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We have a very exciting announcement to make.
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As of this week s podcast, we will have been downloaded three million times.
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Holy moly.
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Thank you.
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You are.
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Thank you very much.
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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 gonna help you attract more qualified, unbelievable, ready to buy clients.
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We re gonna 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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Well, we re here.
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We re back.
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and we re nationwide.
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We have a very exciting announcement to make.
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As of this week s podcast, we will have been downloaded 3 million times.
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Holy moly.
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Thank you.
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You are.
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Thank you very much to people all over the world who want to get better at selling by listening to what it is that we have to say every week that helps them on their journey, or maybe even helps them with the customer they re sitting with at this moment in time.
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We have no idea how many sales we ve made as a result of this, but a lot.
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Yeah.
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So if you have ever listened to us, or if this is your first time listening, if you have shared, if you have commented, if you have reviewed our podcast, or if you haven t, and you re about to, because you re like, you know, I ve been listening to them a lot and there s not much I can do.
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I haven t bought anything, but I want to support them.
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Like, you know, giving us a five-star review.
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We re going to give you our address where you can mail a check.
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Or just send your credit card number with that Besky expiration date.
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Oh my goodness.
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And your CBB number, whatever that is.
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Yeah, we need that.
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Yeah.
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But seriously, we ve made a podcast for the last several years about selling skills.
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We ve invited people on, experts.
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We ve talked to people about cold calling, warm calling, closing the sale, opening the sale, every kind of element you can imagine about selling skills.
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But we want to take it deeper tonight.
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We want to show you what has allowed us to get to this level in terms of the podcast, in terms of Sell or Die.
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How did we get to 3 million downloads?
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Yeah, because when you create something of such success, they re selling, in a sense, involved.
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Like we re selling you on dedicating your free time to listen to this, and you re believing that you re going to get value out of it.
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And what?
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In essence, we re creating an atmosphere where they want to buy.
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Fair enough.
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OK, fair enough.
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Fair enough.
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OK, but we are competing against a lot of other podcasts out there.
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OK.
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And, you know, I never thought about that until this very moment.
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Right.
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But the truth is there are a lot of podcasts out there and you can choose where you listen to it.
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So we ve made the sale, so to speak, even though it s delivering something for free.
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We are making the sale in the sense that you re listening to us.
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Well, three million times people have tuned in.
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We re actually downloaded.
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Sometimes people tune in but don t download.
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Right.
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So what we re going to do is we re going to break down the elements that contributed to that sale, so to speak, those 3 million downloads, and how you can apply those in your life to enhancing your sales skills.
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Because we ve talked about it before the show to determine what are those elements, what has created this atmosphere that makes you want to listen to the show.
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that makes you even want to wear the wristband.
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Ooh, the Stellar Dye wristband.
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Which you can send us $500,000.
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I have no idea if we have any left.
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ACH.
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If we have some more, it ll be on buy, like B-U-Y, getemr.com.
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Yeah.
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Like the buy, that means to buy something, B-U-Y, getemr.com.
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But people wear them.
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Yeah.
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Yeah.
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So first of all, can we just say thanks?
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Like before we get into these elements.
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Thank you very much for downloading.
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Yes.
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Thank you for sharing.
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Thank you.
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Mary in Kansas City, Bob in Texas, Frank in Florida.
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And Joe.
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Don t forget Joe.
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Yeah.
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In Poughkeepsie.
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Yeah.
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I want to thank you for downloading this on a weekly basis, being loyal listeners and tuning in.
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Just have a good time.
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And for sharing it and for giving us a five-star review, all of those contribute to everything.
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And please do that right now.
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Okay, so let s get into these elements.
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What s the first element that has impacted not just the show, but your entire sales career?
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To me, it s authenticity.
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If I m authentic, when I m in a room, I become believable, I become transferable, and I become buyable.
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I have to be the same person in the meeting as I am if you invite me out for an afternoon of golf.
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or a dinner or just hanging out and having pancakes for breakfast.
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You have to be the same person all the time, because if I feel like you re putting on a show, I m not going to buy it as much.
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You have to just be you.
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Yeah.
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And it s interesting because in a lot of times when you re starting out, you ll take on other personalities or, you know, try to be something or not or whatever.
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And it takes more energy to do that than to be yourself.
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I can recall bringing someone down into our studio when we first did it around, just around the year 2000, a really polished public speaker.
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And I said, hey, let s just have a little conversation on video.
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And he automatically lapsed into somebody that he was not.
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I said, what are you doing?
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Well, you know, I m on the thing.
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No, be yourself.
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Otherwise, people are not going to, they re going to, they ll hire you and go, wait, where s that guy from the video?
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Where s the other guy?
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Yeah.
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What happened?
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I wanted him.
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Right.
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So be aware that you re being judged for who you are, not simply what you re saying.
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Yes.
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The truth is it s way easier to be yourself than it is to try and be something you re not.
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It s way easier.
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It s less energy.
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Be yourself.
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Everyone else has already taken Oscar Wilde.
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Okay.
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What about consistency?
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How has that played a role?
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Well, if you re one person one day and one person the next day, you re going to be perceived as inauthentic and
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People are, they won t say anything to you.
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They ll just mark it down mentally.
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You know, this guy s either faking it today or was faking it yesterday.
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One of those two days.
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So I take on a different personality when I m hanging with the dogs.
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Like I talk to them in my little Jen voice, dog voice, you know, and you don t think I take on a different.
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Oh, you do.
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But I share that personality with real human beings.
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Right.
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Right.
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Like so that they can see that that s inside of me.
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Yeah.
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Jen s talking to them like about the weather and the dogs are going
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The other day I did a play bow.
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If you don t know what that is, you can look it up with Charlie and I was on my legs and arms in a bow essentially.
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And so was she, and then she said, it was so awesome.
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Yeah.
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Pay attention to that.
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Very important.
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Okay.
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The next element that we have found has been significant in growing the podcast and is significant in growing your sales is value.
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providing value to the listener to where they say, wow, this is valuable.
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I need to make sure I come back again next week.
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That s been our watchword.
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We should also, by the way, as we re doing this, we want to thank Doug Branson because Doug was instrumental in providing us the guideposts to get better.
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Yeah, he really was.
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After every episode in the beginning, he would debrief us.
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Yeah.
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But he had a statement early on when we were just crapping around with it.
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And he said, you re either going to take this seriously or we re just going to abandon it.
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And we were like, what?
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How dare?
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What do you think?
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We re not taking this.
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Of course, we re taking this seriously.
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We were not taking it seriously.
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Right.
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We re like, yeah, we ll get an episode out like next week.
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Anyway, he charged us with the seriousness of it.
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Yeah.
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And then gave us the footpath to be able to make it happen.
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So thank you, Doug.
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He also gave us, remember what he was talking about?
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There are things that are like, there s content that s like broccoli and that s the good for you stuff that you have to eat that is like not so entertaining, not so yummy, right?
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But it s like the stuff you have to deliver every time.
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And then there s like the candy or the cake and that s the humor and the extra stuff that we add or try to add in, right?
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That everyone wants.
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And so he really started to make us think about what are the different types of value that we can offer and how can we offer it?
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Because we can t just give you information for, you know, 20 minutes, 30 minutes, 45 minutes, and just talk to you like a textbook.
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You ll stop listening to us.
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That s not how it goes.
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So what Jen is trying to say is you have to create a pattern and the pattern has to include value combined with the next element, which is funny, because when you make someone smile, you make someone laugh.
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It s attractive to them.
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They want more.
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So we have combined valuable messaging in a camaraderie kind of way that we re being ourselves and we re adding humor to it.
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This weekend, we were working with someone on their book, and Jeffrey challenged the author on being more funny.
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And the next thing you knew, he wanted to prove his funniness was awesome, because everything was funny after that.
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At that point, everything was a joke, right?
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But this is the challenge.
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If you have value and you re able to communicate it in a consistent way, an authentic way, and you add a little bit of humor, you become engaging.
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Hmm.
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And that s why you re here.
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Yeah.
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And that s why we developed the name for you and sell or die.
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We ve developed the name die hard, not die hard.
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We re talking to you.
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And I want to make sure that you understand that we re doing this on purpose.
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There s not an accident that we re engaging.
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There s not an accident that the message is compelling.
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We are pre prepared and we love what we do.
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Oh,
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And when you love what you do, that shines through in a heartbeat.
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It makes it evident.
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100%.
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In the beginning, we did not, I, I will speak for myself, I hated the podcast.
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It wasn t just, I did not love it.
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I always loved it.
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Jen tried to wreck it.
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No, I would always come up with a reason why we could was something that was more important than the podcast.
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I have to pee so let s postpone the podcast until next week.
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I have to walk the dogs.
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I m gonna have a headache.
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I mean it was insane and we always ended up postponing it and it was because I didn t love how we were doing it because it didn t it just
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Didn t resonate with you?
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No, it felt at first it was a little too serious.
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And then maybe I didn t know how to be myself in the podcast because I didn t know how to talk to people that I couldn t see.
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And then I started meeting some of you guys like out on the road.
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And that was really, really, really cool of your podcast.
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You heard it.
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We do seminars and people come up and go, I love your podcast.
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You do.
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Hey, how was Paris?
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I heard you just got back from Paris. 
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I m like, where did you hear that?
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And they re like, on the podcast.
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I m like, oh, it s like you know me.
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It was so cool.
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So look at it from the perspective of when you re engaging in a sales conversation, you have to be listened to in a way where people remember what it is that you say that causes the engagement, that makes the engagement happen.
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And if they can feel your passion, that means you love what you do enough to be able to transfer your message.
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And the cool thing about engagement in the sales process is that once you leave the customer, if you have them engaged, they re not gonna ghost you, right?
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They re not gonna just like, someone was trying to sell me something this week and I wanna buy what she has.
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Like I want to buy it, right?
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So I m not gonna ignore when she has my attention, she has my engagement, she sent me a 16 minute sales follow-up video and I watched every single minute of it, right?
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And then now she s messaged me like, what s going on?
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Ready to meet?
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Like she wants to get started.
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And so your buyer, your potential buyer, is going to engage with you if you do all those things.
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If you re authentic, if you re consistent in that authenticity, if you deliver value, if you are perceived to be funny, and if you create that atmosphere that feels worth engaging, it feels like they can engage with you.
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And then they won t ghost you when it s time to buy, or they ll ghost you less.
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There you go.
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I don t want to be ghosted.
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I wouldn t mind being a ghost, but I wouldn t want to be ghosted.
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I wouldn t mind like flying around soon.
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You want to be like a fly on the wall?
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No, I want to be dead.
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I want to come back as a ghost.
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Oh, OK.
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I want to be able to close people s doors.
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Oh, my God.
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Well, it seems to be pretty popular.
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The Stranger Things show that s out there has all kinds of haunting moments, and it freaks people, literally freaks people out.
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I just got word that the last episode is there, and it was sad, so I don t want to be a spoiler, but... I haven t watched any of them, have I?
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No.
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Okay, just checking.
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I didn t think so.
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They had 80s music, so it can t be all bad.
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Yeah, I don t watch that.
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Jeffrey watches it with his daughter, so it s somewhat more acceptable.
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So I want you to think about these elements that we gave to you, Diehard.
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Authenticity, consistency, value, funny, engaging, love what you do.
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That s the recap, by the way, for those of you who are... Jeffrey, you have something you talk about at the beginning of your seminars, about knowing versus doing.
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Can you talk about that right now?
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Right.
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We just gave you the elements and you go, yeah, I know that.
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Do you do it or do you just know it?
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And that s the issue that you have when you re conveying a message to your potential customer.
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We have engaged you.
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We re showing you how to engage others.
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We re telling you how to engage others.
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Your job is to put the elements together so that people are literally engaged and want to listen to you and then potentially at the end, take action.
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So rather than say, you know that, you may ask yourself, how good are you at that?
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And really rate yourself in each of those categories to figure out which category, which element do you need to work on?
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Where do you need to improve?
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So with that, and our 3 millionth episode, if you feel- Woo, woo, 3 million!
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We re having a party.
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You know, at 2 million, we had a Suarez cake.
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Yeah, we did.
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Yeah, but we re not near the bakery right now.
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SPEAKER_01
No.
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We are, but it s... Well, maybe there s a bakery in Charleston.
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I ll check it out.
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It s closed.
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The bakery in Charleston is closed.
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SPEAKER_00
I know, I was talking about the French bakery down the road.
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So, thank you very much.
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Maybe send us a note or a card or a check.
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to indicate how happy you are.
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If money arrives, I will send you back a Red Book autograph.
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But I think the main thing here is our gratitude and our genuine feeling of appreciation for you to not only tune in, but to talk to us, tell us, help us, spread the word for us, and we re ever so grateful for it.
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Yeah, and in all seriousness, if you have not yet ever reviewed the show, please, please give us a five-star review.
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Oh my God.
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Yeah, and please buy everything we ask you to buy.
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No, I mean, sure.
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Until next time, I m Jane Gittimer.
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I m Jeffrey Gittimer.
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Go out there, make your way in the world, sell something, make it happen for yourself, earn tons of money, 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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SPEAKER_01
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.