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Rethink The Way You Sell

English, Finance, 5 seasons, 118 episodes, 1 day, 10 hours, 4 minutes
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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Book Review: The Introverts Guide to Networking by Matthew Pollard

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy! In this episode, Jeff dives deep into discussing Matthew Pollard's book "The Introvert's Edge: How the Quiet and Shy Can Outperform Extroverts Through Focused Personal Branding." As an introvert himself, Jeff found the book incredibly insightful on how introverts can capitalize on their strengths for effective networking and sales. He praises Pollard's framework for crafting a compelling personal brand narrative and delivering it through purposeful storytelling. Jeff emphasizes that the key for introverts is to get crystal clear on their "why" - their strong sense of purpose that fuels passion and boundless energy for their work. He unpacks other practical strategies from the book like finding your niche, developing a concise elevator pitch, and leveraging both in-person and digital platforms for relationship building. Whether an introvert or extrovert, Jeff highly recommends this book to anyone looking to up their networking game in an authentic way.
5/15/202415 minutes, 22 seconds
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Get the Pork Chop

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy! When you go to that fancy steak restaurant to meet with a client or prospect, get the pork chop. "SACRILEGE," you may scream. But Jeff tells you why it's the smartest thing you can do and how you can start a conversation over the chop that could lead to a sale.
5/13/202410 minutes, 32 seconds
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Don't Push Me, Show Me: Aligning Incentives for Successful Selling

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy! In this thought-provoking episode, host Jeff Bajorek tackles the age-old management question of how to motivate people and get the best out of your team. He dismisses the antiquated "push them" mentality, arguing that trying to forcefully motivate those who don't want to be pushed is an exercise in futility that only breeds resentment. Instead, Jeff advocates understanding what truly drives each individual and aligning their motivations with your goals - making it a mutually beneficial endeavor where you're not "pushing" but rather "showing" them a path forward that enriches you both. Using colorful metaphors and real-world examples, Jeff illustrates how meeting resistance with more force is counterproductive, but leveraging someone's existing ambitions can exponentially increase your combined progress. He drives the point home with personal anecdotes about motivating his sales team, his own children, and even "old dogs" set in their ways - all through finding the intrinsic incentive rather than futilely pushing against the grain. It's a masterclass in emotional intelligence for leaders and managers of all stripes.
5/8/202412 minutes, 55 seconds
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I Am The Captain of My Fate with Andy Racic

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy! This is an enhanced audio version of the Deeper Thought group post found here. It includes an extended interview with the author Andy Racic on the origins of the piece.  “I am the master of my fate, I am the captain of my soul.” – William Ernest Henley, Invictus Henley isn’t wrong. But, we need to be clear. As seductive as the idea of having control is, as rational people, we simply must accept that so, so much of our life is outside of our control. There is a lot that we can do to change and improve our lives, and there is a lot we can do day to day, hour to hour, minute to minute, interaction to interaction, to guide and influence our fate. That’s what drew me to sales – to improve my “win rate” in any given interaction with people by learning, to quote Liam Neeson, “a very particular set of skills.”
5/6/202414 minutes, 39 seconds
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An Announcement About The Future of Rethink the Way You Sell

Jeff updates you on his life, the hiatus of the show and exciting new (to most of you) content coming to you over the next few months.
5/1/20245 minutes, 7 seconds
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Permission to Be OK

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy! Surrender is a funny word. On its face, it may seem like "giving up" in a negative sense. But what if you're giving up control, the illusion of control? Giving up on creating an environment that is disadvantageous. It's only when we surrender something that we can then give ourselves permission to have something else.
4/29/202422 minutes, 18 seconds
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5 Questions for Killer Conversations

In this episode of Rethink The Way You Sell, Jeff Bajorek highlights the significance of engaging in open and honest conversations with your customers. He believes in the power of these conversations in forging stronger relationships, asserting that "I have never been done wrong by my instincts. I have never asked a question that I feel deserved an answer. Even if it was a little taboo." Opening up to customers and showing vulnerability, according to Jeff, encourages them to let their guard down and foster a deeper connection. To aid in having these effective discussions, Jeff presents a five-step framework. These steps encompass understanding why the customer initially chose your company, seeking specifics about this decision, determining why they continue to do business with you, asking if they can refer additional clients, and finally, if they can introduce the company to these referrals. Jeff stresses that using this framework twice a year can considerably enhance the growth trajectory through referrals, stating "I gave you the framework. Now I'm going to ask you if you're willing to use it." You will serve your customers even better if you are willing to have the conversations that need to be had. (1:30) Five Questions for Killer Customer Conversations. (3:57) Why you have to ask for more detail. (5:14) Why do you continue to do business with us? (7:05) You’re getting exact messaging for what it’s like to find more customers like them. (9:32) An introduction goes so much further than a referral. (11:45) Why you need to have this conversation with your best customers twice a year. (13:41) 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
7/25/202314 minutes, 6 seconds