What is Your Why? How to Overcome Sales Challenges by Aligning Beliefs and Techniques

In this episode of Rethink The Way You Sell, host Jeff Bajorek takes a closer look at the importance of alignment and knowing your why in the sales process. He emphasizes that salespeople can determine their own how and that there's no one-size-fits-all sales method. Jeff also focuses on the role of integrity in achieving your best work and shares the five essential questions that can help you understand your purpose, which ultimately drives your success in sales. 

Jeff guides listeners through the concept of how life stages or career stages can shape a salesperson's motivation, using the analogy of a pyramid similar to Maslow's Hierarchy of Needs where money motivation is at the base, progression to mastery in the middle, and the pursuit of giving back at the top. As you move through stages, the fulfillment derived from sales activities changes. He challenges listeners to assess where they are in this pyramid and align their behaviors, practices, and principles for optimal results. 

Key Takeaways

1:57  Determine your own how - Redefining selling in a way that suits you can open up new possibilities and empower you to make the rules of the game. 

7:12  Achieve alignment and integrity - Aligning what you sell, who you sell it to, how you sell, and why, while maintaining integrity, is crucial for doing your best work in sales. 

10:20 Assess your place in the hierarchy of sales needs - Understanding where you are in your journey of motivations and focusing on aligning with that stage can lead to better results.