416 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
    • 4.8 • 49 Ratings

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.

    That's a Wrap!

    That's a Wrap!

    Well the day has come. This is the final The Why and The Buy podcast, after 5 years, 432 episodes and over 200,000 downloads. Jeff and Christie have a last co-hosting conversation about starting out, what they learned, what they might have changed, what incredible guests they've had,  knowledge they've gained, value they've shared, and connections they've made along the way. 
    To all the listeners of the show - a heartfelt thank you!
     
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    • 47 min
    Integrity Sells with Todd Caponi

    Integrity Sells with Todd Caponi

    "If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling. 
    Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.
    Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again.
    As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling.
    Find out more about Todd Caponi
    Get copies of the Transparency Sale and The Transparent Sales Leader
    Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
    Check out Jeff's premium podcast Deeper Thought
    Use Promo code 2021 and save $20 off your first year.

    • 44 min
    Increase Your Outreach Odds with Jason Bay

    Increase Your Outreach Odds with Jason Bay

    As the victory lap starts to enter the final turn, Jeff and Christie welcome the foremost authority on outbound prospecting – outbound sales coach and trainer, Jason Bay. Today Jason focuses on opening up opportunities and increasing your odds of getting what you want, AND actually enjoying yourself along the way. How about decreasing the effort by reframing how you think of prospecting, and by making different decisions throughout the process?
    Jason also discusses the best areas to focus your time, how to place your own time constraints, not thinking of how much you can do, but the least you can do to get a meeting, and how habits and decisions are more important than outcomes. And because this is Jason Bay, there is a lot more practical, and brilliantly straightforward tips to give you the advantage in your prospecting.   
    Check out Jason's Blissful Prospecting and Outbound Squad
    Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
    Check out Jeff's premium podcast Deeper Thought
    Use Promo code 2021 and save $20 off your first year.
    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.

    • 45 min
    The Revealer with Mike Weinberg

    The Revealer with Mike Weinberg

    One of Jeff’s longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. It’s not an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability.
    The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that’s going on in the world around us and be the ones that focus on our jobs – and get it done.
    Find out more about Mike Weinberg
    Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
    Check out Jeff's premium podcast Deeper Thought
     Use Promo code 2021 and save $20 off your first year.
    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.

    • 45 min
    Bring The Value with Jeffrey Gitomer

    Bring The Value with Jeffrey Gitomer

    The Why and They Buy's victory lap marches on with arguably one of the biggest names in sales, Jeffrey Gitomer. Speaker, trainer, best selling author, including over five million copies of 'The Little Red Book of Selling,' and the man who was the catalyst for this podcast, joins the show.
    Jeffrey Gitomer doesn’t like shortcuts. In fact he says to “take the long cut.” This is where you will discover the value. That is the consistent theme of today’s show. Bringing the value is about more than money. If you’re a salesperson going to hear someone speak, or taking a course, then you better walk away with valuable information. When you sell to a client, you are there to provide value. Not by just knowing about their business, but by having insight, and genuinely interacting and providing solutions for them. He also expresses the value of investing in ourselves.
    This past year Jeffrey has been focusing on consultative selling. Memorized sales pitches with slide presentations drive him crazy. He emphasizes the important quality of being able to go off script and speak from the heart. And of course Jeffrey practices what he preaches, so he brings valuable tips and insights on improving your own consultative selling approach, and much more. 
    Find out more about Jeffrey Gitomer.
    Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.
    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.
     

    • 40 min
    Healthy Conversations with Larry Levine

    Healthy Conversations with Larry Levine

    Another big name and great friend of the show comes in for his leg of the victory lap - Larry Levine. No one knows about selling from the heart, better than him. He literally wrote the book on it. Larry talks about leading with authenticity, empathy and connection, and boils it down to the simple term: healthy conversations. To look at it from the viewpoint of the best conversations you have in your personal life, and bringing those elements to your sales conversations. He explains that salespeople are great with product knowledge and company knowledge, but often lack business knowledge and how to speak to decision makers effectively. This episode is filled with wisdom and thought-provoking moments, all delivered with Larry’s signature wit and humor.
    Find out more about Larry Levine
    Check out Jeff's premium podcast Deeper Thought
     Use Promo code 2021 and save $20 off your first year.
    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.

    • 36 min

Customer Reviews

4.8 out of 5
49 Ratings

49 Ratings

Arlie K ,

Actionable and inspiring!

The Why and the Buy lives up to it's name in the best way - every episode features entertaining and thoughtful takes that go beyond basic to really help you "find your why." Christie and Jeff are excellent hosts, consistently framing their conversations with top-tier guests around actionable items that listeners can easily integrate into their own business strategies. A fave!

Mark Gassert ,

Doing it Old School with Jay Jensen

Here’s a guy that offers a Blue Phone and a very basic backdrop. Jay is a master showman who uses humor to remind us that selling his s not that difficult. There is a process...Jay uses the process of “sales infiltration” where the salesperson and the probable purchaser become one. From here, it becomes a true conversation incorporating the sales process.

Jay advises us all, enjoy the process!

Jason D. Bay ,

My favorite sales podcast

This podcast is at the top of my list for sales podcasts. Jeff and Christie have A guests on the show every week and get much more out of them the cookie cutter…”Who are you? What do you do? What’s do you want to teach our listeners?”

They’re great interviewers and get a lot out of their guests. Subscribe to this podcast if you’re a rep, sales leader, or business owner looking for more inspiration and tactical advice on growing your sales.

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