Rethink The Way You Sell

Jeff Bajorek
  • 5.0 (24)
  • BUSINESS
  • BIWEEKLY SERIES
Rethink The Way You Sell

This podcast is the definitive guide to simplifying your team’s sales process and learning to #SellLikeYou. Downloading and installing someone else’s playbooks will only help you become mediocre. When you Rethink The Way You Sell, you learn how to maintain your integrity while creating world-class results for your customers.   The frameworks and sales strategies I’m sharing are tried and proven over the last two decades, both in the field and with my clients. In this podcast, I’m going to take you behind the scenes to show you how and why they work.  I'm exploring the mindsets, skillsets, and fundamentals that are necessary for top performance as a professional seller. I cover the entire sales process: prospecting, discovery, presentation, objections, closing, account management, and everything in between.  If you're a salesperson or a sales manager and want to be your very best, this podcast will enable you to take these frameworks and make them your own. Getting in front of a microphone is my favorite way to think. It’s where I do my best work, and I will help you do yours. This podcast was made to help you Rethink The Way You Sell. 

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  1. EPISODE 1

    Know Yourself - Are You Selling With Integrity?

    In this exciting fifth season, host Jeff Bajorek takes you through the 7 steps to selling like you. Discover the importance of alignment in selling, redefine it in a way that suits you, challenge your assumptions, and learn from those who have successfully redefined selling themselves. In the first episode, Jeff explores the first step to selling like you: knowing yourself. By examining the alignment between what you sell, who you sell it to, how you sell it, and why, you can achieve greater integrity and do your best work. Set yourself up for success by redefining selling in a way that suits you and taking control of the process. Join Jeff Bajorek as he dives deep into selling concepts, shares provocative questions, and challenges you to rethink the way you sell. Key Takeaways 4:54 - Redefining Selling: Discover the importance of redefining selling to suit your unique personality, boundaries, and goals. This empowers you to create your own system and paves the way for mastery in sales. 10:04 - Alignment: Aligning what you sell, who you sell it to, and how you sell it is crucial for doing your best work in sales. Finding this alignment can help you achieve greater integrity and a more authentic sales process. 12:14 - Taking Control of the Process: By redefining selling in a way that suits you, you can take control of the sales process and set yourself up for ultimate success. This involves deciding your boundaries, testing barriers, and breaking superstitions to find the most effective approach for you. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by  @Doug Branson  Additional Music by @Blue Dot Sessions

    14 min

  2. EPISODE 2

    What is Your Why?

    In this episode of Rethink The Way You Sell, host Jeff Bajorek takes a closer look at the importance of alignment and knowing your why in the sales process. He emphasizes that salespeople can determine their own how and that there's no one-size-fits-all sales method. Jeff also focuses on the role of integrity in achieving your best work and shares the five essential questions that can help you understand your purpose, which ultimately drives your success in sales. Jeff guides listeners through the concept of how life stages or career stages can shape a salesperson's motivation, using the analogy of a pyramid similar to Maslow's Hierarchy of Needs where money motivation is at the base, progression to mastery in the middle, and the pursuit of giving back at the top. As you move through stages, the fulfillment derived from sales activities changes. He challenges listeners to assess where they are in this pyramid and align their behaviors, practices, and principles for optimal results. Key Takeaways: 1:57 Determine your own how - Redefining selling in a way that suits you can open up new possibilities and empower you to make the rules of the game. 7:12 Achieve alignment and integrity - Aligning what you sell, who you sell it to, how you sell, and why, while maintaining integrity, is crucial for doing your best work in sales. 10:20 Assess your place in the hierarchy of sales needs - Understanding where you are in your journey of motivations and focusing on aligning with that stage can lead to better results. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by  @Doug Branson  Additional Music by  @Blue Dot Sessions

    16 min

  3. EPISODE 3

    Fully Aligned with DeJuan Brown

    In this inspiring episode of Rethink The Way You Sell, host Jeff Bajorek sits down with DeJuan Brown to discuss his passion for helping others and his new role as the Head of Sales at Merit America, a nonprofit organization devoted to achieving long-term wage gains and sustainable, recession-resilient careers. DeJuan shares his excitement about Merit America's mission, their partnership with Google, and the magnitude of impact the organization can have on learners who are eager to advance their careers. Throughout the conversation, both Jeff and DeJuan emphasize the life-changing potential of seeing something in others that they might not see in themselves and the importance of giving back. Through personal anecdotes and powerful insights, Jeff and DeJuan offer a fresh perspective on rethinking the way you sell, combining passion with meaningful work, and using your skills to uplift and support those who need it most. Whether you're in sales or any other field, this episode will leave you feeling inspired and motivated to align your values with your career and pay it forward to the next generation. Key Takeaways: 4:30 Align passion with career - DeJuan's new role at Merit America exemplifies the power of combining passion for helping others with professional skills to create meaningful change in people's lives. Leverage unconventional opportunities for growth - Don't be afraid to think outside the box when it comes to advancing your career and broadening your skill set, as DeJuan did by joining a nonprofit organization. 19:08 Advance your career by helping add six figures to someone else's income Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by  @Doug Branson  Additional Music by  @Blue Dot Sessions

    28 min

  4. EPISODE 4

    What Do You Bring to the Table?

    In this enlightening episode of Rethink The Way You Sell, host Jeff Bajorek highlights the significance of differentiation in your sales approach and the necessity to question conventional sales wisdom by promoting critical thinking. With personal anecdotes and a focus on accountability, self-assessment, and self-awareness, Jeff encourages listeners to challenge traditional sales techniques, adjust their strategies, and unlock their potential to connect with customers and succeed in a competitive sales environment. Throughout the episode, Jeff guides listeners in aligning their core beliefs with their sales processes and shares a simple exercise to help identify crucial differentiators. By reevaluating your purpose, understanding customers' needs, and adopting unconventional approaches, you'll unlock unlimited sales potential and achieve greater success in your sales career. Key Takeaways: 4:38 Embrace differentiation - Effective sales strategies require setting yourself apart from competitors and finding unique selling propositions. 8:17 You lose business the same way you win business - Foster critical thinking and be open to exploring innovative approaches or risk losing out to price 11:58 What is the feature? What is the benefit? What does the outcome look like? - Get clear on what it is that you do and how you help. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by  @Doug Branson  Additional Music by  @Blue Dot Sessions

    18 min

  5. EPISODE 5

    Know Your Best Customers - Who Should You Be Talking To?

    Having a deeper understanding of your best customers is vital to improving your process and making more sales. Jeff argues that most sellers only have a surface-level view of who their customers are. He urges you to dig deeper and ask: "What are their goals? What motivates them? How are they feeling and thinking?" Jeff says truly knowing your customers will make selling much easier for you. "People buy emotionally first, then justify logically." Yet most sellers lead with logic instead of their customers' emotional state. Jeff wants you to uncover the emotions your prospects are experiencing related to their problem and potential solution. Another key point is understanding customers' motives beyond just the product or solution. Jeff asks: "Why would they buy from you? Why wouldn't they buy from you? What emotions drive their decision?" Answering these questions will give you a clearer picture of your customers and how to help them. Listen to gain Jeff's framework for finding out why your best customers choose you. His advice aims to deepen relationships and make referrals easier for you to obtain by helping you earn the right to ask through a deeper understanding of your customers. Why you need to know who you are selling to. (2:17) What emotional state are they in? What are the emotions that drive a decision? (3:54) Who are your best customers? Why would they buy from you? What are their motives? (5:29) Why wouldn’t they buy from you? (7:15) What are the emotions that drive the decision to solve the problem? (9:17) People buy emotionally first, then justify logically. (10:39) When you have a better understanding of your prospect’s journey, you will have earned the right to ask for referrals and introductions. (12:15) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! Apple: https://tinyurl.com/rethinkapple Spotify: https://tinyurl.com/rethinkspotify Google: https://tinyurl.com/rethinkgp Stitcher: https://tinyurl.com/rethinkstitcher Music and Editing by @Doug Branson  Additional Music by @Blue Dot Sessions

    14 min

  6. EPISODE 7

    A Different Way to Look at Growth

    In this episode of "Rethink the Way You Sell," Jeff Bajorek reimagines business development through territory management. Drawing inspiration from Stephen Covey's time management matrix, Jeff develops a fresh framework using two key factors – grow-ability and accessibility. Join Jeff as he guides you to visually categorize your top accounts into quadrants based on these factors, offering a unique perspective that uncovers unnoticed opportunities. See Jeff's matrix and learn how to use it: https://www.jeffbajorek.com/posts/a-different-way-to-look-at-growth This is an episode for those who are keen to delve into the strategic side of sales and learn how to maximize their resources effectively. Jeff will challenge your understanding of accessible yet unscalable accounts, and how they can be a blessing in disguise in terms of growth. Don't miss out as he unfolds how having meaningful conversations with these customers could lead to game-changing insights. Be prepared to question your current sales approach, dismantle your preconceived ideas, and truly rethink the way you sell. 4:15 - The inspirations behind the framework 5:15 - Understanding the quadrants 8:00 - Quadrant 1: Accessible and growable accounts 9:30 - Quadrant 2: Non-Accessible, growable accounts 11:14 - Quadrant 3: Accessible, but not growable accounts 16:27 - Quadrant 4: Accounts you can't grow or access Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson   Additional Music by @Blue Dot Sessions

    25 min

  7. EPISODE 8

    Know Your Sales Process

    In this episode of Rethink the Way You Sell, hosted by Jeff Bajorek, the spotlight is on the third step of the Seven Steps to Sell Like You: Know Your Sales Process. Jeff starts by addressing the commonly debated question of whether selling is an art or a science. He then simplifies the sales process into four steps, explaining each one in detail. Step one is identifying who you can help, while step two is getting their attention. In step three, Jeff emphasizes the importance of effectively communicating your value during the sales meeting, emphasizing the need for a meaningful exchange and learning about the potential customer. Lastly, step four focuses on asking for next steps and closing the sale, highlighting the significance of being prepared and avoiding unnecessary delays. Jeff provides real-life examples from his own sales experience and practical insights to help listeners refine their sales process and ultimately drive better results. This episode offers valuable guidance for sales professionals looking to improve their selling techniques and achieve better results. Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions

    18 min

  8. EPISODE 9

    Write Out Your Sales Process

    On this next episode of Rethink the Way You Sell Podcast, join Jeff Bajorek as he tailors the essential aspects of a sales process directly to you. Imagine, he's guiding you to break down your sales process into four key steps: identifying potential clients, capturing their attention, articulating your value, and confidently advancing to the next stages. Jeff walks you through how to make this process your own, irrespective of whether you're selling a simple product or a complex solution, nudging you to assess and clearly define your unique approach. This episode isn't about just theory, it's about transforming your daily sales activities. Jeff offers stimulating questions that make you reconsider your current practices around identifying the right customers, controlling the sales conversation, and more. Gleaning insights from his work with David Weisner and the Sales Collective, Jeff digs into the intricate workings of the sales process, encouraging you to refine your precision and purposefulness in sales. As a seasoned salesperson or a newcomer to the game, you'll find immense value in Jeff's deep dive that could lead to reducing your sales cycles. Tune in for an episode that delivers more than just a guide - it's your personal masterclass in sales. How to think critically about your sales process. (1:46) How to turn an interested prospect into a customer for life? (5:24) The more you know, the better you get. (7:03) 3 questions to ask yourself before every meeting. (8:31) Questions to ask yourself during your process. (9:57) Jeff will bet you a cup of coffee. (11:34) Download my latest ebook https://jeffbajorek.com/8reasons Listen and follow my podcast, Rethink the Way You Sell for weekly episodes! https://linktr.ee/rethinkpod Music and Editing by @Doug Branson Additional Music by @Blue Dot Sessions

    14 min
See All Season 5 (28)

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5
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24 Ratings

About

This podcast is the definitive guide to simplifying your team’s sales process and learning to #SellLikeYou. Downloading and installing someone else’s playbooks will only help you become mediocre. When you Rethink The Way You Sell, you learn how to maintain your integrity while creating world-class results for your customers.   The frameworks and sales strategies I’m sharing are tried and proven over the last two decades, both in the field and with my clients. In this podcast, I’m going to take you behind the scenes to show you how and why they work.  I'm exploring the mindsets, skillsets, and fundamentals that are necessary for top performance as a professional seller. I cover the entire sales process: prospecting, discovery, presentation, objections, closing, account management, and everything in between.  If you're a salesperson or a sales manager and want to be your very best, this podcast will enable you to take these frameworks and make them your own. Getting in front of a microphone is my favorite way to think. It’s where I do my best work, and I will help you do yours. This podcast was made to help you Rethink The Way You Sell. 

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