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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.
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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 Gittimer.
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I m the author of The Little Red Book of Selling and 15 other bestselling 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 the 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 going to 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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All right, Jeffrey, we are back.
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And we are live from the beach.
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I want to just tell every diehard that it is hell over here.
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Today was sunny and didn t even get up to 85.
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Freezing.
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I ll say again, it was pretty awesome.
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Yeah.
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It s a great day for a golf cart.
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Did you ride a golf cart today?
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No, not today.
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Oh.
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We have a golf cart for those of you who are curious to know about our personal holdings.
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Jeffrey is very proud.
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I m proud, too.
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I really love that thing.
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It s like a mini car.
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It s pretty cool.
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It s like a baby s version of a Tesla.
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Yeah, it goes 27-ish miles an hour.
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It has Bluetooth speakers.
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It s pretty bomb.com, I have to admit.
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So what do we...
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We re at the writer s retreat this weekend where we have people come in from literally all over the world and figure out how they re going to construct their idea or their passion or their expertise into a book.
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And there s a lot of value that goes with that because they finally made the decision to move forward.
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Yeah, I think it gets to a point where people are sick of being the best kept secret, where people are literally where people want to become known, where people want to be able to impact more people.
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If you ever felt like that diehard, like you feel like, oh, well, I just wish more people would know about me because if they knew about me, of course they would buy from me.
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Then this is a way to get your name out there.
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I think that you have to self-discover a little bit and say, OK, what is my real expertise?
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What am I known as?
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What am I known for?
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And where do I want to grow to?
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Who do I want to become?
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And there s a limiting process that goes into this that says, if I want to write a book, you have to understand how that book is going to impact other people.
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and why that book has a meaning in the marketplace?
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And who could you affect by this book?
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And what happens as a result of you becoming a published author?
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Well, Jeffrey, by now, we definitely have at least one diehard out there who s like, oh, boy, is this episode for me?
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I came here for the sales.
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I want to make more money.
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I want to make more sales.
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So what on earth does writing a book have to do with making more sales?
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One simple question.
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Yep.
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Do you want the CEO of a company to get your shitty business card or a signed copy of your book?
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And with that, you now have not just an understanding, but an incentive to want to move forward and actually document your expertise.
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How much of your life s work can you attribute to book writing?
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Well, I didn t start until March the 23rd of 1992.
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That was my first column in the Charlotte Business Journal.
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That was 92, 02, 12, that s almost 30 years ago.
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And I can tell you, and I think this is a pretty fair statement to make, I ve obviously written a bunch of books.
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17 to be exact, but it started with one column.
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And I never decided that I was going to write a book until like my third column.
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And I said to myself, Hey, if I have a hundred of these columns, 750 words, I got a book.
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But here s the reality.
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Every penny that I have made
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Since March the 23rd, 1992, I can trace back to something that I wrote.
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Wow.
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That s really powerful.
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Very.
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And because of my writing, I don t call people.
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They call me.
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They ve read my stuff or they got my book or they heard me at a talk, whatever.
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But 2,500 seminars never made a phone call.
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So what s the power of that?
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I don t know, you guys, you decide.
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You decide if it s worth it for you to set aside maybe drinking a bunch of beer on the weekends and watching stupid television or
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creating your legacy and your reputation and your online presence and your known expertise and the respect that comes with giving someone a signed copy of your book.
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I have to tell you two cool stories, one that actually happened today, and one that is a little bit older.
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In COVID, I got, well, before, a little bit before COVID, I got a phone call from someone who had seen my book in an airport bookstore and wanted to hire me because she felt that I was an expert on sales.
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I said, oh, well, thank you, and I m just curious,
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Did you buy the book in the airport bookstore?
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Somehow we started talking about that.
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I don t think I asked her.
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I think maybe she just volunteered the information.
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I don t remember.
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She was like.
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I didn t buy your book, but I saw your name and determined that you were an expert because your name was on the cover.
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I took a picture of it and I Googled you and I figured out how to contact you.
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That s cool.
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And so, you know, it was a, it was a sizable high ticket sale and all because she saw my name on a book, which I think was really cool.
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There s been a lot of stories like that.
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Um, but.
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Yeah.
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So that was really cool.
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Well, today there s this entrepreneur, you know, I ve switched my niche and I really help a lot of entrepreneurs now.
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And there s this entrepreneur who I spoke to on the phone a couple of months ago, but she didn t really know who I was.
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And I spoke to her in a different context for somebody else.
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And she s been following me, I guess, ever since.
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Well, she posted today about going to the bookstore and working from the bookstore and messaged me that she saw my book in the bookstore and she s so happy we re connected and like started to go down the route of like, how do we work together kind of deal, you know?
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Meanwhile, I am looking at her Instagram stories and I m like, wait,
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There s my book in her video.
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Like, there s my friend.
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Like, she s just showing the bookshelves.
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And it s just it s the surreal moment, number one, to see your book on a bookshelf.
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OK, that like, I don t care if you think you have no ego on this planet.
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When you see your book on a bookshelf, it is the coolest thing on the planet.
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That s number one.
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One step cooler is when you sign it.
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When you sign it, yeah.
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And they put the autographed copy back on the shelf.
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For sure.
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It is such a cool feeling because you birthed that thing.
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Just like you can birth a baby, you birthed that book, man.
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It is awesome.
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So you obviously have to decide your why.
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You know, why would you want to do this?
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And what would it mean to you?
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Picture yourself, you know, go forward with your vision and picture yourself with a book in your hand.
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What would it mean?
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What does it mean when you take it out of the box?
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What does it mean when you see it in the store?
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What does it mean to you in terms of proving that you are the expert that you bragged that you are without the book?
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You know, we definitely have someone thinking, at least one, one person, you re not alone.
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There s at least two of you thinking, but who am I to write a book?
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So let s make sure we get into that in the next episode.
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Okay.
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Because for someone who s thinking like, you know, well, who am I to be the expert?
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We ll, we ll address that.
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Yeah.
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Let me explain something just so we understand each other.
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I ve written 17 books.
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Okay.
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But it started in March the 23rd, 1992 with a column in the paper.
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There was, there was basically zero internet.
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There was basically no way to get known unless you were in print in something that was paper copied.
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And you go from there.
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You now have every single outlet on the planet of Facebook and Instagram and YouTube where you can video and roll text out and create a blog.
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I mean, there s so many things that you can do that give you a head start from where I was.
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You re rolling into this thing and you have multiple outlets to become known.
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Even if you post your your column up on LinkedIn in a group every week.
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Yeah.
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And, you know, free free book funnels are very effective.
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I mean, there s so many ways if you re an entrepreneur that you can use the book.
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And if you re a salesperson, Jeffrey said this at the beginning, but I really think we need to go back to this.
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This idea of is it more powerful to get an appointment and more impressive
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to meet with a new prospect and give them your business card or your book.
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Right.
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Right.
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Who are they going to want to listen to?
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I mean, it s or even if just imagine you just mail it.
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Even if it s a small book, even if it s a paperback book, it s a book and you need to do it the right way.
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We ll help you if you need to go post if you ll see.
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In the show notes, I ll link to the application page for the writing weekend.
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If you want to come to a future writer s weekend with us, just apply.
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And I usually reach out to the people who apply.
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And we ll be chatting on the phone.
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And keep in mind, and I think this is a really important thing, there s a fulfillment
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that comes with writing to a point of finishing.
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I can t tell you what it is.
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It s an experience that you need to create for yourself.
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If you re smart and you have an expertise and you have a desire, those are the three characteristics that are going to get you to the next level, and we can help.
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Absolutely.
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All right.
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Until next time, Jeffrey.
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I m Jane Gittimer.
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I m Jeffrey Gittimer, and I m sharing with you it s time to start writing, even if your ass falls off.
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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.