{"id":2129,"date":"2019-09-26T04:30:07","date_gmt":"2019-09-26T09:30:07","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2129"},"modified":"2019-09-24T23:59:38","modified_gmt":"2019-09-25T04:59:38","slug":"sales-tip-250-you-have-a-process-problem-jeff-bajorek","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-250-you-have-a-process-problem-jeff-bajorek\/","title":{"rendered":"Sales Tip 250: You Have a Process Problem &#8211; Jeff Bajorek"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=150%2C150&#038;ssl=1\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-1526\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=250%2C250&amp;ssl=1 250w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?resize=200%2C200&amp;ssl=1 200w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/02\/Jeff-Headphones.png?w=350&amp;ssl=1 350w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;Know where you need to go, know where you are and know how to get there.&#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 250<\/p>\n<p><strong>Do you have a process problem?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/250\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and check all the links to Jeff&#8217;s previous tips in this series!<\/p>\n<p><a href=\"https:\/\/top1.fm\/episode-57-jack-wilson-of-cinch-it-selling-more-while-working-less-and-being-happier\/\" target=\"_blank\" rel=\"noopener noreferrer\"><\/a>208: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-208-you-dont-have-a-closing-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Don\u2019t Have a Closing Problem<\/a><br \/>\n215: <a href=\"http:\/\/dailysales.tips\/215\" target=\"_blank\" rel=\"noopener noreferrer\">You Have an Opening Problem<\/a><br \/>\n222: <a href=\"http:\/\/dailysales.tips\/222\" target=\"_blank\" rel=\"noopener noreferrer\">You Have an Engagement Problem<\/a><br \/>\n229: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-229-you-have-a-discovery-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Have a Discovery Problem<\/a><br \/>\n236: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-236-you-have-a-questioning-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Have a Questioning Problem<\/a><br \/>\n243: <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-243-you-have-a-rapport-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">You Have a Rapport Problem<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<p><iframe loading=\"lazy\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/7hFkig90iWk\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Jeff Bajorek. This is part 6 of Jeff&#8217;s 16 part series that he kicked off back in <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-208-you-dont-have-a-closing-problem-jeff-bajorek\/\" target=\"_blank\" rel=\"noopener noreferrer\">tip #208<\/a> called \u201cYou Don\u2019t Have a Closing Problem.\u201d I don\u2019t know about you, but I\u2019m really enjoying the way this is coming together. Here he is with today\u2019s installment:<\/p>\n<p>Jeff Bajorek: You don&#8217;t have a closing problem. You have a process problem. Do you have a defined sales process? Do you know how to make the sale you&#8217;re trying to make right now? Can you explain that process to your prospect? Because chances are if you&#8217;re really on the cutting edge of things, if you&#8217;re really demonstrating your value as a trusted advisor, you&#8217;re going to be telling them about something they don&#8217;t know anything about. You&#8217;re going to be showing them a solution to a problem that they don&#8217;t even know they have yet. I want you to think for a second about how impressive of a proposition that could be, but we&#8217;ll get to that at another time. You are guiding someone through a process that they are unfamiliar with. Are you at least familiar with it? If you don&#8217;t know the steps it takes, if you don&#8217;t know the people, who need to be involved, if you don&#8217;t need to, if you don&#8217;t know how long it&#8217;s going to take, how on earth are you going to make the sale? Look, you don&#8217;t need to have a 19 step definition for everything that you&#8217;re going to need to do over the next couple of months or a couple of weeks, but you should have a pretty darn good idea of what it&#8217;s going to take and when you have a good idea of what it&#8217;s going to take, not only can you stay in control of the meeting or the interaction you&#8217;re having right now, but you will be able to ask for the next step when it&#8217;s appropriate. So many sales processes get just get hung up in these, these follow up loops. \u201cOh, I had a great conversation with that prospect. Okay, cool. What&#8217;s next? Oh, I didn&#8217;t ask. Oh, I&#8217;ve got to follow up with that. Yeah, I&#8217;m going to follow up.\u201d What happens when you say you have to follow up? It basically means that you&#8217;re starting over from scratch because you didn&#8217;t take care of the opportunity when you had it in front of you and ask for that next step while you had that person&#8217;s current attention. Know where you need to go, know where you are and know how to get there. Think about this stuff before you get going. The whole process becomes a whole lot smoother and you end up speeding sales processes up because you&#8217;re not slowing buying processes down. Your selling process is going to be different from your prospect&#8217;s buying process. You will not be able to create any additional urgency on their part, but you will be able to avoid slowing things down.<\/p>\n<p>Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to <a href=\"http:\/\/dailysales.tips\/250\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/250<\/a> that\u2019s also where you\u2019ll find the video version of Jeff\u2019s tip.<\/p>\n<p>Thanks for listening and be sure come back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Know where you need to go, know where you are and know how to get there.&#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 250 Do you have a process problem? Join the conversation below and check all the links to Jeff&#8217;s previous tips in this series! 208: You Don\u2019t Have a Closing Problem 215: You Have&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1526,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-2129","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 250: You Have a Process Problem - Jeff Bajorek - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-250-you-have-a-process-problem-jeff-bajorek\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 250: You Have a Process Problem - Jeff Bajorek - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;Know where you need to go, know where you are and know how to get there.&#8221; &#8211; Jeff Bajorek in today&#8217;s Tip 250 Do you have a process problem? 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