30 Minutes to President's Club | No-Nonsense Sales 38 (Sell): Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
Feb 3, 2021
Jeff Bajorek, a seasoned sales consultant and author, shares his insights on optimizing prospecting strategies. He emphasizes focusing on prospects that are both accessible and growable. Bajorek explains how to tackle price objections effectively, ensuring you're in a prime position to close deals. He discusses the importance of identifying three key differentiators and leading prospects to them, as well as the value of asking insightful discovery questions that stimulate deeper conversations.
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Think Before You Act
- Stop and think before taking action in sales.
- Identify your goals to avoid unnecessary hustle.
Brave Discovery
- Be brave and ask discovery questions that the customer and you don't know the answers to.
- This leads to deeper conversations and stronger partnerships.
Peer Learning
- Talk to your peers and top performers.
- Identify what they do and why it works to integrate best practices into your own sales approach.
