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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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So Jeffrey, how are your New Year s resolutions?
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You keeping them?
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Well, I don t make them, so I have 100% success rate.
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But it s amazing to me how many people make resolutions and make goals in January.
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And by February, they re in the shitter.
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And I m going to ask every diehard right now who s listening, and there s thousands of them,
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Tell me what you ve done.
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Tell me what you have achieved so far that s on your goal list or your resolution list from January.
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And my bet is you have fallen a little bit short.
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Someone said to me today, instead of making goals, they create desire.
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So like, and just hear this all out, because it was actually pretty interesting.
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It s like, what do you desire right now?
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Okay, I desire a $3 million house on the beach with oceanfront views, and whatever.
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Okay, so then if that s my desire,
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then what is the first next step I need to take or you need to take in order to make that happen?
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And I was like, oh, I actually kind of like that.
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It s like, it s not definitive enough for me in terms of an overall plan for the whole year, but you can think about that diehard, like what s your big desire right now?
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Maybe you want to go on a vacation with your family to Disney World.
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Maybe you want to go on a cruise, although I don t know if the cruise ships are cruising right now.
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Maybe you want to go to Europe.
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Maybe you want to go to where you were born, whatever it is.
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Maybe you just want a week off from work.
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And.
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Once you set that desire.
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What s your next big step, your next first step to get there?
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That s the hard part, Jen, I think people don t know the first step, they have a big goal, but they don t know how to break it down to a point where it becomes reality.
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And one of the things that, this is what people do, and I ve learned this over the years, I ll share it.
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People make material goals, but they don t, they can never get there until they improve or get better at what they do.
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They have to achieve something, they have to improve something in order to get to that new car or house or vacation.
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And the first step has to be, okay, where am I lacking?
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What skill set do I need to build in order to be able to get to that first step?
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What do you do?
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Because you ve been so successful at achieving goals.
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Well, I m a one-step-at-a-time person.
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I get a vision.
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I write down what the vision is.
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Then I document the seven steps, the 7.5 steps, the three steps, the 3.5 steps of what I need to do in order to make that happen.
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And I ve literally, I ve just,
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Funny you should ask that, because I ve just done it.
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I did it for myself to put myself in a proper position to get to my next level of things that I want to do.
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I talked about building a brand today on the 959, and I said there s 3.5 basic steps of doing it.
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You have to have content, you have to have consistency, you have to have creativity, and you have to have concentration.
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They just came to me, but I dissected it.
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Now I know what I got to do.
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So if I want to write a book on building a brand in 3.5 steps, I ve already got it.
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But I think that there s other things that you can do, for example, and let s take a big picture goal.
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I have to build a better relationship
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with a CEO of two of my customers so I can double my sales there and make a bloody fortune.
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That s a good goal, isn t it?
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So what do you think you need to do?
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And the answer is define what builds a relationship.
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What are the elements of the relationship?
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Am I friends with this person?
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Am I telling the truth to this person?
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Am I helping this person?
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Do we laugh together?
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Can I relate to this person?
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What s our common ground?
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What are our similar likes?
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All of those elements have to be defined.
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Now you can put them into action.
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That s clarity.
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Clarity will allow you to move forward.
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Because if you just make a big goal, you don t know where the hell to start.
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And I think that s one of the reasons people don t succeed at it.
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They get confused and just quit.
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Yeah, the whole New Year s resolution thing seems to be dying out.
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And if you re still going strong with your New Year s resolution, then kudos to you.
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But I think people have stopped making goals, making resolutions, because they don t want to fail themselves.
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And then if you don t dream big,
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You re failing yourself anyway, so you have to dream.
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You have to write it down, but you also have to plan for it and make it achievable and not just a New Year s resolution thing.
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It s not one bite at a time.
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You know, how do you eat an elephant one bite at a time?
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That s bullshit.
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What you have to do with your goal is define the elements of it and figure out the steps that you have to take in order to go one step, two steps, three steps.
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If you haven t completely defined it, it s not a goal.
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If you haven t completely laid it out, it s not a goal.
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Because once you do that, the clarity will be there for you to move forward.
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Without clarity- Sorry.
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I m sorry, go ahead.
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When you say define it, you mean write it down.
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Right.
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I mean, write it down in the clearest possible form and then
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Define it even deeper.
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Go to the nth detail with it, and it will become clear what you need to do first, second, and third.
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Very clear.
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You know what I find interesting is that 70% of people, probably say 74% of people, don t write down their goals.
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So if you write down your goal, you re already ahead of
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74% of your competition.
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I m gonna have a million dollar a year.
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I m gonna have a million dollar commission check.
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Whatever that goal is, write it down.
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Why?
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Because there s power, there s science backed power in writing down your goals.
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It s scientifically proven to help you achieve at a greater rate
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than if you didn t write it down.
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I mean, it s actually insane.
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I think they say you re like 80 times more likely to achieve your goal by just writing it down.
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Yeah, it s amazing what opportunities you have as a diehard that you re not taking advantage of.
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And by the way, don t quote me on that 80 times, because I don t know the exact percentage.
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The point is you re more likely to achieve your goal just by writing it down.
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And to you, Jeffrey, you re talking about defining your goal and really getting clear on it.
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And to you, that s automatic.
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That automatically means writing it down.
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But for most- Yeah, I voice to text it, but I m writing it down.
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Uh-huh, yeah.
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So, okay, what do you do if you ve made a New Year s resolution and you ve quote unquote failed and you still want to have a successful year?
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Now what?
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You rerecord it and you rededicate yourself to it.
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You don t quit after one shot.
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You keep going forward if it means something to you.
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And if you quit on it, it didn t mean anything to you anyway.
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I say, if you fail once, you go for it again.
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And then you go for it again.
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And then finally, cause nothing feels better than an achievement that failed, nothing.
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I agree with that.
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And then why don t you break it down?
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Like maybe you need to chunk it down.
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So if it was a really big goal, why don t you chunk it down into 90 day increments?
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What part of that goal do you need to achieve this quarter?
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And what are three actions you can take this week
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to help you get closer to achieving that goal.
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And then check in with yourself at the end of the week.
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Did you take those actions?
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If not, what prevented you from taking those actions?
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What actions do you need to take next week?
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Okay, keep doing that every single week.
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Keep doing that.
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There s one more reality, Jim.
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And this goes to every diehard.
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The great Jim Rohn said, if it s easy to do, it s also easy not to do.
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And so you put yourself in the position where you didn t actually take the actions this week that you thought you were going to take.
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You can discount it, but that s bullshit.
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You take them no matter what.
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You do it no matter what.
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My expression is even if your ass falls off.
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but you put yourself emotionally charged to a point where you take that action that you promised yourself you would do, or you re lying to yourself.
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Why would you do that?
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It s just you.
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I put my stuff on my bathroom mirror, you ve seen it a hundred times.
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And it reminds you, you can t help but look at it, and it reminds you, and finally you take action on it.
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You can t always take the actions you plan, but you can always eventually take the actions that you dedicated yourself to.
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How do you feel?
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I agree with that.
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What do you think it is that word dedicate yourself is so key in that.
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Like, how do you dedicate yourself to a goal?
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It s almost like dedicating yourself in a marriage.
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You concentrate on it.
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You can t just do it with a thought.
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You have to do it with a concerted effort.
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If you re not willing to take the concerted effort, you re on the wrong team.
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You need to go ahead and get a ribbon somewhere.
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I tried.
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Can I have my ribbon?
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Oh my God.
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All right, listen, if you failed at your New Year s resolutions, that sucks, but it s okay because you can give yourself permission to reset and continue to go for it.
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And if you don t do them in February, do them in March.
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Don t worry about the time.
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The time passes.
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The challenge is for you to start to achieve it and achieve it in a way where you re proud of it.
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That s right.
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Until next time, I m Jane Gittimer.
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I m Jeffrey Gittemer, I m challenging you, resolve to be a dedicated achiever, 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.