Preview Mode Links will not work in preview mode

Visit us at The Why and The Buy for more information

Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Dec 8, 2021

One of Jeff’s longtime best friends steps into the final few rounds of the victory lap! Mike Weinberg, best-selling sales author, trainer, consultant, and speaker is here. The group starts out talking about golf, but then use it as a metaphor for sales, and not being so tied to the securing the outcome that it gets in the way of good thinking and process. They really take a hard look at the discovery process and how to arrive at those moments where you can move someone to a different perspective, and how to unlock the deal. It’s not an interrogation, or a cursory checklist. Mike discusses his approach of softening the questions in order to build better trust and likeability.

The second half of the show turns to sales and Covid. Mike calls this time of selling through the pandemic, “the revealer.” It has honed the salespeople that are serious, committed, resourceful, and are willing to adapt and learn. It has also shone a light on those that are not. Mike describes this as not just a divide, but a chasm. They also touch on the importance of blocking out all the noise that’s going on in the world around us and be the ones that focus on our jobs – and get it done.

Find out more about Mike Weinberg

Click here to register for Jeff and Christie's special livestream sendoff celebration on Wednesday, Dec. 22nd.

Check out Jeff's premium podcast Deeper Thought

 Use Promo code 2021 and save $20 off your first year.


Join our new listener group for discussions about episodes and other helpful resources for your business!

Get access to the greenroom. Go behind the scenes with past, present and future guests!

Follow us on LinkedIn!

Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.