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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 Gietemer.
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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, 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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Diehards, this is Jeffrey Gittermer.
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And I ve been doing this for a long, long time.
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And this is what I ve observed about salespeople and diehards in general.
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You learn how to sell, you learn the fundamental tactics or strategies, but you still need someone to guide you to victory.
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No matter how skilled you are, and you look at the best tennis players, golf players, football players, whatever they are, they all have a coach.
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and you need one too.
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You need some kind of a sales coach to let you take all of the information that you ve learned and gathered over the years and go out and fulfill your dream of making that sale.
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Jen, you do coaching.
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Yes, I do.
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Don t your students love it?
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Yeah, I love coaching and I also receive coaching.
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So for example, I have a business coach.
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I also have a tennis coach and it s very popular or it seems normal to have a coach in sports.
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But it s not as normalized to have a coach in life or in business.
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It s like, well, why is athletics different?
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Why should it be different that I can have a coach on the court but not a coach in my business?
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or as a salesperson?
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I think in athletics, Jen, there s a specific skill set involved and you want someone who s superior.
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But in life, in coaching in life, you don t know as much that this person can actually help you.
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So there s a hesitancy.
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Who is this guy?
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What s he going to do for me?
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And that s okay, I ve tried to write my books in a coaching manner.
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I tried to give people information that they can immediately put into action.
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And I can t be there to do it one-on-one, but I can do it one-on-many.
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You do one-on-one, what s it like?
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One of the reasons that people have athletic coaches is because it requires a specific skill and you know the qualifications of the coach before you start the game.
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He was a professional, he did this, he was a college player, whatever, but you know the background of the guy.
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In life, it s a little bit different because everyone s life situation has a unique quality about it.
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Maybe you have two kids, maybe you have a special needs kid, maybe you have no kids, maybe you ve succeeded in business, maybe you failed in business, but whatever it is, you want someone that can harmonize with what it is that you re doing and offer you advice that works.
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It s a risk.
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Yeah.
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And for me, it goes deeper than that.
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When you have a coach, they need to be able to see things that you re unable to see.
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And so they need to be able to look at it with a different lens, with a different perspective.
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And I ll give you an example.
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Just this week, I had one of the biggest tennis matches of my life.
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I played line one, which is the hardest line against the best team in the league.
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and you watched it, it was really an intense match.
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And last time we played, we were beat 6-0 in like every set.
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And so this time, we really came back with a vengeance wanting to win.
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And we, first set we tied, went to a seven point tiebreaker, we won.
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Second set we lost.
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So overall, we went for a third round to call who was gonna win the game.
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And we were up 5-2.
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and they beat us seven, five.
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And there s so many lessons to take from that, but there was one major one that I didn t see.
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And my coach said, Jen, when you re up like that, when you re up five to two and you only need one more to win, that s when you step it up a notch.
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In many situations, people will get relaxed, almost complacent in that situation.
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But what you need to do is kick it up a notch and close it out.
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And it s the same thing for you, diehard.
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When you re up and you re making all the sales in the world and you are like,
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fat and happy and so freaking excited that your bank account is growing, your commission checks are growing, and you re bringing in all the sales, guess what?
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That s when you take it up a notch.
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That s when you maybe hire an assistant to help you make more calls or get more leads.
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That s when you use the momentum of whatever it is you re sitting in to close more sales, to close bigger sales, to create more profit.
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And if I didn t have a coach in that moment, I would not have seen that lesson.
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I would have thought, oh, well, maybe I should have loved them more.
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Maybe I should have done this more.
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Maybe I should have, like, because I was in it.
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You can t see it when you re in it.
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The same applies to selling.
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you can be doing the greatest job on the planet and still miss what s going on, the big picture, because it really takes someone else who s experienced, who can see that for you and who can provide the mirror for you and show you what s really going on underneath.
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Now with that lesson, there comes one element of surprise.
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You can have a sales coach, you can have a sales leader.
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They can help you emerge.
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They can help you make a sale that you couldn t see or that you lost, or even bring someone with you on a sales call.
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But the secret to this is for you to record yourself.
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Put your cell phone on record and throw it in your briefcase or your purse and record your entire presentation.
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It will point out every single flaw you ve ever had and give you an opportunity to fix them.
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I m challenging you that you are the best coach you could ever have.
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And you won t know it until you try it.
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You may think I m full of soup,
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But I m telling you, I ve done it to myself and it works.
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It s a miracle, literally a miracle worker.
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And if you send it to your coach, he or she can help you even more than that.
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Think about the recordings you ve received, Jen, or the videos you ve watched of other people.
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Weren t you able to impact them significantly by watching how they did what they did?
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Oh, yeah, it s it s what I did in the very beginning.
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When I was making sales, I would I bought a mini recorder.
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It was like the size of my palm.
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And I recorded every single sales conversation I had.
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And then I would spend a couple of hours at the end of the day, playing on fast speed, all of the conversations I had.
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And I would I would be like, oh, my God, when I said this, it sounded so dumb.
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OK, let me play it at normal speed and listen back.
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OK, now let me write down what I could have said instead.
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Then going into the next sales call, let me let me practice saying this instead and really taking with me two or three things that I could
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that I could bring on the next sales call to improve because you can t improve 16 things at a time, but you can improve two or three things if you focus on it.
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Now, I had no idea.
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that I would later on become a coach.
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But in that moment, I was coaching myself.
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And so if you have that ability and the patience to do it, and you actually want to grow, that really is the best way to grow.
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I agree, Jen.
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And I ve done it for myself.
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I literally I became a 100 times better speaker.
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by recording one three-hour talk that I gave, watching it twice, taking notes, and carrying those notes with me for three years in my front pocket, so that every time I gave a talk, I took the wrinkled piece of paper out of my pocket and spread it out.
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I may even have that paper somewhere in my archives.
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It s unbelievable.
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You already have hired a coach, Dayard.
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It s you.
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And what you have to do is make certain that you can pass your own coaching test.
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You may not wanna hear it, you may not like it, but I m telling you, it s the beginning of your success when you realize where you can improve and then hire a coach and say, hey, here s my old one, here s my new one, help me get better.
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And here s the thing, it s like going to the gym.
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You re not gonna go to the gym and start out with 20 pound weights and then today, and then tomorrow, all of the sudden see progress in your arms.
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Like, look, I lifted those 20 pound weights and now I have this muscle.
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No, that muscle comes from the reps.
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That muscle gets, you can see the visible change by doing the repetition.
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And it s the same in your business.
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If you wanna get better, you take the repetitive actions towards getting better.
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You can t just do something once and then say, okay, I ve improved now.
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No, you keep doing it.
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You keep showing up and you keep investing in yourself.
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And you put yourself in a winning position when you ve documented where your weaknesses are and turn them into strengths.
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It s not an easy thing.
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I have, and really, Jen, I should, we should go out on this note.
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You don t get graded sales in a day, you get graded sales day by day.
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Yeah, that s good.
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Same in life.
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But in sales, it s a hell of a lot easier to define, because at the end of a week, you can add up your sales and add up your commissions.
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Well, until next time, I m Jen Gittimer.
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I m Jeffrey Gittemer.
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I m reminding you to record 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.