136 episodes

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. 

Rethink The Way You Sell Jeff Bajorek

    • Business
    • 5.0 • 24 Ratings

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. 

    Know Yourself - Are You Selling With Integrity?

    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

    • 13 min
    What is Your Why?

    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
    Fully Aligned with DeJuan Brown

    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
    What Do You Bring to the Table?

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

    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
    A Different Way to Look at Growth

    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 

    • 24 min

Customer Reviews

5.0 out of 5
24 Ratings

24 Ratings

Rajnation ,

Real talk from a real guy

Big fan of Jeff’s approach and his authentic vibe. Just listened to the episode with Todd and Jeff brought out new insights and stories from Todd I had never heard before. Great show - highly recommend!

davebubs812 ,

Let’s go!

Intriguing approach. No 30-60 minutes for background. This is quick knowledge and insights to start a day with. Take his words and let them rattle all day. Win!

vhtyjkjgfhu ,

Bill Barnhart

Get wisdom, get insight. Listen and follow Jeff.

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