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Where do we start this?
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An answer doesn t matter.
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We re having a good time, right?
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He couldn t wait to get in here.
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You need sales balls to make sales calls.
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I m tweeting that puppy.
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Okay.
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Welcome to the Sell or Die podcast.
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We re your hosts, Jeffrey.
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And Jen Giddimer.
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I m the author of The Little Red Book of Selling and 15 other best-selling books and the creator of the seven-figure sales formula program.
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I grew up in Philadelphia, sold in New York City, but was smart enough to move to Charlotte, North Carolina.
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And I m the author of Sales in a New York Minute and creator of Breakthrough Business Babe Community.
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Fun fact, I m obsessed with our dogs and consider them humans.
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If you have a dog, you know exactly what I m talking about.
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SellerDai is for sales professionals, sales people, sales managers, entrepreneurs, and business owners who want to sell more at full price
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earn loyalty, and have an unlimited stream of referrals.
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Every single episode is gonna give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on, all while creating relationships that you can take all the way to the bank.
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It s time to sell or die.
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OK, it s time for another episode of Sell or Die.
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Here we are.
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It is.
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It is.
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Who are you?
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I m Jane Gittimer.
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I m Jeffrey Gittimer.
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I m her husband.
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Proud husband, because I watched her play tennis today and she killed.
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Oh, well, thank you.
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So glad you got to watch.
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She and me too.
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And the girls on the tennis team, Jen has surrounded herself with a bunch of great women.
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And I think
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that if you re trying to compete in anything, whether it s sales or tennis, you have to surround yourself with great people because they encourage you to be a better winner.
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Yeah, that s very true.
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And what I like about it beyond the camaraderie, because that s definitely a big portion of it, is we re all pushing each other to get better.
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True.
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You know, which is cool.
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And cheering for each other to win and then talking about
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how you did or didn t win that particular day while you re eating whatever goodies are provided.
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Yeah, yeah.
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The home team has to provide the snacks.
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And they played an away game today and these girls were chowing it down, like evidently the snacks were okay.
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No, this we snack shame them because the snack.
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Yes, because they did not provide good snacks.
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Oh, really?
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Yeah.
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So when people come to our place like our home, we provide you should see what we it s like a smorgasbord of snacks.
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OK, we have all the things and
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some of the places like they had three things of nuts and berries.
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There were 16 players.
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How can you have three things of nuts and berries?
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Yeah.
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And by the way, I took one of the three.
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So it s B.Y.O.S., correct?
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Yeah, seriously.
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Today s episode is about how you perceive the words
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that you re using.
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In other words, and I can best way I can describe it is to give you a specific example right away.
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I was speaking this morning with my coaching client from England.
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Who was talking with a mentalist?
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OK, Ari Geller.
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And.
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He was talking to Ari about Ari s mindset.
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or he already Geller, you are.
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But I don t think you say it to your Geller.
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I don t know.
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Okay, if we re mispronouncing his name, we apologize.
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You are I g ll.
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er.
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Yeah.
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Like I said, he s been around for a long time, very controversial, very promotional.
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Because he s this mentalist spoonbender kind of guy.
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Anyway,
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When my client said, it must take a tremendous mindset to be able to do this.
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And I already looked at him, he goes, it s not mindset.
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It s mind power.
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Oh, think about how many times you, you diehard, you have said the word mindset and not really clarified it in your own mind.
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You didn t use your own mind power.
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Right.
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Exactly.
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To set your own mind in the right frame.
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There s a power to do it.
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And I m not saying one is better than the other.
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I am saying one is clearer than the other.
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Well, it s really interesting because mind power gives you a whole new connotation, a whole new way of even looking at things or thinking about things than mindset.
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Yeah.
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So let s do another one.
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In a book that I was honored to kind of to, I don t know, edit.
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Annotate.
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Yeah, annotate.
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the Napoleon Hill book, Truthful Living.
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He never used the word focus because it wasn t a word yet.
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And he didn t use the word mindset because that clearly is a 1980s word.
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But rather, he used the word concentration.
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So that he was talking to you about focusing on one thing.
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He s not a multitasker.
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He s like, concentrate on this and give it all your power.
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So let me ask you, Diehard, do you have a word that you could clarify a little bit better?
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I mean, what do you use in terms of word clarity that gives you your own power or your own concentration?
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Because I m writing a book right now on.
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I don t want to use the word time management because I hate it,
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but I m talking about the use of time.
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And I ve come up with three elements in time.
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There s three definitions of time.
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You either wasted or you spend it or you invest it.
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And you ll often talk to somebody and say, Hey, I spent some time yesterday doing this.
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Did you really spend it or did you invest it?
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Are you using the wrong word?
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to clarify the use of your own time.
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Yeah, I wasted a bunch of time yesterday.
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I was watching television, a movie, and drinking a beer.
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I think it s really interesting because the overall theme that you re bringing up is just how important our word choices are and how much they can impact our actions and our outcomes.
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And so,
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Diehard, you might say something in your head all the time that you don t even realize, but when you begin to pay attention to the specific words that you re saying, and to me, I find the only way to uncover that the words I m saying in my head
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is to journal, because when you journal in a free flow form and just get out of your head, whatever s in it every morning, you ll begin to see patterns.
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You ll begin to see what you re actually saying to yourself.
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And the stuff that you re saying to yourself, like, oh, I m going to I m going to, you know, spend time today doing X, Y, Z. Well, that s not very strong.
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Right.
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Versus like I m going to invest time.
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That s going to impact your outcome.
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Yeah.
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I spent three hours making cold calls.
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Well, maybe I wasted three hours making cold calls.
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And so look at it from the perspective of what are the real words that you use to define yourself, whether it is your mind power or your mindset or the way you use your time or how you focus in on who you are or how you concentrate in on who you are.
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I think also, you know, when you go into a sale, the things you re saying to yourself and the way you re saying them is going to impact your outcome as well.
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So if you re like,
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Well, I don t want to lose this one.
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I don t want to lose this one.
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What are you focused on losing?
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You re focused on losing.
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It s the same thing in a tennis match.
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You know, if I m thinking, oh, it s second serve.
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I don t want to get it out.
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All my brain is hearing is get it out.
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That s your brain does not do negatives.
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OK.
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Don t hit it into the net.
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Right.
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You re going to hit it right into the net.
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So I, at least in tennis, I m very conscious of what I m saying to myself and the impact that it has.
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I mean, I remember, I don t know if I talked about it on our show or not.
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I remember a couple of weeks ago, I was trying to practice poaching with my backhand.
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I can poach pretty well with my forehand, but I wanted to be able to backhand poach.
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And I kept missing.
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I was getting so frustrated.
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And I said in my head, I suck at this.
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Like literally, and I heard it, like I just paused for one minute in between running back and recovering, and I heard, wait, I just told myself I suck at this, right?
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And so I took a deep breath and I said to myself, I can do this.
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And then I looked at my coach and I m like, hey, I got this.
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And he s like, yeah, you do, yeah, you do, cheering me on, has no idea all the things that are going on in my mind.
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and I made the next 20 in a row backhand poaches.
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Okay, all because I changed what I was saying to myself.
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And so these words have so much freaking power and yet we don t do anything.
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Most people and diehard, how often do you actually try to uncover the words you re speaking to yourself?
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And the answer is, or one of the answers is, if you journal in the morning,
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Why don t you read it aloud and see how it sounds?
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Why don t you give yourself a review of your own writing and see if the words that you re using are the most powerful or the most clarifying that you possibly can use?
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I think that s a tremendous exercise for you and one that will put you in the right frame of mind.
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We re going to have someone come to the Insiders Club who is a specialist on this.
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Really?
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Yes.
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Cool.
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Do you know who?
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No.
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Adam.
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Oh.
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Yeah.
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Really?
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Yes.
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Cool.
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Yeah.
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All right.
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So if you re a real solid diehard, you re also a member of the Insiders Club.
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And if you re not, you need to go to get him or dot com slash Insiders Club and join right away.
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But we we have some stuff coming up on the Insiders Club.
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It s absolutely amazing.
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We have my good friend Martin Rooney s coming to talk about.
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He is phenomenal.
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I know.
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I m so excited.
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He s he s an expert, probably one of the top ten trainers in the world.
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But he s also going to be talking about culture.
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and how you use your fitness to be able to create your own environment.
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Absolutely fascinating.
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Thank you so much for listening to Sell or Die.
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We hope that this episode has helped you transform the way you think, giving you new ideas, and provided you a new perspective on the sales and business challenges that you face every day, so you can get out there and win the customer all the way to the bank.
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If you enjoyed this episode, please take a second to rate and review.
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Each review helps us help more people just like you make a difference in this world.
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Don t forget to take a screenshot, share it in your Instagram stories and tag us at Jeffrey Gittimer and at Jen Gittimer.
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See you next week.