38 Rethink the Way You Sell – Create Tension to Create Sales


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[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]This week, we are beginning to unpack several elements from Jeff Bajorek’s new e-book – Rethink The Way You Sell.  This episode is the third in 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

[/vc_column_text][vc_text_separator title=”Discussed in This Episode” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column][vc_single_image image=”515″ img_size=”medium” alignment=”center” onclick=”custom_link” link=”https://www.jeffbajorek.com/rethinkthewayyousell”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””][/vc_column_text][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Sales begins and ends with belief @jeffbajorek #rethinkthewayyousell Click To Tweet[/vc_column_text][vc_column_text 0=””]Don't shy away from tension, tension implies connection @walterschristie Click To Tweet[/vc_column_text][vc_column_text 0=””]Why are you different? @jeffbajorek #rethinkthewayyousell Click To Tweet[/vc_column_text][/vc_column][/vc_row]

34 Managing with the Brain in Mind with Chad Harrison – Part 1

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Based on a special report titled “Managing with the Brain in Mind” written by David Rock, founding president of the NeuroLeadership Institute.  Chad Harrison takes us through the concept of managing employee engagement using the SCARF method.

What is the SCARF method you ask?  Neuroscientists believe people respond to all things with either a threat or a reward response.  In turn, they also believe you can drive specific behavior if you focus on five key social qualities that will trigger a reward response.  These five qualities are Status, Certainty, Autonomy, Relatedness, and Fairness (SCARF).

If you are a leader (or aspiring leader) in your organization, plan to listen to this one more than once.  There was so much richness in this discussion, we had to split it in to 2 parts.

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33 Success from Scratch with Nick Ruiz

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Nick Ruiz is a TWICE self made entrepreneur who started out in real estate in his late teens and built a multi million dollar net worth by his mid twenties only to lose it in the economic crisis in 2008.  He has since been able to rebuild and scale his business back and he is now teaching others how to apply some of psychological strategies that have been critical to his success.

During this episode, we discuss his new book, Success from Scratch – Mental Strategies for Success in a Survival of the Fittest Environment.

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28 What do Top Sales Performers Do? With Scott Ingram

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]This week, Scott Ingram – Host of Sales Success Podcast and Inspired Marketing Podcast joins us to talk about what he has learned interviewing top sales professionals in organizations across the country.  You are going to want to listen to this episode over and over.

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21 Predictable Prospecting with Marylou Tyler

[vc_row][vc_column][vc_column_text]It seems everywhere we look, someone is talking about prospecting.  What to do, what not to do, how to win, what pitfalls to avoid…It can be overwhelming for even the best sales people to know the right approach to take.

In this episode, we talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline.  Some of the topics we cover include:

  • How to land crucial meetings
  • Twelve habits of highly successful SDRs
  • How to leverage the right tools for predictable prospecting

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19 How to be an SDR Superstar with Morgan J Ingram

[vc_row][vc_column][vc_column_text]Morgan J Ingram joins us on this week’s episode of The Why and The Buy.  Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles.  If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.

I thought, if I could get through the hard parts now, everything else in life would be so much easier #millenialsaregoingtosaveus Click To Tweet

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14 Servant Leadership with Alejandro Tornato

[vc_row][vc_column][vc_column_text]Servant leadership is a very popular topic in management training these days. Robert Greenleaf coined the term 35 years ago, but the concept is still vital and empowering. Granted, “servant” doesn’t sound nearly as powerful as “boss,” but it has the potential to deliver far more of what most of us are really after: influence.  The reason is simple. When you have a servant mentality, it’s not about you.

Removing self-interest and personal glory from your motivation on the job is the single most important thing you can do to inspire trust.

When you focus first on the success of your organization and your team, it comes through clearly. Alejandro Tornato talks with us about what you need to do be a Servant Leader.  It’s simple really:

  • Ask more questions
  • Listen more carefully
  • Actively value others’ needs and contributions

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“There are far too many people in this world who claim the title of leader and do not display the elements of true leadership”

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“A servant leader is someone who is putting all of his or her creativity and capability into helping others grow”

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11 – The American Dream with Kristina Evans

[vc_row][vc_column][vc_column_text]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

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

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

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

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10 – Must Be Present to Win

[vc_row][vc_column][vc_column_text]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

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

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

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

[vc_row][vc_column][vc_column_text]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

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

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

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

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