13 Eliminate the Noise – Putting Sales Distractions on Mute

“I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days.  Busy…busy…busy…We are all just so busy.  Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes.  Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky.  They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

  • Steer clear of Time Wasters and Naysayers
  • Put technology in it’s place
  • Flip the script in your head
  • Feed your mind

Discussed in This Episode

Significant Quotes

Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

Tweet: Don’t give your time to people who don’t deserve it…ignore idiots and zealots #Gitomer #eliminatethenoise

Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

Tweet: Flip the script – What if the customer says no? becomes What if the customer says yes?  What does this make possible? #eliminatethenoise

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They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work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

11 – The American Dream with Kristina Evans

In this episode, Kristina Evans shares her social media journey and how she went from 200 LinkedIn followers to over 10,000 in less than one year.

I get a great sense of fulfillment sharing with others and I’m okay if I ruffle a few feathers now and then – Kristina

Kristina doesn’t share a magic formula for success on LinkedIn, in fact, she has had a lot of content that fell flat with no engagement.  She does, however, share some insights on how to engage effectively.  Some of the topics we cover include:

  • The importance of authenticity
  • How to manage disagreement
  • Just hit publish

Discussed in This Episode

Significant Quotes

Don’t try to be perfect, be authentic – Kristina

Tweet: Don’t try to be perfect, be authentic – @thekristinashow  #thewhyandthebuy  #theamericandream

There is that thing we get paid to do and that thing we love to do – Christie

Tweet: There is that thing we get paid to do and that thing that we love to do @walterschristie #thewhyandthebuy #theamericandream

Sometimes the enemy of good is perfect…sometimes action is more important – Jeff

Tweet: Sometimes the enemy of good is perfect…sometimes action is more important @jeffbajorek #thewhyandthebuy #theamericandream

10 – Must Be Present to Win

Our first MINI-SODE!  In this shorter than usual episode, Christie and Jeff discuss the importance of showing up.  That’s right.  The first key to success is showing up on time, every time.  Do what you say you will do and when you say you will do it.  It’s simple really.

Hard work beats talent when talent doesn’t work hard – Hines Ward

Discussed in This Episode

Significant Quotes

You will be shocked at the amount of mediocrity that disguises itself as successful – Jeff

Tweet: You will be shocked at the amount of mediocrity that disguises itself as successful #reliability

Rule #1 – Keep your customers, not just happy, but thrilled. Over deliver on your promises. Do something no one else is doing. – Christie

Tweet: Rule #1 - Keep your customers, not just happy, but thrilled. Over deliver on your promises. Do something no one else is doing. #reliability

09 – Goal Setting – Using tools and techniques learned from Steven Covey, Zig Ziglar and Brian Moran

In this episode, we cover the ever popular topic of Goal Setting.  Yes, I heard collective groans as soon as I typed that topic.  All joking aside, if you want to achieve true success, you have to take this topic seriously…and we don’t mean just once per year!

It’s not WHAT you know, it’s not even WHO you know, It’s what you IMPLEMENT that counts. – Brian Moran

Goal planning is not a one-time event.  It is an on-going, iterative process.  So how do you plan for goal success?  In this episode, we will discuss techniques such as:

  • Establishing a baseline
  • Challenging your assumptions
  • Breaking down your goal into 12 week objectives
  • Getting an accountability partner

Discussed in This Episode

Significant Quotes

You can take a big step or a small step, just take a step, whatever you can do, and take it now – Zig Ziglar

Tweet: You can take a big step or a small step, just take a step, whatever you can do, and take it now #thewhyandthebuy #zigziglar #goalsetting

Is the goal you are setting aligned with what is ultimately important to you? – Jeff

Tweet: Is the goal you are setting aligned with what is ultimately important to you? #thewhyandthebuy  #goalsetting

It’s a lot easier to do something on someone else’s behalf than it is to do something just for yourself – Christie

Tweet: It's a lot easier to do something on someone else's behalf than it is to do something just for yourself #thewhyandthebuy  #goalsetting

08 Simple Networking with Chi Chi Okezie

In this episode, Jeff and Christie interview Chi Chi Okezie.  As owner/producer of SIMPLEnetworking, LLC in Atlanta, GA, Chi Chi Okezie enjoys helping university students, professionals, companies and state / government agencies polish their professional approach.

Some people don’t realize they needed to invest more in their network until they need that network to help them.  You have to plan, build, and pay it forward first. – Chi Chi Okezie

Chi Chi discusses her path to entrepreneurship and the networking approach she teaches others:

  • INDUCT
  • INFORM
  • INQUIRE
  • INVITE

Listen in for more information on this simple, yet effective approach.

Discussed in This Episode

Significant Quotes

Many people approach networking like club hopping. Are you collecting cards or building relationships? – Chi Chi Okezie

Tweet: Many people approach networking like club hopping. Are you collecting cards or building relationships?  #thewhyandthebuy #chichiokezie

You have to constantly reevaluate your network and social capital.  If you have been generous and purposeful in supporting others, that investment will pay dividends for years. – Christie

Tweet: If you have been generous and purposeful in supporting others, that investment will pay dividends for years  #thewhyandthebuy #chichiokezie

Do you ever notice the more you talk to someone the more you have in common with them? – Jeff

Tweet: Do you ever notice the more you talk to someone the more you have in common with them?  #chichiokezie #thewhyandthebuy #networking

Some people don’t realize they needed to invest more in their network until they need that network to help them.  You have to plan, build, and pay it forward first. – Chi Chi Okezie

Tweet: Some don't realize they needed to invest more in their network until they need that network to help them.  You have to pay it forward first

07 Unusual Creativity with Don the Idea Guy

In this episode, we discuss the importance and process of developing Unusual Creativity with Don The Idea Guy. This one is a little longer than some of our previous episodes, but trust me, you will not be disappointed.

Who is Don The Idea Guy you ask?

“The most creative person I know” – Jeff Bajorek

Don has sold, shared, or traded ideas with the likes Sears-Kenmore, Ford Motor Company, Palm, American Airlines, Coca-Cola, Kelloggs, The American Marketing Association, Doug Hall, Seth Godin, Daniel Pink, Jeffrey Gitomer, and The Tom Peters Company who described Don The Idea Guy as “the perfect example of a strong and successful brand“.

In this episode, Don discusses:

  • Connecting with customers in new and exciting ways
  • Idea creation vs idea execution
  • How to guarantee a win on your next pitch
  • The appeal of chocolate scented shirts

I guarantee you, that one or two of those worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. – Don The Idea Guy

Discussed in This Episode

Significant Quotes

Creativity isn’t just about painting the pretty picture from scratch..it’s about understanding who is going to consume that idea, who is going to connect with that idea, and being able to speak in their language, not yours. – Christie

Tweet: Creativity isn't about the idea, it's about understanding who is going to consume that idea and speaking in their language not yours

I guarantee you, that one or two of those worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. – Don The Idea Guy

Tweet: I guarantee you, one or two of the worst ideas, the worst solution possible, is going to be the seed from which the ideal solution grows. 

Creativity is often underrated because most people don’t spend time thinking about it or don’t feel they are very good at being creative. – Jeff

Tweet: Creativity is often underrated because most people don't spend time thinking about it or don't feel they are very good at being creative

The flip side of that was when we would go to the client and say, “We were brainstorming ideas for you…” wait..what?  They were so flattered. – Don The Idea Guy

Tweet: The flip side was when we would go to the client and say - We were brainstorming ideas for you - Wait, What?  They were so flattered.

06 Fear – Face Your Fear with lessons learned from Brian Tracy, Steven Pressfield, and Ryan Holiday

In this episode, we discuss the role that fear plays in our success or failure as a sales person.

“Do one thing that scares you every single day” – Anonymous

Fear is an incredible motivator.  It is what kept us safe from predators  during caveman times.  It is what keeps you from walking off the edge of a cliff, and unfortunately, it is often also what holds us back from success in business and in life.  There are several types of fear that we discuss in this episode such as:

  • Fear of failure
  • Fear of non-action
  • Fear of action
  • Fear of success
  • Fear of missing out!

Discussed in This Episode

Significant Quotes

Fear is this big scary monster in the closet until you open up the closet and you find Sully and Mike Wakowski – Jeff

Tweet: Fear is this big scary monster in the closet until you open up the closet and you find Sully and Mike Wakowski #thewhyandthebuy #fear

Fear is an incredible motivator because it’s what kept us safe when we were running from predators.  It’s instinctual, but it is also a choice – Christie

Tweet: Fear is an incredible motivator. It's what kept us safe from predators. It's instinctual. It's also a choice #thewhyandthebuy #fear

I don’t care what industry you work in or company you work for, your biggest competitor is the status quo – Jeff

Tweet: I don't care what industry you work in or company you work for, your biggest competitor is the status quo #thewhyandthebuy #fear

Name that fear. What’s the worst that can happen and how long will it last? Once you know that, all of a sudden, like a popped balloon, the fear deflates. – Christie

Tweet: Name that fear. What's the worst that can happen and how long will it last? Once you name it, like a popped balloon, fear deflates.  #fear

05 YES! Attitude – Lessons Learned from the Teachings of Jeffrey Gitomer, Seth Godin, and Dr Seuss

In this episode, we discuss the secret to a YES! attitude.  Attitude is the single most important element of success in our business, social and spiritual lives, yet we spend virtually NO time studying attitude formally.

“Positive attitude is defined as the way you dedicate yourself to the way you think.  The definition for a negative attitude is exactly the same.” – Jeffrey Gitomer

We spend a LOT of time thinking, teaching, and working on the subject of attitude.  Working with Jeffrey Gitomer and some of the other Gitomer Certified Advisors has been pivotal to our success because of the team’s focus on getting and maintaining a YES! attitude.  So how can you get your YES! attitude?  In this episode, we will discuss techniques such as:

  • Visualizing your YES! moments
  • Maintaining the proper perspective
  • Focus on those things within your control
  • Controlling what goes into your mind

Discussed in This Episode

Significant Quotes

Attitude is the most important factor in success in our careers, family lives, social lives, and spiritual lives.  Yet we spend no time in formal education on attitude – Christie

Tweet: Attitude is the most important factor in success in our careers, family lives, social lives, and spiritual lives.  @thewhyandthebuy

A positive attitude is a muscle that needs to be flexed or it will waste away – Jeff

Tweet: A positive attitude is a muscle that needs to be flexed or it will waste away  @thewhyandthebuy  @jeffbajorek

Some people are walking around with full use of their bodies and they’re more paralyzed than I am – Christopher Reeve

Tweet: Some people are walking around with full use of their bodies and they're more paralyzed than I am - Christopher Reeve @thewhyandthebuy

Focus on what you can control and what you can do about it rather than what you can’t – Jeff

Tweet: Focus on what you can control and what you can do about it rather than what you can't @thewhyandthebuy  @jeffbajorek

You don’t grow in the easy times.  You will fail.  Don’t waste that failure. – Christie

Tweet: You don't grow in the easy times.  You will fail.  Don't waste that failure. @thewhyandthebuy @walterschristie

04 Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page

In this episode, we continue our discussion about preparation by focusing attention on how you prepare for a sales call.

Some of the questions we tackle in this episode:

  • How well do you know your audience?
  • Why would your product/service matter to them?
  • Can you talk their language?
  • What are you hoping to accomplish in this meeting?

Discussed in This Episode

Significant Quotes

What are you doing to prepare yourself for success with your sales calls? Your meetings?  Your networking events?  Your opportunities? – Jeff

 

Oftentimes, I find that the more experience you have, the less you prepare because you think you’ve got this.  When in reality, you are so focused on what you know, you forget to find out what the customer really needs – Christie

 

Thomas Jefferson once said “I find that the harder I work, the more luck I have” – Christie

 

…all things being equal, people want to do business with their friends.  All things being not so equal, people still want to do business with their friends. – Jeff

 

Objections are great opportunities.  You don’t fail because you get objections, you fail if you aren’t prepared to deal with those objections. – Christie