales meeting that I think you’re really going to light. Most sales meetings are terrible, right? I really couldn’t this have been a memo or an email? Like, why are we sitting here? But this is a really good team-building exercise, and I think it’ll energize everybody on the squad. We all do things that make us great. And most times, most salespeople don’t really recognize that thing about them. That makes them great. But when you look around the room and you see your colleagues, you see the people that you work next to all the time, you recognize what makes them great, and you have an opportunity to show them or tell them what makes them great. And I think it helps everybody on the team when you do that. But it can also be a little weird to just be passing compliments around the room all the time.
So how do we make this work? Well, you send out a document before the meeting. A couple of days shouldn’t take that long. Write everybody’s name down on a Google Doc or something like that, and then anonymously, you just go around the room, theoretically, and you write down the thing about everybody else on your team that you think makes them really good at what they do. And you run through. And there may be half a dozen to ten names on this list. You submit them all to the leader. And then when it comes time to have the meeting, you go through the list and the data is compiled ahead of time.
So Sarah does these things brilliantly well. What’s that gonna do? Right? You talk about Sarah’s special gifts and her talents. You talk about David’s. He’s really, really good in disregard. You talk about Scott over there who does great work. You talk about Teresa over here. You go around the room, right? What happens? One, you’re going to find some commonalities, right? Because people recognize greatness. But they also recognize greatness in their own words and in their own ways. So you’re going to Hone in on the things that make for every person on your team really, really good. And that is going to provide a learning opportunity and an opportunity, certainly for inspiration for other people on the team to say, how can I do that a little bit more myself in my own way, right?
It’s almost a daydreaming exercise that’s really, really powerful. What I think is more important and more valuable is Sarah and Dave and Scott and Teresa. They start hearing those things about themselves. They get to start recognizing and maybe even putting, obviously putting other people’s words to the reasons that they’re so good that solves a blind spot for them.
Now I can tell you when I started selling, and I recognized that I was pretty good at this, I couldn’t tell you why, I thought, well, this kind of thing comes intuitively to me. So isn’t this what everybody does? Those were big blind spots for me. It wasn’t until someone sat me down and said, Hey, you know, no one else is saying it like you? Right. You know, I’ve never heard this technique described in this way before, right? And so when you start to hear those things, when you start to understand what you’re really good at, you can double down on what you’re really good at. I think it’s unfair to take for granted that the top salespeople on your team know why they’re that good and then can focus on that reason. But when you come together in an environment like this, you not only get an opportunity to pay compliments to each other but the entire team is energized. The entire team is inspired, especially the people who are hearing those special things about themselves.
Look, your sales meeting wasn’t going to be that good next month, anyway. There’s no reason that you can’t put this activity into play for 30 minutes or so. Maybe at the end. So it gives people something to look forward to, and they leave on a high note. That’s how you go and you crush your goals. That’s how you go and you set sales records. You double down on what you’re really good at. And that means you need to give each other, the language to understand what to double down on.
Scott Ingram: For more about Jeff and from Jeff, just click over to DailySales.Tips/975 and we’ll have a few links for you there.
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!