In this episode of Rethink the Way You Sell, host Jeff Bajorek challenges the traditional methods that dominate the sales landscape. He confronts the idea that logic alone can seal a deal, asserting that people buy emotionally first and only justify their decisions logically later. Jeff also debunks the increasingly popular notion that inbound marketing should take precedence, arguing that a more proactive approach is needed to effectively pull prospects through the sales pipeline.
But it’s not just about changing tactics; it's about altering your entire mindset. Jeff introduces the concepts of "tension" and "connection" as critical elements in the sales process. He contends that without establishing a genuine connection based on credibility and relevance, any attempt to create tension—or emotional engagement—will fall flat. From the pitfalls of leading with slide decks to the dangers of being too product-centric, this episode is packed with invaluable insights that will make you rethink not just how you sell, but how you connect.
Forgotten sales rule: people buy emotionally first, justify logically later. (0:00)
Using emotions in sales process. (1:47)
Sales tactics and customer experience. (3:26)
Balancing positive and negative emotions in sales. (6:03)
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
Your team doesn't believe they can win
Supercharge your sales team. Help your reps become their best with Mike Weinberg
Accountability is not a dirty word
Leaders, you're incentivizing the very behaviors you complain about
The way we train is broken with Jason Bay
The right sales behaviors are not being modeled
A lack of boundaries leads to a lack of success
Keep your prospecting simple with Art Sobczak
Rethink your planning
Rethink your tools
Is prospecting just luck? with Andy Racic
Rethink your expectations
Rethink your prospecting
Season 2 Wrap Up: +1, Top Performers don't do it alone
The Labyrinth
Can you ever be good enough?
Top Performers keep their swagger
Eliminate "convince" from your vocabulary
Why do sellers make it so hard to buy? with Liz Wendling and Larry Levine
Top Performers create an environment to buy
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