In the latest episode of "Rethink the Way You Sell," host Jeff Bajorek delves into the intricate balance between emotion and logic in the sales process. He opens up about the necessity for salespeople to kindle emotions in their prospects while simultaneously maintaining a logical, process-driven mindset themselves. This episode explores the dichotomy between the emotional journey of the buyer, who often makes decisions based on feelings and then rationalizes them, and the disciplined, logical approach required from the seller. Jeff highlights the importance of not getting swept up in one's emotions, emphasizing the need for sellers to focus on a methodical process to guide a sale to completion.
Jeff also touches on the dangers of letting emotions dictate actions in sales, cautioning against the temptation to prematurely celebrate deals or let guard down at critical moments. He stresses the significance of staying grounded and disciplined, keeping a vigilant eye on the process rather than getting caught up in the excitement of potential results. Using practical examples and personal anecdotes, Jeff illustrates how easy it is to lose sight of important details when emotions take the lead. This episode is not just about understanding the emotional dynamics at play in sales but also about learning to manage one's emotional state to ensure consistent success. Jeff's insights and advice provide valuable lessons for sales professionals aiming to navigate the complex interplay of emotion and logic in their work.
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
Airplane Mode: Unlocking Peak Sales Performance Through Unplugging
What Lesson Should You Be Learning Right Now? Building Resilience in Sales
Deeper Thought Mailbag #2: Micromanagers, The Case for Quality Touches
The Importance of Boundaries: Achieving Sustainable Sales Success Through Structure
Review the Tape: A Sales Professional's Guide to Continuous Improvement
Unorthodox Prospecting Techniques with David Weiss and Andy Racic: Capturing Attention in Unconventional Ways
Book Review: The Introverts Guide to Networking by Matthew Pollard
Get the Pork Chop
Don't Push Me, Show Me: Aligning Incentives for Successful Selling
I Am The Captain of My Fate with Andy Racic
An Announcement About The Future of Rethink the Way You Sell
Permission to Be OK
The Really Scary Part + What's Next?
Control What You Can Control
Keep Your Swagger
Mastering MEDDPICC: Finding The Gaps in How You Sell
Be Held Accountable
Why They Buy > How You Sell with Jeffrey Gitomer
You Lose Business the Same Way You Win It
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
NABOR® TALKS
U.S Property Podcast
Aligned Money Show
The Ramsey Show
Planet Money