31 Rethink the Way You Sell – Prospecting Strategy #1

This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This will be the first of a series of 5 episodes aired over the coming months and focused on prospecting.  Jeff lists 5 key ingredients to a strong prospecting plan in his e-book and we will dive into them one at a time.

  • Know what you bring to the table
  • Know who you need to be talking to
  • Create tension to create sales
  • Be the expert
  • Keep your swagger

Discussed in This Episode

Significant Quotes

20 Nobody Cares About Your Product with Phil Murphy

It seems everyone is asking “Why do customers buy” these days.  It’s easy to get excited by the latest shiny object in your toolkit, but …NEWSFLASH… nobody cares about your product.  They care about their needs that your product might meet and they care about whether or not they like doing business with you…plain and simple!

Success requires you to wake up, show up, and follow up. Do that and you'll beat 70% of sales… Click To Tweet

Sales reps will enjoy this discussion with Phil, but Sales Managers will play it over and over again.  If you have responsibility for more than yourself in your organization, grab a notebook.  You won’t want to miss one single nugget of value on this one.

Discussed in This Episode

Sponsor Information

6th Annual Golf Fore Chosen Vision Marathon

Significant Quotes

12 Everyone Sells Something with Liz Wendling

Liz Wendling joins us in The Why and The Buy podcast studio this week.  Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world.

Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages – Liz

There are so many gems in this episode, we can’t possibly list all of the salient points Liz makes here.  Some highlights to listen for:

  • Why movies like Glengarry Glen Ross have skewed our view of sales
  • Why serving, listening, and sharing are not selling
  • Why technology is killing your business

Discussed in This Episode

Significant Quotes

They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

Tweet: They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

The hard work is in the discovery..once you do it, you will reap the rewards over and over

Tweet: The hard work is in the https://ctt.ec/GSumf+ you do it, you will reap the rewards over and over #everyonesells #thewhyandthebuy

You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved

Tweet: You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved #everyonesells