Rethink the Way You Sell: Jeff Bajorek, Advisor and Coach to B2B Sales Leaders

Any time you ask someone to do something, you're making a sales call. Anytime they do it for you - you've made a sale - that makes them your customer. 

Jeff Bajorek,

Bajorek’s approach to selling is pretty simple but profound. He says you're making a sales call anytime you ask someone to do something. When they do it, you've made a sale. 

“Think about the people you interact with every day. Do you treat them in such a manner that they might be your best customer? Or is that just someone walking down the street who might get in your way? Think about that. And what if we all thought of each other along those lines? You think we'd get along a little bit better?” asks Bajorek. “I'm not saying that we would all agree on everything because we wouldn't, but we probably agree to disagree more, and we probably learn a lot more from each other in the process. I think that's valuable.”

Be a Successful Salesperson

Jeff notes that to be a successful salesperson, you must think about what needs to be done, and you need to think about what needs to happen, not just what you need to do. 

Usually, when a salesperson is prospecting, they try to get someone's attention. The salesperson believes that they can solve a business problem, and most often, they are focused on what they need to do to get that deal and follow their ‘17 point checklist’ for the best ways to get in front of their ideal client. 

“When you change the way you approach things and rethink how you sell, you tend to have a lot better results. I want you to lean into the adversity. Just because you have a 17-point cheatsheet checklist doesn't mean that it will be easy. It doesn't mean that it's going to happen every time. It just means that you have some guidelines for what has worked in the past. You still need to approach this with your own level of curiosity and pragmatism to understand what will work best for you,” says Bajorek. “Selling is about being someone worth talking to and having something worth talking about, and that is a tremendous framework for you to consider everything you do as a seller.”

Jeff notes that if you consider this view to be your frame for how your reputation is viewed. You tend to view your own reputation a lot differently. 

“Finally, if it hasn't become clear, I want you to sell like you can't use my words. You can't use my exact tactics because you're not me. In the same way, I can't turn around and try to do it like you. There's a value to that. When we try to water everything down, when we try to do everything the same, we remove all the magic from what we do as professionals. Put some of that magic back in, have more fun, and sell like you. It's the only way you can reach your maximum potential.”

Catch more of Jeff’s tips and tricks, and join in on his training courses here: https://www.jeffbajorek.com/ or follow him on his socials: LinkedIn https://www.linkedin.com/in/jeffbajorek/ and Instagram https://www.instagram.com/jeffbajorek/

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