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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittimer.
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And I m your host, Jen Gittimer.
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Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready-to-buy clients.
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We re going to help you build loyal relationships.
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And the one thing you re hoping for, close more deals.
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Let s get into it.
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It s time to sell or die.
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Welcome back, Diehard.
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Yeah, welcome.
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Yeah.
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We are pumped for this one.
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In today s episode, we re talking about the sales mindset that you need going into 2023 in order to be the most successful you can be.
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And so we ve identified, or Jeffrey really has identified three levels where you might be at.
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And let s, let s talk about what those levels are that might be swirling around your head and where you might be.
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So Jeffrey, what does that look like?
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Well, people might think of it, Ken, as levels of knowledge or levels of success of sales, but really it s not.
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It s in your head.
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You re either in the groove or you re in a deeper groove, a rut, or you re in a deeper rut, a grave.
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Groove, rut, grave are the three levels of life.
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And your object is to stay in the groove.
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During the last couple of years, people have gone from groove to rut because they didn t really know how to react.
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A lot of panic involved of how do I keep up?
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How do I get to my customers?
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They don t want to see me.
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I have to wear a mask.
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I have to put myself in a situation where I m uncomfortable.
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Everyone s uncomfortable and they don t really, they can t even go out to dinner.
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So the challenge that you have is changing the way you think about who you are.
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and who you have become.
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Are you in the groove?
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That s the biggest challenge that you have.
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Are you feeling good about yourself?
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Are you feeling good about your business?
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Are you feeling good about your job?
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Are you feeling good about your boss?
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Are you feeling good about your customers?
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Are you feeling good about your chances for having a great year?
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If you re not feeling good about that, that s the first place to be.
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You got to sit down and think about where are you in relationship to your relationships?
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your relationship with yourself, your relationship with your customers, your relationship with your company, your relationship with your boss, even your relationship with your products and services.
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So where are you in that?
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That s the first thing you have to dissect.
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I love this conversation because I love mindset stuff.
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And what you re saying is how you re being on the outside.
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you re being in a groove, you re being in a rut, you re being in a grave, whatever it may be.
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How you re being is a direct result of what s going on inside your head.
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So how you re being on the outside is a direct result of what s on the inside, right?
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And how do we go?
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So if you ve identified diehard, you know what?
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I might be in a rut.
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What are signs?
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Let s start there.
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What are some signs they might be in a rut?
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You re thinking you can t do something rather than you can do something.
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You re overwhelmed with things that need to be addressed and there s too many on the list.
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And you don t realize that if you just do one, you ll feel great and you can then get to the second one.
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Like you can t do everything at once because I can t give you the old Star Trek Vulcan mind melt from Spock.
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I have to, you have to overcome these obstacles or these opportunities
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one at a time.
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And I don t look at it as, whoa, it s me.
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I look at it as, whoa, it s me.
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And you have to have that mindset or it s not gonna go forward.
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You have to believe that you can do it.
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I think also what I ve noticed with some of our clients that we work with, who I self-identify as, they ve gotten into a rut.
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They ll say things like, you know, I used to always go to the gym, but I haven t been waking up.
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I ve lost that routine.
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And that routine made me feel so good.
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or I used to eat pretty healthfully.
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And lately I ve just been like grabbing stuff on the go and it tears down my energy, but I continue to do it.
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Like you re in these routines of things that aren t serving you and they ve become habit.
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And now in order to go into 2023 with your best outlook,
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The key is to break those bad habits and actually change your mindset so that you can get back into a groove.
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There s a matter of changing your mindset to what you can do, not what you can t do.
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And you have to take responsibility for yourself in order to be able to make that happen.
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Responsibility is the key.
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Because if you re not taking responsibility, you re blaming the economy, the boss, the customer, your competitors, whatever it is, and that s not going to help you at all.
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In fact, that will lead you to rut.
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And your job in Groove is to make sure that what are these potential outcomes?
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What good will happen if I do this or when I do this?
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And you put yourself in that mindset.
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Now, I m old.
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And as an old person, I started out following Napoleon Hill.
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And Napoleon Hill didn t call it mindset.
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He called it concentration.
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And when you think about concentrating, now it becomes more evident to you what you need to concentrate on.
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And maybe you need to concentrate on having a better attitude.
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Maybe you need to concentrate on having a deeper belief system.
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Maybe you need to concentrate on what questions you ask when you walk into a sales call.
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But whatever that concentration level is, you have to document it and then put it into practice and then own it.
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You have to master it.
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You can t just start doing it.
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You have to really focus on and concentrate on becoming the master of your belief system, the master of your ability to sell and converse with other people.
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Otherwise, you re gonna be in a rut.
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Just to- Yeah, and this was a big topic at the sales certification.
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By the way, if you re planning to come to the next one or one after that, gittmertraining.com slash certify.
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We still have limited seats available at the founding members price, which is an insane offer, gittmertraining.com slash certify.
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Um, and this was a big topic that we talked about and it was amazing to me to see how many people realize, you know, barriers.
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Yeah.
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But they, they realized in this moment, like, you know what?
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I thought I was in a groove.
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I thought I was doing my best.
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And now I realized I m, I m in a rut.
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And when you realize you re in a rut, that s when you can take action to get out of it.
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Because if you re in a rut and you don t even realize you re in a rut, you re going to keep going further and further down to that groove level.
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But the minute you realize like, man, I m in a rut, that s when you can ask for like, help, I m in a rut, help me out.
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And it can be a deep rut.
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I mean, it can be a losing confidence in yourself, not believing that you re capable of doing this.
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I mean, there s so many negative elements that can creep into your discussions.
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And most people who are around you have a negative slant to them, and they re going to tell you what you can t do or what they think is best for you based on their opinion of you.
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And that s bad.
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When I started out in sales and there were people that would try to dissuade some customers from joining my MLM, we called them Martians.
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Like the Martians will come and tell you what you, that they don t believe you can do this.
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You want to do it, but other people are dragging you down.
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And part of Groove Rutt Grave is rising above the negative talking people and putting yourself into that positive frame of mind and
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whether you decide on the little gold book of Yes Attitude or videos or our Attitude program, you have to do it for yourself.
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And if you don t do it for yourself, that s your fault.
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It s not the fault of anybody.
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That s why I harp on taking responsibility rather than blaming.
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So easy to blame.
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Oh yeah.
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And it s so easy for if you are in a rut or you re out of a groove, it s not just in one area of your life.
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It s not just in business, right?
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Because how we do one thing is how we do everything.
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How you show up for your business meetings is how you show up in life.
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You know, Jeffrey, you talked about last week, how you prepared for a dinner, a dinner, and that s how you prepare for life, right?
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Because you do it.
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It wasn t like out of the ordinary for you.
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I went to the dinner to be a winner.
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And that s how I showed up.
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I showed up ready to win.
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I threw everybody away with what I did.
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Yeah.
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And so if you notice like you re a leader in one area of your life, it s likely you re a leader in all areas of your life.
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And if you are in a rut in one area of your life, it s likely you re in a rut in many areas of your life.
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So if you re in a rut in business, I would check
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your relationship?
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Is that rut seeping into your relationships, your friendships, your spouse or girlfriend or boyfriend or your dating life?
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Where is that rut creeping in?
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Because if it s in one place, I can almost guarantee it s in more than one place.
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Yeah, let me throw a truth at this.
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Everyone has seen the expression 80% of success or 90% of success is showing up, which is an absolute bad statement.
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I went to this dinner last night and everybody showed up and one person showed up prepared.
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That was me.
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So showing up is one thing, showing up prepared, that s a whole other thing.
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And the 90% of success is showing up prepared.
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So if you just show up, you re going to lose to the person who was prepared.
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Everybody at my dinner table wanted to talk to me because I was ready.
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I was ready for them.
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I knew about them.
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I had stuff for them.
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And they knew I was ready for them.
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If you miss that episode, make sure you go back, but go back.
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Okay.
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But let s, let s keep going here.
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Okay.
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So the game has changed.
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The game of selling has changed since the capital P pandemic.
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Yeah.
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Right.
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And, and, and, and let s talk about how it s changed because if you re in a rut, here s the problem.
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You re now missing out on the fundamentals while also missing out on some of the new things that you need to be doing in order to be, to create sales success.
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And Jen, the new things are now fundamental.
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So what does that look like?
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Well, many people didn t know what Zoom was, and now Zoom is a way of life.
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Many people didn t understand video, and now video is a way of life.
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And so if you re not a master of video and a master of not just Zoom, but anything, you know, there s meetings, there s all kinds of programs that you can have that
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bring you to a point with a customer face-to-face, but you re not quite face-to-face.
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You re there online, and you have to be ready for that.
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What s behind you?
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What do you look like?
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What s your microphone like?
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Look at our setting right now.
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If you re watching us, we do this live, but each of us has our own background that is different, but very acceptable.
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Very acceptable, and we re both eye level.
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We re not looking down.
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You can t see up our noses.
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There are things about the process that you have to deal with.
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And I actually wrote a book called Go Live, which outlines those things of what you now have to do.
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It s no longer an option.
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It is an imperative.
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And you have to be ready for virtual, and you have to be ready for video.
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And if you re not ready for both of those, you re gonna lose to the guy or the woman that is.
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It s just that simple.
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It used to be everything was face-to-face.
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Now, less than half is face-to-face.
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But it s hard to take on these newer things that have now become imperatives if you re stuck.
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And that s why we want to help you.
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We want to help you get out of the rut.
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If it s too overwhelming, not just stuck, but you look at it and you go, I can t do this.
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You haven t identified what it is you can t do.
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You re just overwhelmed with a bunch of things.
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So first thing is to make your list.
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What do you need to get better at?
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Okay.
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And are you taking responsibility for it or are you blaming?
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And then, okay, what do I have to do?
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Once you identify what you have to do, it becomes doable.
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Yeah, for sure.
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And we want to help you begin that journey.
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We want to help you change that so that you get out of the rut, you re in the groove and you have the assertive selling sales process behind you to really back up your actions and- Wait, wait, what s assertive selling?
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What s Assertive Selling?
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Oh, it s our sales process.
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Actually, you want to know something funny?
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I was going to call it our system, even though I know you hate that word.
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And as I was looking at the acronym for Assertive Selling System, I was like, that would be ass.
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So we re going to go with process.
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So the ASP, okay, if you want the ASP and you want to get out of the rut and into the groove with the real, real sales groove that like is going to help you hit the ground running, book a call with me.
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Go to get them or training.com slash certify.
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You don t have to sign up, book a free fricking call with me to discuss the training.
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See if it s a good fit for you.
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If it s not a good fit, I m not going to be mad at you.
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Okay.
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If it s not, I m booking a call.
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You don t need to book a call with me, honey.
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Okay.
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But book a freaking call.
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It s that simple.
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And let s talk about it.
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Let s, let s talk about where you re at and where you want to get to and what s going to help you get there.
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And I ll let you know if the ASP is not right for you, I ll be the first to tell you.
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I ll be the first to tell you, because guess what?
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We only want people coming to this training, use it and be successful with it.
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Okay.
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We did our first ASP program and it rocked.
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I have to tell you, it rocked.
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It did rock.
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Everyone s expectations were blown away.
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We ll throw some testimonials out there, but I think that there s like 10 testimonials on the page.
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Just go to the page, getthemretraining.com slash certify.
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I was blown away by how impactful it was, by how it helped people who have years and years of experience regenerate
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their mojo, regenerate their desire to succeed, and give them specific tools that they can use in the new world of sales, because there is a new world of sales, and you re either in it or you re without it.
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The sales world has changed forever, and your job is to assert yourself, not aggressively, but assert yourself in our way, and become a certified person.
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You can become Gitimer certified when you take this training.
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It s pretty amazing.
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I don t want it to sound like a commercial, but
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I m just telling you that there are elements of your sales process right now that are not up to par.
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And if you re looking, if you re looking at great bar, then if you re looking at birdie, then this is the process for you.
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And here s the thing to think about.
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If you ve just identified that you re in a rut or you re not fully in the sales groove that you want to be in, in order to change that, you need to do something different.
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whether it s our training or something else, okay?
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And be someone better.
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Be someone better.
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But you need to break that cycle so that you can be your best self.
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And so you need to do something different.
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And if it s not our training, then ask yourself, what s it going to be?
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Because I don t want you to get to this point next year and say, shit, I should have done something a year ago.
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Those Gettemers, they had offered this great thing and I didn t take advantage.
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I don t want to hear that.
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I don t want you to be in the same place a year from now, six months from now, or even three months from now, wherever you are right now, you can always get better.
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And the difference is what you re going to do to get there.
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Go to your towel closet, take out a washcloth, pour some cold water on it, and slap yourself in the face.
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And tell yourself, it s time to wake up and become better at what you do.
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And you can.
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The great Harvey McKay says, the biggest room in your home is the room for improvement.
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And that s where you are right now.
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And I think that you need to put yourself in a situation where, OK, I have all these things.
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I m a little overwhelmed.
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Can someone please break it down for me step by step so I know what to do and how to do it?
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What is fine?
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How is that s the critical part of the process.
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Oh, all right.
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Die hard.
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Yeah.
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Thank you for being here.
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Yep.
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Identify if you re in a groove or great.
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Hopefully you re not in the.
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Yeah.
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But when you get your call with Jen started out with groove or what?
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Until next time, I m Jen Gettemer.
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I m Jeffrey Gettemer.
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And reminding you, your rut is the worst place you can be in your career and in your life.
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Get in the groove, even if your ass falls off.
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Thanks for listening to the show.
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Don t forget to like, share.
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Yeah, share with both your friends.
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And subscribe to the podcast.
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And remember, we have a free 22 day sales challenge.
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Just go to gator.com slash sales challenge to start you on your way.