On today’s episode of the Salesman Podcast, we have Jeff Bajorek, the author of Rethink The Way You Sell. That’s exactly what we’re talking about today and why you should periodically reset and review goals and processes and a whole lot more.

“If you don’t change direction, you might end up where you’re headed, right? Because some things need to remain constant. I think in, kind of, the reverse way. The other side of the coin is that some things remain constant so that we don’t have to adjust to them.” – Jeff Bajorek

Rethink The Way You Sell

Jeff gives a scenario to explain the importance of shifting gears in selling. Although salespeople set targets during their national sales meetings, companies still have quarterly business reviews. He stresses the importance of having fluidity, especially in taking in new information when rethinking sales strategies.

“If you did not take into account new information, you were setting yourself up for calamity. I think that sometimes it takes a global pandemic, to teach you a lesson that you can apply at a much smaller, safer, healthier scale, right, less dangerous scale.” – Jeff Bajorek

Play By The Same Rules

Jeff shares that the fundamentals, principles and concepts of selling never change. The global pandemic taught us that the techniques might have changed but we are still playing by the same rules of selling. 

“We need to rethink the way our techniques evolve, adapt, we need to make sure that they’re still effective, we need to have regular check-ins, we need to think about these things.” – Jeff Bajorek

Benchmark Your Sales Objectives

Jeff and Will talk about the need (or lack thereof) to be visible in different social media platforms. They also talk about quarterly sales reviews as a good benchmark. Further, Jeff pointed out to be careful with overthinking processes, as you probably don’t need to tweak that much. 

“It’s just a matter of looking at, ‘okay, what’s going well, what’s not going so well,’ right? People think that and maybe this is my fault for the way I brand myself. Just because you’re rethinking your process doesn’t mean it’s a complete overhaul all the time. But it’s like, ‘do I know what I’m doing? Do I know where I’m heading? Is that a place that I want to go? And is what I’m doing right now going to help me get there?’ You can’t sell effectively on autopilot the whole time. There are some times where you need to have some focus and some thought. Then you need to disengage from that thought process while you go execute.” – Jeff Bajorek

Resources:

* JeffBajorek.com* Jeff on LinkedIn* The Why And The Buy Podcast* Book: Rethink the Way You Sell: When It Goes Sideways

Previous episodes:

* 618: A Deep Dive Into “Self Development” For B2B Sales Professionals With Jeff Bajorek* #571: The Sales Fundamentals (That Will Work FOREVER!