385 episodes

Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

The Why And The Buy Christie Walters and Jeff Bajorek

    • Business

Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life. Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

    Producer's Pick: Sales 101 with Dawn Deeter

    Producer's Pick: Sales 101 with Dawn Deeter

    Nian Fiedler, the producer of The Why and The Buy podcast, joins Jeff again today with one of his favorite past episodes. Jeff and Nian do a short introduction to this show that aired almost a year ago, to talk about what made this episode stand out for them, and Jeff shares some insights from his trip out to Kansas State University.
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    Some salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training. 
    Today, Jeff and Christie welcome Dawn Deeter, professor and creator of the National Strategic Selling Institute at Kansas State University. Dawn's program delves into how communication has evolved in sales, the importance of the prospect list, role play, how to bounce back from rejection, and coaching for effort to get results. 
    This not only creates a talented pool of candidates for companies, but these graduates are proven to integrate far more quickly and begin bringing in revenue much faster once they join a sales team.
    Learn more about Dawn here 
    WANT MORE WHY AND THE BUY?
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    • 43 min
    Producer's Pick: Doing It Old School with Jay Jensen

    Producer's Pick: Doing It Old School with Jay Jensen

    Today, Nian Fiedler, the producer of The Why and The Buy podcast, has picked a favorite past episode to revisit. Jeff and Nian do a short introduction to this show that aired about a year ago, to talk about what made this episode stand out for them. 
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    There are so many new tools and methods to prospect and make connections. But today's guest knows that none of those matter without the foundations of old school sales. 
    Jay Jensen, CEO of Sales Inc. joins Jeff today. He is irreverent, authentic, and a straight shooter with a dry wit that is often missing in the world of sales leaders. Jay spent years in the auto industry honing his sales craft, and he discusses the importance of process, relationship building, investing your time, and not being afraid of the ask. 
    Find out more about Jay Jensen here
    WANT MORE WHY AND THE BUY?
    Join our new listener group for discussions about episodes and other helpful resources for your business!
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    Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

    • 43 min
    Monthly Musing: Revisiting Old Strategies

    Monthly Musing: Revisiting Old Strategies

    How long has it been since you've taken a good hard look at some of the processes and strategies that you have had set in cruise control? Weeks? Months? Years?
    Jeff and Christie are here today to get you to take a fresh look and see what may need to be added, changed, taken away or revamped entirely. Whether it's a sales process, your personal finances, a fitness routine, or marketing strategy - reflecting and retooling at regular intervals is necessary. Jeff also shares his latest thoughts about revisiting his social media strategy. 
     
    WANT MORE WHY AND THE BUY?
    Join our new listener group for discussions about episodes and other helpful resources for your business!
    Get access to the greenroom. Go behind the scenes with past, present and future guests!
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    Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

    • 14 min
    Setting Boundaries with Justine Sones

    Setting Boundaries with Justine Sones

    Today's show is a little different, and much needed. Salespeople and business owners can run themselves into the ground and forget to take a breath. Enter Jeff and Christie's guest, Justine Sones. Justine is a stress management and self-care coach for those in these fields. Her focus today is on boundaries, in order to get away from constant people pleasing and getting overwhelmed. 
    One main misconception is that it means you are putting up a brick wall. But Justine explains how appropriate boundaries are about give and take and letting in what is good and beneficial to you. It begins with truly knowing yourself and your feelings, and how to balance those with external expectations. Listen to her tips on how to start in on the process and move toward a personal and professional life with more time and more purpose, while being more true to yourself.
    Find out more about Justine here
    And more about her excellent weekly email list The Friday Feels
    WANT MORE WHY AND THE BUY?
    Join our new listener group for discussions about episodes and other helpful resources for your business!
    Get access to the greenroom. Go behind the scenes with past, present and future guests!
    Follow us on LinkedIn!
    Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

    • 39 min
    Take 60 Seconds with Nick Capozzi

    Take 60 Seconds with Nick Capozzi

    We're still selling to people! This is something today's guest feels very strongly about, and a mindset that brings him continued results. Nick Capozzi, Founder of SalesPitching and VP of Sales at Smile Virtual, spent twenty years in the cruise industry where he practiced the craft of relationship building every day.
    He describes some of his LinkedIn and email experiences with Jeff and Christie, and how so many people reach out, but make no effort to create a personal connection. Nick says to just take sixty seconds and look at their profile. Where do they live? What courses have they recently taken? Where did they just vacation? The list goes on. And any commonality you can find can be a jumping off point to a conversation vs. a pitch. And in the end, people like people, that like them. And they buy from them.
    Plus! Hear about Smile Virtual and their incredible rate of closed sales.
    Find out more about Nick here
    WANT MORE WHY AND THE BUY?
    Join our new listener group for discussions about episodes and other helpful resources for your business!
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    Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

    • 34 min
    Connect Through Comedy with Jon Selig

    Connect Through Comedy with Jon Selig

    Have you ever seen a really bad stand-up comic? You know the ones - bad timing, aimless stories, not connecting with the audience, using the same old material that didn't work before... Does that sound like some salespeople out there? Today's guest sees the connection. Jon Selig, speaker, coach, stand-up comic, and creator of Comedy Writing for Sales Teams, talks with Jeff and Christie about how comedy infused into your sales approach is a winning combination.
    Jon realized that salespeople and comedians are always prospecting! He explains how jokes can be disarming and help clients to feel like you relate to them and understand their struggles. Then you are able to use that connection to better solve the clients issues. And don't worry, even if you don't think you're funny, Jon gives tips and advice on how you can hone your humor and put together a playbook of solid material. 
    Learn more about Jon Selig and Comedy Writing for Sales Teams 
     
    WANT MORE WHY AND THE BUY?
    Join our new listener group for discussions about episodes and other helpful resources for your business!
    Get access to the greenroom. Go behind the scenes with past, present and future guests!
    Follow us on LinkedIn!
    Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.
     

    • 35 min

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