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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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And welcome to the show that will end all shows in terms of information that you can use right now.
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Oh, yeah, that s right.
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So I dare you to skip that one.
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Oh, this one has a lot of promise.
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Let s hope we deliver, Jeffrey.
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So we ve been delving deeply into our CRM, dare I say, pipe drive?
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Yeah, yeah.
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Okay.
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And we have been documenting facts about our most prime customers, the ones that we feel will close five figures, six figures, seven figures.
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Yeah.
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And this is what I found.
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For years, I have espoused that the sale is made emotionally and then justified logically.
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But typically, the salesperson enters facts into their CRM that have nothing to do with emotion.
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That s a good point.
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It s like you re required to enter in the deal size.
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I cold called them.
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I sent them proposals.
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Yeah.
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Now you can do that.
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You know, I d probably be perfect to do that because you move the prospect along the sale cycle.
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That s pretty cool.
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But the challenge is what information are you keeping that will ultimately lead you to the sale?
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That s the real challenge.
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So I m going to give you three things.
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Yeah, I think that like what you re talking about, let s just break that down for a second.
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Sure.
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What you re talking about is the logistics of making a sale and how the prospect will move from lead to close one or ultimately close loss.
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Yeah.
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And the little stuff that goes along with it, like a presentation, a proposal.
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Made a phone call, followed up, all those things, which by the way,
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is very cool because when we enter in activities, we synced our Google Calendar and our Pipe Drive, which by the way, if you go to githubmer.com slash CRM, we have a special link, gets you an extended free trial and a 20% off.
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And it s really cool because we synced the two, our calendar and Pipe Drive.
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When you add something in Pipe Drive, like make a phone call, it puts it on your calendar.
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And we all know if it s not on the calendar, it doesn t happen.
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So
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Let me throw a paradox at you.
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Your company bought a CRM and they said, you have to use this and you got to document all your stuff.
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And if you don t do this, you re going to check it every week.
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And you re going, seriously?
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Yeah, seriously, I m not doing what I should.
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And that s why CRM is abused both verbally and intellectually.
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So what we ve discovered is we waited a long time before we chose one because for me it was just complex.
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I couldn t operate it without, I don t know, a consultant.
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And you didn t see the upside.
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You didn t see the benefits because at a company where you have to use a CRM like
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It s a negative.
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It s the negative.
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And we ve heard from so many people have had to use them.
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And then for small business owners and salespeople who just want to be able to track their own stuff easily, like us, right?
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Like that s all we wanted was to be able to track someone to create a better connection throughout the sales process that would lead to a better and more sales.
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So I don t only want to know what I need to do.
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I need to know why I believe they will buy.
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Yes.
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That is huge in the sales quote game.
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And so let s talk about a couple of things that I do that most people do not do in terms of their getting involved with a customer emotionally.
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Yeah, let s do it.
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Okay.
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The first question I ask anybody when I get into a meeting is, Hey, before we get started, where did you grow up?
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And I don t say, where are you from?
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I say, where did you grow up?
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And now I m actively listening, which means I m taking notes.
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So my iPad, my phone, my laptop is open and I m taking notes or I m even recording.
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what it is that they say so that I make sure that I understand it and remember it, and maybe find something in common.
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Maybe even find something that s more emotionally in common, known as a shared value.
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So let s look at that as my beginning salvo to anybody.
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And that gets us talking and smiling.
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That s the whole deal.
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I want that person to smile.
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So do you put that into the CRM now, where do they grow up?
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Yeah.
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Cool.
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Because I don t have to remember it.
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What I have seen you do is you ll ask, where did you grow up?
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And then you ll find something about that place.
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Cause you ve either been to it or you can connect with it in some way.
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So diehard, if you haven t traveled all over and can t connect to like a good zillion places like Jeffrey has, you can connect on whether it s a small city, a small town or a big city, whether it s in the U S or not.
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Like there s various different ways you can connect.
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And so I know if it s small city, they re going to trust me more.
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Small town.
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Yeah.
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If I know that if it s a big city, they re not going to trust me that much.
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So that s an indicator.
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So you knew I wouldn t trust you on a first date.
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Very much so.
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I do now.
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Thank goodness.
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Who is this guy?
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Who is this guy?
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Right.
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So I m looking at it from that particular standpoint.
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I m also looking about trying to make a connection.
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Maybe it s a sports connection.
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Maybe it s a travel connection.
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Maybe it s a business connection.
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But some kind of knowledge about that area brings me to communicate with them on a closer level, a smile level.
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And if you ask the right question, it brings you to smile.
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And you think that, oh, I ll just remember it.
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Like, oh, I ll just remember whatever, whatever.
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But you will not.
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I remember when I was doing so much networking, I would go to the bathroom with their card because people would like hand out business cards.
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And I would have like five business cards at once.
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And I would be scribbling on each one as fast as I could, enough stuff to remember about each person.
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I didn t want people to like see me doing it or be weird.
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So I would literally hide out in a stall and be like, okay, this person loves the Yankees, hates the Phillies.
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does this, does that, is aspiring to open their own business, like whatever little tidbits they told me.
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And then when I would write a file, and then I would, this is how dorky I was, okay?
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I would line up all the business cards I got at the networking meeting, and sometimes there were 20, 30 business cards.
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I would take pictures with all my notes, and then I would have my virtual assistants type that into my own filing system.
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Now, you could just put it into your CRM and voila, it s like easy shmeasy.
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Easy shmeasy.
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Yeah, that s a word.
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Sounds like any other book title.
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Yeah.
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So I did roughly the same thing.
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I would get a card.
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And while I was talking to the person, I would write down that information on the back of their card.
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And that way, when I followed up with them, or I followed through with them or said, Hey, let s go have coffee or lunch, I already knew what I had to talk about, because it was already written down.
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I never tried to remember
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anything.
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So that way I could concentrate on getting an idea rather than where their kid goes to school, what their birthday is, where they grew up.
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I don t have to remember any of that.
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If you re remembering everything a person tells you about them, then you re not meeting enough people.
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It s that simple because you should be meeting so many new people, new prospects, new leads, talking to that many new people that you can t possibly store that amount of information in your head.
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And if you re like, no, no, Jen, I got this.
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Like, I ll just remember what their favorite ice cream flavor is and how many kids they have and who has soccer.
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Okay.
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Guess what?
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A, either you re not going deep enough or B, you re not meeting enough people.
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So let me clarify that just a little bit deeper.
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If you re not writing things down, you re cluttering your mind with their trivia.
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When you write there down, when you write everything down, now you can create an idea or you can ask a question that allows you the freedom of thought because all the detail is written down.
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And if you see two or three people a day, just document what they say.
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It takes two seconds.
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And don t worry about your boss looking over your shoulder.
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Don t worry about, well, they re going to do what I do with it.
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Your job is make sales.
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That s your job.
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And if you can do that by taking notes and using those notes to be able to create a more intimate and more emotional relationship, you re going to win.
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Yeah, every single time.
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So you were talking about the things you enter into the CRM, the things you already gave one to every client.
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And so those were, where did you grow up?
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right?
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The next one is I want to know what project they re working on.
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What s their biggest thing and what s the barrier or what success have they had?
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Those are the things I want to know about right now.
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Even though it doesn t involve my product at all, I m looking to know what kind of person this is and what their potential motive to buy might be.
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Then that s part two.
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Let me give you part two of part two.
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I m going to say, tell me about.
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Tell me about this.
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Tell me about that.
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Tell me about this picture.
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Tell me about this project.
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Tell me about the most profitable sale you ve ever had.
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Tell me, tell me, tell me.
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And then I got it.
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If I know those things, I m going to be more emotionally attached to that person because they re being truthful with me.
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They re being open with me.
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They re being honest with me.
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That s where I m at with that.
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And here s how most sales go.
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Okay.
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Hi, I sell refrigerators and you ve just come to me and Best Buy.
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And I m like, Hey, okay.
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So what size area do you have?
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Take it you re here for a fridge.
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And then you start throwing up, showing up and throwing up all about your product.
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Yeah.
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Do you want this price point?
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Do you want this?
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Okay.
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We found the site.
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Like, but it s not a game of figuring out just the fit and the price.
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You can t get to that before you ve made the connection.
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Tell me about the last time your refrigerator stopped working.
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Ooh, don t want that to happen.
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But it s happened to everybody.
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So I m going to get a story from them that s emotionally based.
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Got it.
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Then I m going to say, Hey, if you could have any refrigerator here, which one would you pick?
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So like, okay, let s just role play that for a second.
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If you told me that I would say, well, actually I had this thing the other day, two weeks ago, we had a blackout for the first time here ever.
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And I had just gotten home with $200 worth of groceries and most of them needed to be refrigerated.
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And I was terrified to open the refrigerator because I didn t know when
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the power would come back and then everything would spoil.
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Anyway, I would tell the salesperson my whole story about how I got everything into the fridge in one fell swoop and everything into the freezer, and then the power came back on two hours later.
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But everything stayed cold.
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But still, listen, it was an emotional event.
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Now I ve connected with Jen a little bit more emotionally, and we re going to shoot the breeze a little bit.
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We re going to go, hey, let me show you the one I have at my house.
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Now you got it.
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Cool.
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Now, what s the third thing I m going to ask?
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I don t know, Jeffrey.
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What is it?
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Okay.
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I m going to say, where d you go on vacation this year?
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Notice everything I m talking about may not have anything to do with my product or service, but if I can get close to this person emotionally, they ll tell me the truth.
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Tell me about your vacation.
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Now, if I have something in common there, I m going to talk about it in a heartbeat.
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Oh, what beach do you go to?
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You know what?
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People have been telling me a lot this year.
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They ve been saying, you know, in COVID, I had planned to go to Dutton.
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Yeah.
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And now, finally, now they re going on their trip.
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I m like, wow.
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One of my best buddies just came back from Paris that he d been putting off for two years.
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The first thing he did was text me.
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Because that s where we ve been as a society.
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So I m looking at this from the standpoint, it s very simple.
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I m looking at this as a way to gain emotional connection and document it.
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And that s one of the unknown things of CRM.
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And it s one of the main things that you can use in pipe drugs.
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I can document my notes.
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Yeah, and you can put your own template in there so that each time you pull up a new person, you re figuring out those same answers, which is pretty cool.
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I just want to wrap all of that into what I would add to that.
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Is that cool?
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Sure.
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So a long way of asking those questions.
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I would be listening intently for any shared values that you can pull out of that.
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So a value is something that you value personally.
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It might be family, it might be love, it might be money, it might be security, it might be or like safety, it might be travel, but there s specific values that you have and you should figure out what yours are and then
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listening closely to their values because people mention their values all the time and it s up to you to pick up on it.
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So, you know, they might mention that they want to go somewhere and travel and bring their kids and then you re going to figure out, okay, it sounds like family is important to them, right?
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Or they re going to want to do something and they re going on all these dates and does it sound, oh, okay, they re looking for love, you know, like, or
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Maybe not, but you know, you ll be able to suss it out as you ask more questions.
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And the way to do that is really to listen for those shared values.
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Active listening involves taking notes and CRM is the perfect medium to use to take notes.
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Yeah.
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So listen, you could use any CRM, but why not use the best CRM?
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It s the only CRM that we ve ever recommended and that we re using.
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Gettemr.com slash CRM.
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And you ll get an extended free trial.
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We contacted the people at Pipedrive because we literally love it that much.
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Like let us give our people something.
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So you ll see our Gettemr VIP, you get 20% off and it s pretty awesome.
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In the meantime, you guys, we re leaving, because we have dinner to eat.
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We have fish to fry.
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Oh boy.
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And we will be there.
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And we have leads to put in our CRM and updates to make.
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Until next time, I m Jen Gittimer.
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I m Jeffrey Gittimer, and I m challenging you to find out personal items, personal things, active listening, put them in your CRM, and turn them into money.
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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.