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
Leaders are doers
How you do anything with DeJuan Brown and Camille Clemons
Top Performers begin with the end in mind
Review the tape
I'm the captain of my fate with Andy Racic
Top Performers take ownership of their outcomes
Mike Hook's dirty little secret
Talking about practice with Jordana Zeldin
A relentless pursuit of excellence with Luigi Prestinenzi
Top Performers treat selling like a career, not just a job
You can have too many whys
What's your sales manifesto? with Larry Levine
Top performers are purpose driven
What Does Your Personal Brand Say about You? with Tara Hostmeyer
Selling In with Andy Paul
Top performers are proud to call themselves sellers
Welcome to Season 2: What makes a top sales performer?
Season 1 BONUS: The Resistance
Why do your best customers buy from you?
Why do you believe your customer is better off?
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