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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 best-selling books and the creator of the seven-figure sales formula program.
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I grew up in Philadelphia, sold in New York City, but was smart enough to move to Charlotte, North Carolina.
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And I m the author of Sales in a New York Minute and creator of Breakthrough Business Babe Community.
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Fun fact, I m obsessed with our dogs and consider them humans.
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If you have a dog, you know exactly what I m talking about.
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SellerDai is for sales professionals, sales people, sales managers, entrepreneurs, and business owners who want to sell more at full price
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earn loyalty, and have an unlimited stream of referrals.
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Every single episode is gonna give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on, all while creating relationships that you can take all the way to the bank.
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It s time to sell or die.
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Welcome back, Die Hard.
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In last week s episode, we talked all about gratitude, attitude of gratitude, and how to express your gratitude.
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And in this episode, we re taking it one step deeper, one step further.
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So if you could refer all of your friends to listen to this episode, we would be ever so grateful.
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That s specific gratefulness.
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Oh, good example, Jeffrey.
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Thank you very kindly, Jen.
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So, Dayard, I want you to think about this.
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You re thankful for someone.
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You re grateful for someone.
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But the question is, how specific are you about it?
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And I think there s a strategy not only to be specific, but to be sincere.
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your sincerity is felt by the other person significantly when you issue them words of gratefulness or of your gratitude for them.
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And I m going to give you a couple of specific examples.
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I think this goes deeper than gratitude and what you re talking about or what I think we re about to talk about on this episode is not just gratitude, but also sincerity in sales.
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How do you be sincere in selling and in building connection and rapport with your customers
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without sounding like you re just being trite.
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Or trite is one word, but also you re trying to acknowledge the fact that the customer has done you a service or a favor by giving you an order.
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And there s all kinds of ways that you can acknowledge your gratefulness, but most salespeople do it wrong.
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Most salespeople are insincere about their real feelings about what happened.
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Yeah.
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Or they don t mean to sound insincere or come off insincere, but there are specific key words that make them sound that way.
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And so we re going to give you an insight today into some of the words to say and not to say.
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I feel like we need our own buzzer, like, you know, the good ones and the bad ones, but anyway.
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We re going to tell you what to say honestly.
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Don t say honestly.
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We were on a call with someone this morning.
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And he used the word honestly so many times that I m like, are you actually being honest?
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Why are you using that word?
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People are dorks.
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Honestly, I, oh, just too bad.
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Just bad.
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Don t use that word.
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Just be honest.
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It s really simple.
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Just be, if you re always honest, you never have to use the word honestly because you re always honest.
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And I mean that.
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Honestly, it s the lowest we can go.
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And I mean that.
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Yeah.
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Not no good, no bueno.
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No bueno, I mean that.
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So, and I mean that when you compliment someone and you tell them that you re grateful for them or you re thankful for them or you re appreciative of them, never say, and I mean that.
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Because what it says is you don t.
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When you say, and I mean that, that s a marker to me.
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It irritates me so much.
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I want to,
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say, ah, I caught you, no, you don t mean it, and they wouldn t know what to do.
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No, no, no, I meant, no, no, you didn t mean it.
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You say it once, you say it sincerely, you say it honestly, and then you re done.
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I m sorry does not sound authentic.
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Well, most people who say something like sorry about that don t really give a shit.
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What they re saying is, oh, tough shit.
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Sorry about that.
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Yeah, I spilt that on you.
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I m sorry.
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Sorry about that.
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Oh, you tripped and fell.
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Sorry.
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Yeah.
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So I think you need to look at this from the perspective of challenging your own word choice.
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Putting yourself in a position where you re happy with your words because they mean something to you, not just to someone else.
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Yeah, it s really interesting because the, the certification program I m taking, and by the way, I will talk about it a little bit more on a future episode and maybe we ll even have one of the main coaches come on and feature him.
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But in the certification program I m taking, we talk about language and we talk about the power of your words and words like, I think, I feel, maybe, just,
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These are all non-empowering words.
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Or put another way, they re soft talk.
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They re words that
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make you feel less confident.
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And when you use them, you sound less confident.
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Especially, I will say this, because now that I pay attention to specific word choices that people use, I notice that women more often than I ve noticed men.
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Now, I m not saying I know everything and that I m the- Yes, you do.
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And that s why- No, no, I m not saying- I ve never met a woman who knew everything like you do, honey.
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No, no, no, I am not- And I mean that.
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I am not some well-researched scientific study over here, but just in the past couple of weeks, paying attention to the language that men use and the language that women use, I ve noticed that more women use softer language.
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I feel like, and then they come out with this baller statement of something really freaking amazing, where, you know what?
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If you feel like something should be done, then say something should be done.
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Delete the I feel like part.
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If you think that maybe, that s like double soft talk.
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I think that maybe we should try, look at all that soft talk.
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Right?
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To increase people s quotas.
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And we re not saying you need to be a dick about it.
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What we are saying is you need to be assertive about it.
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Right.
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Affirming about it.
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Yes.
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There is a time for soft talk.
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There is a time to use that kind of language.
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And there is a time to be strong and confident and empowering.
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And whether you are a male or female, pay attention to these words.
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And if you don t know if you re a male or a female, this is not the podcast for you.
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Yeah, that s a different show entirely.
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We can t explain that science.
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That s different.
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Yeah.
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So pay attention.
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Are you using these words in your emails?
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Are you using these words in your day-to-day life?
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Are you using these words at home, in the workplace?
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And you can go back and listen to these words over again and come up with some of your own.
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Come up with some of your own that either make you sound insincere or less confident and then cut them out of your life.
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You don t need those words.
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Trust me on that.
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And so you these are words when you re
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When you re giving words to someone, it either builds or destroys their trust.
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And the challenge for you is to be affirmative, to be assertive, not aggressive, just assertive, and believe in your own words.
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Your tone will tell the other person whether you believe them or not.
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And when you say, and I mean that, it takes all the meaning out of it.
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You can take all the meaning out of it whatsoever, or honestly, or trust me, they re just, they re bullshit words that you re trying to convince yourself, not the other person.
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You know, did I say it okay?
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Do you think he likes me?
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Just be yourself, dude.
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You re going to be fine.
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Or do that.
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Yeah, or do that.
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Well, that s it for now.
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That s all the words we ve got.
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Until next time, I m Jan Gittemer.
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And trust me, I m Jeffrey Gittemer.
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Thank you so much for listening to Sell or Die.
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We hope that this episode has
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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.