Jeff Borovitz on The 6 Steps to a Successful Pre-Call Sales Plan | Mind Training for Salespeople and Sales Leaders

Jeff Borovitz on The 6 Steps to a Successful Pre-Call Sales Plan

Known for triple digit revenue and profit increases, with over 25 years of experience as an award-winning quota busting salesperson, sales manager, general manager and small business owner.

Jeff has been on over 5,000 face-to-face sales calls and has dialed the phone over 150,000 times to schedule appointments, follow-up, and close sales.

He has trained thousands of sales people as a sales trainer for 3 of the largest sales training companies in the world.

Jeff has advised, trained and coached small and medium sized companies as well as large enterprise companies on developing stronger sales teams, closing more sales and leading organizational change.

Jeff is available for speaking opportunities and keynote speeches.

Contact Jeff:

[Podcast Transcript Using Artificial Intelligence]

Umar Hameed 0:06
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed and welcome to the No Limits Selling Podcast where we explore mindset, how leaders grow their people, their teams, their organizations and their revenue. Looking for more? Join us on the Mindset Boosters Group, you’ll find the link in the show notes and now let’s get on with the show.

Umar Hameed 0:35
Hello everyone! Welcome to the program. Today I have the privilege of having Jeff Borowitz here with me today, Jeff is a Sales Master. Jeff, welcome to the program.

Jeff Borovitz 0:43
Thanks for having me on, I really appreciate the opportunity to be here.

Umar Hameed 0:47
Brilliant! Jeff, you know, we can talk about all the fancy stuff in the world around sales and process but there’s common mistakes that keep on happening, what’s one of the common mistakes that salespeople do that you see a lot of?

Jeff Borovitz 0:58
You know, I think one of those many, many different things that salespeople do but one of the I think the biggest opportunities for improvement for salespeople is they just don’t do enough of the pre-call planning work. They just show up and want to win it on the sales call, and in fact, I just read a study from my company called the sales board that 96% of salespeople have no written objective prior to going on a sales call.

Umar Hameed 1:25
But Jeff, you need to understand that as salespeople we’re like, we’re like artists, and then we connect, and of course, if you don’t know what you’re going for, it’s hard to get. So how does a company because a lot of VPs are probably pulling their hair out trying to get them to actually do the pre-call planning, how do you indoctrinate that behavior?

Jeff Borovitz 1:45
Well, I think it’s got to become part of the culture, and, you know, I can’t remember who said this, but somebody said, if you don’t know where you’re going, any road will do. And I think too many sales people take that approach. And because they don’t have a process of pre-call planning behind them and then everybody says, “Oh, just do some research and going in and read the walls and and you’ll you’ll connect with them,” because we’re like, salespeople are like actors and artists, and they’ll just make it work. And it’s amazing, I just I was recently on a sales call and real face to face sales call which at the time of COVID is rarely much rarer than he used to be. With a I was doing a ride along with one of my clients, salespeople, and he actually did his pre-call plan, but he walked in to the client’s office. And he the client, you’re a fat head sticker is?

Umar Hameed 2:41
Yes.

Jeff Borovitz 2:42
Yeah! So yeah, this client had a fat head sticker with his kid who’s probably 9 or 10 years old playing soccer on his wall. Well, the sales rep I was with was really excited because he’s a youth soccer coach.

Umar Hameed 2:55
Yes.

Jeff Borovitz 2:55
And so he thought he had a great way to connect. And they spent 52 minutes…

Umar Hameed 3:01
Talking soccer?

Jeff Borovitz 3:02
…talking soccer. And when we finally get ran and about, you know, most of the time, I was looking for a way of, you know, killing myself while I was with them. And, and when we finally got around to having the discussion of why we were actually there. Their clients had, “Oh, you know what, I’ve got a hard stop.” And we never got to the purpose of the call. When we walked out of the call, we got in the car, that sales rep looked at me and goes, “That was a great call.” And I said, “What do you mean?” And he said, “Well, did you see how I connected with him?” And I said, “Hmm, do you have your pre-call planning sheet?” He goes, “Yeah, did you pull it out?” “Sure!” I said, “What did you say the objective today for today’s call was?” He said, “Oh, the objective of today’s call was to get him to agree to a, to a paid trial of our software.” I said, “Did you accomplish that?” He said, “No! But I built great rapport with him.”

Umar Hameed 4:08
Yes.

Jeff Borovitz 4:09
And I said, and I said to him, “Was that the goal of today’s call? Is it well? “No!” “But I still built great rapport.” Well, you know, Umar, one of the rules in Sandler is that time kills deals. The the person set an appointment for two weeks out, well, that appointment got cancelled. And by the time they finally were able to reconnect on the phone, which was four weeks later, would he know it? They had agreed to do a paid trial with one of his competitors.

Umar Hameed 4:42
That hurts so badly when that has happened to me before where I’ve not stayed in touch with a client and then they’re like, “Oh, I’m glad you called but we hired another company!” and it was like, not bad on them, bad on me for not being a good salesperson.

Jeff Borovitz 4:56
Right? Right and in this case, bad on him for not following a pre-call plan, and if you have a good pre-call plan, has really just four parts to it. And I…

Umar Hameed 5:09
So stole it out what are the four parts?

Jeff Borovitz 5:11
The four parts are the purpose of the call? What the agenda is, what items do you not want to have on the agenda, and what I’m what items do they want to have on the agenda? The fourth part is the logistics, what are the logistics of the call? How long is it going to? When’s it going to start? Where’s it going to be? Is it on Zoom is on teams? Is it in person, whatever it’s going to be? Who is expected to attend? And also, most importantly, how long is it going to last? Because people want to know that there’s going to be an end time that you’re not moving in. And then the fourth part of the fourth part is the outcome, what is the outcome of the call going to be?

Umar Hameed 5:55
Yes.

Jeff Borovitz 5:56
It can be mutually agreed upon. So those are the four parts and I call it a palo, P-A-L-O. And, and so when I’m working with sales organizations, and salespeople, it’s really about what was your palo for the call. And so those are the four parts of a good pre-call plan, and we have six steps to doing a pre call plan, which I’m happy to share if you want to hear.

Umar Hameed 6:21
Sure! before we go there, it’s a so that’s a classic example of the great philosopher Mike Tyson, Everyone has a plan to get punched in the mouth, and he got gobsmacked by, “Hey, we got this thing in common!” And I think that’s brilliant. He should have done that for about five minutes, and then transitioned over to what he was there to do not 55 minutes, and then it’s like, “Oh, offside, you gotta leave.”

Jeff Borovitz 6:49
Yeah, and that’s, that’s the key in almost every sales call, you’re gonna get smacked in the mouth at some point. And, and that’s why the palo is great to help you stay on track, but the six steps are pre-call planning, which…

Umar Hameed 7:02
Let’s go through that, what are the six steps?

Jeff Borovitz 7:05
So again, the purpose of the call, you know, having a written objective for what the purpose of the call is, and really planning out that palo.

Umar Hameed 7:13
So pause there just for a minute. So would it be a fair statement to say, if you will, my customer, and I said, “Jeff, thanks so much for meeting with me today, the purpose of our visit today is…” and just make it very very explicit so both parties know.

Jeff Borovitz 7:30
Yeah, you know what, one of the things people think they got to obfuscate and hide the purpose of the call, and you really don’t, it’s a mistake because when, when you don’t give them what the purpose of the call is, and it’s not mutually agreed to and mutually understood. And you don’t share what the outcome is, the expected outcome is, which, you know, is not always a yes, sign, signed contract, right? There’s a lot of intermediary steps that can happen, that are still good outcomes. But when we don’t tell people what the purpose is, and what the outcome or the decision we want them to make at the end of the call is, when we get to the end of the call, we are just smacking them upside the head out of left field to them and they are surprised. And Umar, you know, if your listeners, the one thing I would tell you is this, remember this about sales? Surprise is the enemy of YES.

Umar Hameed 8:23
I’m gonna write that down.

Jeff Borovitz 8:25
A surprised mind almost always says NO is the first reaction.

Umar Hameed 8:30
So one of the reasons it does that is right now as you’re sitting in your office, I’m sure it’s a safe place, but the reptile part of your brain is scanning the surroundings just in case there’s a zombie attack. And when your sales presentation and a surprise comes up, all of a sudden that part of your brain comes up and says, “Do I fight like hell or run like hell?” And none of those things says YES.

Jeff Borovitz 8:52
That’s right! And so we want so we want to have a good palo is the first step, right?

Umar Hameed 8:57
Yes. So we know the purpose, then what’s step two.

Jeff Borovitz 9:01
And so before the step two, they should write it down, because I find when you write it down, I don’t care if you type it out, write it out, whatever. It gives you a chance to look at it and go, “You know what, that’s not exactly what I mean to say,” and revise it. So the second step is they they should prepare in advance the questions they want that they want to ask and need answers to. You, you will never be looked at as anything other than a consummate professional by your client if you come in with your questions prepared, and you’re not trying to go “Ah, let me think what should I ask? No, no, no,” come in with a written word.

Umar Hameed 9:41
You get back in the car and you go, “Oh, my God!”

Jeff Borovitz 9:44
Yes!

Umar Hameed 9:45
“I forgot to ask that one question!” Call him back, let me get him on the phone.

Jeff Borovitz 9:49
That’s.. and that’s when I will avoid is that that false gulping moment when we get in the car, and we go “Ah, I forgot.” So that’s the second step…

Umar Hameed 10:00
Yes.

Jeff Borovitz 10:01
I want them to be a pessimist. Have you ever heard of Murphy’s Law?

Umar Hameed 10:07
I have.

Jeff Borovitz 10:08
Yeah!

Umar Hameed 10:08
we’ve made it to today when we had technology difficulties hooking up on this podcast. Yes! I’m familiar with this.

Jeff Borovitz 10:15
So Murphy’s law says that anything can’t can go wrong will go wrong? Well, I believe that old Murphy’s Corollary, which says that Murphy was an optimist. I want them to be a pessimist, I want them to think of what could go wrong? What are the possible objections, or stalls that the client is going to bring up? Are they going to think of everyone? No, but have some prepared so that when you get them, and you get punched in the mouth, as Mike Tyson would say, you have that you can stick to your plan. it’s really, really important.

Umar Hameed 10:49
So just gonna break, stopping you there for a moment, pick any industry, anytime in history, pretty much you know, the basic objections, the basic food groups are going to be, I’m going to pick five. It’s like, “It’s the price,” “We already got somebody in place.” “We’re too busy right now.” And none of those have changed and yet, it’s a surprise to salespeople. When that comes up, it’s like, “Ugh! What do I do?” And it should be the easiest thing in the world to do.

Jeff Borovitz 11:14
Yeah, you know, it’s funny Umar. My kids tell me I’m old, right? I’m 53 years old, and my kids, my teenage kids think I’m ancient, I guess I did when, when my parents were that age too.

Umar Hameed 11:26
You taught 45 is years old too.

Jeff Borovitz 11:29
And, you know, my kids are pretty sure that I wrote dinosaurs to school, right? But But you’re right hasn’t changed since the beginning of time, and and in 30 years of selling,professional sales. I have never ever given a price to somebody and had them say to me, “Oh wow! Jeff, that is much lower than we thought it was gonna be, where do I sign?”

Umar Hameed 11:53
Yep, that has never happened in the history of humanity.

Jeff Borovitz 11:56
So yes, I think you’re right. There is a there’s a definite in every industry has their definite group of objections. And what you want to do is one write those down and be a pessimist think what’s gonna come up? And what you’re going to do when that happens, because most salespeople here will make the mistake of trying to justify, defend and explain why that objection is not valid. And that…

Umar Hameed 12:22
Right!

Jeff Borovitz 12:22
…is absolutely wrong. Because Umar, you’re a professional salesperson, are all sales, are all objections authentic, or some fake?

Umar Hameed 12:32
Of course some of them are fake!

Jeff Borovitz 12:34
Yeah!

Umar Hameed 12:34
And sometimes is that a politeness? I don’t want to say, “No.” So I’m gonna just give an excuse to say this because my mom told me you don’t have anything nice to say… lie!

Jeff Borovitz 12:43
Yeah! You always funny. I have a, we, I will have to talk about this some other time but I have a whole thing about the problems we have in sales that we can blame on our parents.

Umar Hameed 12:52
Yeah!

Jeff Borovitz 12:54
And but when we get an objection, you’ve got to resist the urge to justify defended explain. And we really got to, really got to, instead use the questioning skills that we use professional salespeople should have to ask questions to understand the intent behind the objection.

Umar Hameed 13:14
Pause you right there, this probably more marriages are broken up because whichever spouse did not understand the intent of the issue, because it was a red herring. And had they gone a little bit deeper, they would have gone, “Definitely I need to divorce that guy.” No! But yeah! Intent is so important.

Jeff Borovitz 13:30
Yeah! no totally! And, and so we need to understand why why they’re bringing that up. And why are they bringing it up now? Especially if they’ve had previous opportunities to bring it up and didn’t. And we need to discover is this authentic of centers is a smokescreen objection.

Umar Hameed 13:47
And so just backing up a little bit, this whole thing is predicated on, you need to build a connection with your customer in a way that there is a lot of trust there, and if you’ve got enough trust, you can ask any question you want. And I understand in Sandler you’ve got the contract upfront, which is certainly incredibly useful. But none of that makes a difference unless you, difference unless you build that level of trust. And when you have that trust, people will go on the journey with you.

Jeff Borovitz 14:14
That’s right. And trust is your metric. I’ll say it. Trust is the only thing that matters. Because if there’s, I will tell you that we have a Sandler rule that says, “No trust equals and no sale.” People will buy from people they don’t like, but they will never buy from somebody they don’t trust.

Umar Hameed 14:33
Absolutely! And so what’s kind of interesting is I moved here from Canada, and one of the things in Canada that was interesting is they tend to be a lot lighter than the Americans. And if they don’t want to buy sometimes they’ll not string you along, they just don’t want to hurt your feelings. And so the sales cycle can stretch a lot over there compared to the US, at least in the US is like yes, no, or get the hell out of here, but trust is critically important, otherwise, people Hide what they’re feeling and what the real issues are.

Jeff Borovitz 15:03
Yeah! I wish it was true that in the US it was yes, no or get the hell out of here.

Umar Hameed 15:08
Yeah!

Jeff Borovitz 15:08
All too, all too often it’s, oh, let us think it over, or we’ll get back to you, or can you call me next week?

Umar Hameed 15:15
Please send me some brochures. I love…

Jeff Borovitz 15:17
literatures or can you give me a link to a web, your website, Really? I don’t under no sale and amazing to me is that salespeople will accept those answers.

Umar Hameed 15:29
You know, I?

Jeff Borovitz 15:30
Because they’re afraid of no.

Umar Hameed 15:32
Yeah! Because if you tell me the truth, don’t tell me I’m ugly, just give me some excuse, I’ll buy it. I’ll go to my manager, I think we’re close.

Jeff Borovitz 15:40
Yeah!

Umar Hameed 15:41
Yeah! I’d say about 50% certainty is coming in next month.

Jeff Borovitz 15:44
Yeah! Right. And you know, it’s funny because if you Umar, if you asked me if you called me and asked you to ask me to pick you up at the airport next Friday at San Francisco Airport because you were coming into town. And you said I’ll be in about three o’clock, and if you called me and I said to you, “Oh, three o’clock on Friday, Hmm…traffic’s gonna be tough, and Friday is a tough day for me.” Yeah, you know, Umar, I can probably be there. I mean like, “Yeah, yeah, yeah, Okay…Yeah, I can probably pick you up.” How are you gonna feel about your chance of being picked up at the airport?

Umar Hameed 16:19
Pretty much zero.

Jeff Borovitz 16:21
You’re gonna have Uber ready to go right.

Umar Hameed 16:22
Yup!

Jeff Borovitz 16:24
And and yet so things we won’t accept in our personal life, we’ll gladly accept in our professional life, you know, in sales people go, “Oh, yeah, you want me to call you next week? Okay, I call you next week.” And salespeople just leave it at that they don’t go, “Wha..what day and time should I call you?”

Umar Hameed 16:43
Yeah. And also very Sandler kind of thing is, so you’re going to be on the call, right?

Jeff Borovitz 16:48
Yeah right!

Umar Hameed 16:49
Once you’ve got that, just to make sure why just double check. So it all comes down to very much the superhuman ability that we all have as human beings. I’m not sure if you know, this, I’ve done deep research into this, is rationalizing things like we can rationalize anything away. And if you look at the word we don’t use language accidentally is rational lies that we tell ourselves to feel good about ourselves and have the hope. Because you know, this month, this is probably the worst year ever for like health clubs. But in a normal year, they would have brought in a ton of cash in January.

Jeff Borovitz 17:24
Yep.

Umar Hameed 17:24
Because some people have to go in one visit, It’s like, just having the membership is close enough to me having a great body. I don’t have to go there. Right?

Jeff Borovitz 17:32
Right! Yeah, I got I’ve got a buddy of mine that used to run marketing for 24-Hour Fitness, and…

Umar Hameed 17:40
Nice.

Jeff Borovitz 17:41
…and he told me that if everybody that had a membership ever showed up, the club that they would that would be a waiting line outside to get in because they would have overextended the amount of people that they put into the club in a day, right?

Umar Hameed 17:55
Oh for sure.

Jeff Borovitz 17:56
And you know, it’s the only business model I’ve ever seen that is predicated on getting people to sign up for something that they won’t use…

Umar Hameed 18:05
Absolutely!

Jeff Borovitz 18:07
…because if they only saw that if everybody used their membership, they only saw the capacity of the club, they would go…

Umar Hameed 18:12
You can afford to be open, yeah! Absolutely! So I’ve got this an addictive sport called squash…

Jeff Borovitz 18:18
Hmm.

Umar Hameed 18:18
Everyday, everyday every weekday morning at 6:30, I’m on the court playing and one of the oddities in the club, I’m sure because of more of the addiction to the game than the addiction to being healthy. So let’s go back to where were we in the in the process?

Jeff Borovitz 18:33
Yeah. So we’ve been we’ve been through the first step of having a written, written in palo or upfront contract, right? We’ve been through the second step of writing down questions when asked, we talked about the third step of being a pessimist thinking about the objections. The fourth step is to be an optimist, think about what could go right, and if everything and things go right, what I like to do, I’m a baseball guy, and baseball, so they should have, they should figure out if things go right, what’s my homerun on this call, what is like, perfect things go right, this is what I want to have happen next. If things go, “Okay, and I get a base hit!” What does that look like?

Umar Hameed 19:11
Right.

Jeff Borovitz 19:12
And they should know, they should have written down, here’s my own run, here’s my base hit so that they know what at the end of the call, they know what they’re asking for. And then…

Umar Hameed 19:23
For sure!

Jeff Borovitz 19:23
…and then the fifth step is to write down what you think a good closing palo would be, right? As far as, “Hey, what would if we’re meeting again, we’ve decided to meet again now based on our single our home run,” and what’s the purpose of that meeting going to be you get it mutually agreed upon? Right? What’s the agenda is gonna be what are we talking about? What are the logistics and what’s going to be the outcome or decision and we’re going to make at the end of that meeting, right? And, and, and, and get that all mutually agreed upon before we walk out the door, by the way, that next meeting should be calendered up before you walk out door,

Umar Hameed 20:00
Absolutely!

Jeff Borovitz 20:01
…has a cellphone with them with a calendar on it.

Umar Hameed 20:04
So I have actually been guilty of doing this where it’s like, “Yeah, Jeff we should meet,” and then kicking myself for not putting on the calendar right there. And then because then you can get a hold of them…

Jeff Borovitz 20:14
Right!

Umar Hameed 20:14
And then it’s like you had an opportunity, then we’re ready and the only person to blame is yourself.

Jeff Borovitz 20:20
You know, and I saw something on LinkedIn and of course, if it’s on LinkedIn, it’s gotta be true.

Umar Hameed 20:24
Absolutely!

Jeff Borovitz 20:25
Right. And they said that when people calendar things up on their calendars, it’s a 90% likelihood that it happens.

Umar Hameed 20:35
Even if we discount it down to 70% is way better than not doing it.

Jeff Borovitz 20:40
Right. So yeah, even just get down to 70%. So but, you know, I, one of the one of the huge mistakes salespeople make is not calendaring up when they have the client in front of them or on the phone or on Zoom, not calendaring up that next meeting, because if it gets on the calendar most likely is going to happen.

Umar Hameed 20:58
So nobody’s going to have a meeting with you on that second meeting, if there wasn’t a level of interest.

Jeff Borovitz 21:04
Right!

Umar Hameed 21:04
They’re gonna make all kinds of excuses. So if they got a level of interest, you might as well capture that in a bottle right there and then rather than risk it, but I think some people want to just get out of the get out of that office with what they think is a win, without screwing it up in some way. And dear salesperson, if other people need to be at that meeting, get the meeting with the person you’re meeting with calendar. And then once you’ve got a calendar, say, “Who else needs to be in this meeting?”

Jeff Borovitz 21:30
That’s right!

Umar Hameed 21:30
And add to it rather than say, before you counted it, who else needs to be here, then it’s like, “Oh, let me think about it.” And then you’ll lose the opportunity.

Jeff Borovitz 21:37
Yeah!

Umar Hameed 21:37
Get it, lock it down and then ask who else needs to be there.

Jeff Borovitz 21:41
Yeah! And salespeople will what, will use that as an excuse, but really, it’s again, they’re terrified of the word NO. And, and, or they feel like it’s being pushy, to ask for the next meeting.

Umar Hameed 21:53
And so it all comes down to our beliefs on what we believe about selling and the number of people I meet that are, let’s say, bankers, or engineers, and they go like this, literally, hands get pushed out in front of them, like they’re warding off an evil spirit is like, “I’m not a salesperson…

Jeff Borovitz 22:07
Yeah! Right!

Umar Hameed 22:08
…it’s probably your job of getting clients, it’s like that you’re a salesperson.

Jeff Borovitz 22:12
Which brings us to the sixth step of pre call planning, which is mindset…

Umar Hameed 22:17
Yes!

Jeff Borovitz 22:17
…having a supportive mindset, and understanding that, “Hey, listen, my wife works for a tech company in a project management role. And she doesn’t, she definitely does not feel like she’s a salesperson. But she has come to the realization that she still has to sell her ideas and her processes, to the stakeholders in the different projects. And that she is a salesperson, I have a brother-in-law, my brother-in-law is an engineer, and he’s really proud. He’s got this shirt that says, engineer, and it says, a person who solves a problem you didn’t know you had in a way that you don’t understand, and he’s really proud of that.

Umar Hameed 22:57
Yes.

Jeff Borovitz 22:58
And as he’s progressed in his sales in his in his engineering career, he’s not he’s found out that guess what, he has to do a whole lot of sales. And so people don’t like to think of it as sales. But listen, we all sell, just remember back when we used to go to the movie theater?

Umar Hameed 23:14
Yep.

Jeff Borovitz 23:15
You’ve, I had to sell my wife what movie to see a lot of times.

Umar Hameed 23:19
And absolutely! And Jeff, do you have any kids?

Jeff Borovitz 23:22
I do, I have a I have a 13-year old and an 18-year old which is terrible.

Umar Hameed 23:26
So I’m not sure how they are right now at sales but I bet you 100% when they were three, they knew which parent to ask and how to ask to get what they wanted and we lose that magical gift. All of a sudden, it’s like, “Oh, we can’t sell I don’t want to be pushy.” “What will they think of me?” And when we’re three it’s like, “Huh, if I want this, I have to go to dad and say this magic phrase and he’s gonna say yes. And for the other thing, I have to go to mom,” and we all sell.

Jeff Borovitz 23:50
My daughter My daughter’s 13 she’s still she’s still she parent shops all the time. And my daughter has figured out that if she’s going clothes shopping, she wants dad.

Umar Hameed 24:01
Of course.

Jeff Borovitz 24:02
Cuz dad says yes to almost everything. Mom is very judicious and what Yeah, I would never spend $120 on a pair of sneakers. Right? Daddy, please have a pair of sneakers. I’m like, “Yeah, sure.” And I got a casual shirt, hat and purse, my credit card. And I go, “Wait, how much to spend?” You know, a few years ago when my my daughter is 13, so when the Warriors started being really good, she was little.

Umar Hameed 24:29
Yes.

Jeff Borovitz 24:30
And so my daughter it’s not a wonder that she’s a Warriors fan, right? She grew up when the Warriors were the best team in the NBA. And so a few years ago, we were at the mall, she wanted a pair of Curry’s, the Curry shoes, and I said “Yeah, okay, sure. Yeah, we can go get those,” and I paid my $125 for the Curry sneakers and…

Umar Hameed 24:48
You got a flight.

Jeff Borovitz 24:49
Yeah I did, they were on sale. It was a back to school sale. And, and, and my and my wife, when we got home my wife saw me she that she looked at me she was, “You never, ever ever would have done that for Jack, my son.” And I looked at I said, “Yeah, you know what, you’re probably right but her love was for sale, and I was buying. And she understands how to sell me, right? I’m dad almost all the time but when she wants clothing, I’m daddy.

Umar Hameed 25:15
Uh love it!

Jeff Borovitz 25:17
Right! And she gets it. And so and so that mindset becomes very, very important. We have to have a belief in what we’re doing and, and, and have a positive belief that we’re not being pushy. If you really feel you’re there to help somebody solve a problem that they have, then why would you ever feel pushy for helping them? If your friend needed help moving a couch up the stairs, and you walk by? You would have to watch him struggling with the couch and say, “Well, I’ll see you later.” Because you didn’t want to be pushing and say, “Hey, can I help you?” So why, why do we do that? and I realized that it just, it’s amazing to me that salespeople feel that way. And we need to really have a strong belief system, that what we’re doing has value for the client, has value to help them solve a problem. And, and, and really, is value that we are adding we personally are adding value to the situation because I would tell you this, I think I told you before salespeople can be like actress and actors, I’ll also add this and salespeople can be a lot like doctors. We need to be doctors and ask really good questions like the doctors do. But what else one of the things I’ll tell you is that, your is that your doctor when they finally prescribe a solution, they both they believe it’s the right solution for you. And as a result, they don’t ask you, “Would it be okay if I prescribed some Ritomycin? They tell you we’re gonna do some Ritomycin, right? And they because they have a very strong belief system what they do. And as salespeople we have to have a very strong belief system, because my belief is this, If you try to sell somebody something that you don’t, that they don’t need, you are committing sales malpractice.

Umar Hameed 27:04
Yes.

Jeff Borovitz 27:04
And the same time if you fail to sell somebody, something they do need, you are also guilty of sales malpractice.

Umar Hameed 27:14
Those are words to live by. Jeff thank you so much for creating this jam-packed 30-minutes, high content, people can use it execute, shows your mastery thank you so much for being on the show.

Jeff Borovitz 27:27
Thanks for having me. It was a thrill to be here.

Umar Hameed 27:35
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you’re looking for more tools, go to my website at nolimitselling,com. I’ve got a free mind training course there, that’s going to teach you some insights from the world of neuro-linguistic programming and that is the fastest way to get better results.

About the Author Umar Hameed

I am a performance coach who uses Applied Neuroscience to help individuals and teams break through their barriers so they become awesomer! Take a look at my Motivational Speaker Kit

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