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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, salespeople, 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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Welcome back, Diehard.
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And I need to ask you a question before we begin.
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What is the best part of your sales skill set?
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How would you know, Jeffrey?
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Well, here s the deal.
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If I ask, when I ask sales people, they go, well, I really get along well with people, and I really, my customers love me, and they always talk to me, they always return my call.
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Okay, great.
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My question to you is, what causes that?
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And how do you know what causes that?
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Are all of your customers like that?
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Or only your best customers like that?
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And then a bigger question is, what s the rest of your skill set?
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And how do you know?
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I interviewed a salesperson who was at the top of her game.
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When you say she was the top of her game.
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She was the number one salesperson of 3,000.
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Whoa.
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For two years in a row.
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That s not like one out of 20.
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No.
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And when I asked her what was her skill set, she had no idea.
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So we talked for about an hour.
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And during that hour, I uncovered what made her tick
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what made her relationships happen, and literally how she sold what she did.
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And she talked about her internal happiness, her joy for what she did, her genuine desire to help other people, her ability to ask a question that engaged, her ability to see the sale all the way through to completion, her ability to be there when it was delivered, all the things that made the wow happen in her salesmanship.
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Yeah.
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Or salespersonship, if I want to be politically correct in today s world.
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So I m going to ask the same of you.
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Diehard, what makes you a great salesperson?
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If I said, list your top 10 qualities, could you list them?
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If I said, make sure that you follow up with every single sales call and follow through with every single sales call to make sure that the delivery was complete, that the customer was happy as a clam, or do you go from sale to sale like every other salesperson looking for the next sale because you ve got to, quote, make your number?
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Imagine if you could know your skillset and know the skillset that is required to be number one out of 3000 and be able to figure out where you are on that spectrum so that you could improve every day.
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That would be pretty cool.
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What happened as a result of that is I began to create questions that would uncover salespeople s sales skills to themselves, not just to me or their boss, but salespeople want to know where they are.
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And you, as a diehard, you re out there every day busting your chops, trying to get yourself to the next plateau, and you have no idea what your skill set is.
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Most people think they know, but they don t know that they don t know.
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Like Jeffrey, you said something really insightful to me when we started working together.
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You said something along the lines of, regarding my sales skills, that I see the end of the sale before it happens.
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Right, you see where you re driving to,
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and you re working towards that goal.
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It s like having a roadmap.
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You want to go to Cleveland, and you start out in Columbus, and there s five ways of getting there.
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And sometimes there s a detour, and you have to work it around.
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But the object is to get there.
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And let s be honest, I always use the GPS.
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But in my head, I create my own GPS for the sail.
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Yeah.
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Anyway, I just thought it was really cool that you picked that up by just observing.
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And that made me want to dig in deeper to, well, what else do I do?
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What could I be doing better?
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What does this look like?
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You know, that kind of thing.
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So the question is, is there an answer?
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Is there a way that you as a diehard can find out what your sales skills are?
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And the answer is, of course there is.
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because I created it.
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And I think that once you have an opportunity to understand where you are as a salesperson, you get a hell of a lot better because you also, if you take the right assessment, you can also understand your weaknesses.
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Totally.
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You can understand where you need to improve as a salesperson.
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And that s why the assessment that we have in the Insiders Club is so powerful.
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But what s interesting is there s not like a hundred assessments out there that are skills-based.
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I ve actually never seen.
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That is a cool claim to fame.
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You created the only skills-based sales assessment on the planet.
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And it s very revealing.
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It will help you not just improve, it will help you become number one on your team.
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And it will help you understand how to beat your competitor.
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Because winning sales is subtle.
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It s not where you go in and you go, we have the lowest price, please sign here.
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And it doesn t work like that.
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In fact, it never works like that.
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No.
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So you have to understand what your questioning skills are, what your networking skills are, what your relationship building skills are.
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And all the elements, we have actually 10 buckets to determine where you are on the sales skill excellence path.
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One cool thing about the assessment that you created, I mean, there s many cool things, but one of the many
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is that you not only get to see where you are, but you get to see where you are in relationship to all the people who have taken that test.
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And there are thousands and thousands of people who have taken it.
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And so I just find that interesting to be able to see that data.
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There are answers to all of the questions that are asked of you on the assessment.
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When you take it, you get about a 20-page report.
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immediately on a PDF that tells you how you did, where you are, and most importantly, what you need to do to improve at your present skill level.
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And I created every question and every answer.
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I love it.
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All right, well if you want to jump into that assessment, see where you re at, and then get a certification program to complete the sales learning, hop on into the Insiders Club, Gittimer.com slash Insiders Club, and we ll see you on the inside.
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But until next time, I m Jan Gittimer.
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I m Jeffrey Gittimer.
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I m reminding you to assess yourself, 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.