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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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Well, it s been a couple of weeks, hasn t it?
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You know, it s been a long time since we recorded our last episode.
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Unbelievable.
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It seemed like a year ago.
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I think we skipped an episode here or there, and we ve been on the road for what feels like... It s like we weren t traveling at all because of the pandemic, and then all of a sudden, travel went to an all-time high.
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Like, we had three trips in three weeks.
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I was in the airport today, and it looked like Christmas.
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Literally.
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That is so insane.
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Oh, man.
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You can tell when it s getting busy here at the beach because the parking lot begins to fill up so fast.
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Traffic actually stopped on the highway today when I was coming in from the airport.
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That is insane.
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I know.
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I know.
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Are you experiencing that where you are or if you re traveling right now?
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What s it like for you?
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I want to know.
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Exactly.
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But I think that things are not returning to normal.
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Things are just busy.
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Yeah.
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And I think you can t confuse the two.
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No, and I don t want to call it a new normal.
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I don t love that term.
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But there is a new way of interacting with this world that I think has become, and some good that s come out of it is just things are a lot more digital, which is cool.
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I think there s a lot of positive anticipation.
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Yeah.
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People are trying to recover.
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People are trying to unmask.
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People are trying to fly someplace or drive someplace that gives them pleasure and try to make the best out of what has happened.
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Totally.
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Okay, so let s get into this week s topic.
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No, this week s topic is
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one that salespeople have complained about probably for 50 years.
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It s a holiday.
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No one s at work.
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I can t get anybody on the phone.
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Well, that might be after two tries or three tries, but as a salesperson or a diehard, you give up too easy.
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If three people aren t there, you go, well, no one s there.
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Well, three and no one, there s a big disparity there.
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And my recommendation would be keep trying.
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Someone is there and they re there by themselves because there s no gatekeeper, because the gatekeeper is gone.
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But bosses come to work when no one else does.
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Yeah, and it s interesting because if you re leaving things to a holiday week, that s just, no offense, poor planning.
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Like, really poor planning.
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When people are in vacation mode, let s just talk about you.
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Okay, diehard, when you re in vacation mode, are you in buying mode?
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Maybe.
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Maybe if you re going to the beach, you want to buy a cooler, you want to buy a swimsuit, you want to buy a sunscreen, but are you thinking about purchasing something for work?
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Most likely not.
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So what I would do, I mean, if I know someone s going to go away for a holiday or something, I would send them a Frisbee and some of that spray-on sports sunblock.
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Oh yeah, all the chemicals.
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Well, Jen... Not everyone s like me, and they re not... No, very few people are like you, and most people just go to the store and buy sunblock.
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That s true.
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I don t.
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For the record, I don t, but most people do.
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And so the challenge for your customer is, are they going to get a smile when they get a Frisbee and a can of sunblock, whether they use it or not?
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Yeah.
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It s better than you complaining about the fact that no one s there.
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Why don t you give them something to think about while they re gone so that when they come back, they re going to write you a thank you note.
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Here s another cool thing, right?
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If you feel like all of your prospects are on vacation this week, take a vacation.
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Right.
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Okay.
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What are you going to do?
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Like following up with people, pissing yourself off that they re not calling you back while they re sitting on the beach, enjoying their margarita.
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Okay.
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Not making a buying decision on July the sixth.
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The one there may be back in the office or seventh or whatever.
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Why are you trying to bump into them on the beach?
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Yeah, just go where your customers go.
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I mean, don t like be stalking.
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Bob, what a coincidence.
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Well, don t like stalk them and, you know, whatever.
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But if you go, how many times have we been in a nice place, right, where our customers are likely to hang out and we re there just because we want to be there.
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And we run into someone, start talking to them, and it turns into a deal.
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Right.
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We have not followed up with one person that gave me his card and said, call me.
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in one of the restaurants down here.
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But we re gonna.
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And I think that you need to look at it from a standpoint of it s not lost.
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Go meet new people.
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Right.
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Go find another way.
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There s always another way.
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Right.
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If you re looking for it.
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Now, you re never going to find it if you re whining about it.
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Because whiners don t make any money.
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Winers aren t looking for opportunities.
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Winers are giving up their creative power and letting their negativity take over their positivity.
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Not good.
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And it usually lingers after the holiday is over and you re going to meet people after the holiday and you re still going to be a winer.
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Okay, so non-winer diehard.
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Here s what I used to do when I was a salesperson working for another company.
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And this might be helpful, but I would plan out the holidays in advance, right?
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So look at the calendar.
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You already know when Labor Day is going to be.
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Write it down and then write down your sales deadline prior to that.
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So if you know everyone s going to be out on September or whatever, then when do you need to have your meetings by so that you re connecting with people before they go away?
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Or you have an appointment for when they return.
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Correct.
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So what do you need to do so you can plan around that?
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And if you re blocking the time out and being proactive about it, you re never stressing out that it s down to the wire and maybe the end of the quarter, like right now, end of June, beginning of July, and you re like, well, I didn t make my number because everyone s on vacation.
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No, you didn t make your number if you didn t make it because of poor planning, not because they chose to go on vacation because you could have probably guessed.
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Yeah, let s blame the customer for going away.
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have probably guessed all year that people have been cooped up for a year and every chance they get in 2021, what year are we in, they re going to try and go away.
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So this is the challenge and let s combine what we talked about at the beginning and now.
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If you know someone s going to go away, send them a going away present.
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I love that.
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And let them feel like you care about them and not just their order.
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Send them coffee for their first day back.
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How cool would that be too?
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Anything that you can do that sets you apart from the other dorks that are your competitors.
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People that have no concept of how to treat a customer.
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People have no concept about how to be creative as a salesperson.
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And you re a diehard.
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What you re saying, Jeffrey, is send them something that lets them know you re thinking about them.
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And in a way that you care, and it s genuine.
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Like, don t just send them something to send them something that s dumb.
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Send them something that they re going to want to show to every single person in their office and their family and all that jazz, because it touches their
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heart.
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Or at least creates a smile.
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Yeah.
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And I think that it s not that hard to do.
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I think it s not that expensive to do.
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But the value of it is going to linger.
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If you send somebody a coffee mug, this is an example.
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Every time they use that mug, they re going to think of you.
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So it s going to get down to about a nickel a cup after a while.
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If the coffee mug is cool, if you send them something with your name on it, let me come to your house and... I was going to say kick them in the groin, but it s not really an appropriate thing.
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Let me... And there s many females who listen to our show.
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Yeah.
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So let me come to your house and at least slap you with a wet washcloth.
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No!
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You re already slapping your own self if you re sending shit out with your name on it.
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No one wants it.
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Okay?
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Correct.
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And marketing, in their ignorance, thinks it s cool to print something.
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It s okay if you have your logo for your people.
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They want that.
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But your customers, that s why they have recycle bins.
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And you have to look at this from the perspective of, I m going to send them something about them that I know they would use.
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Do you think the customer wants their name on a shirt or your name on a shirt?
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Which do you think?
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Yeah.
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Anyway, I hope you had a great holiday if you re on holiday.
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Yeah.
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We re not going to say what the holiday is because this is a timeless show.
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Somebody could be listening to this for Thanksgiving.
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They could.
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But what I will say is now is a really great time to create your own independence.
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And have your own holiday.
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If your customers are on a holiday, Jen already told you what to do.
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Did you not pick up on what I was saying?
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Yeah.
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Oh, okay.
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I did.
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I just chose to ignore it.
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Come on.
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It was so... Very, very, yeah.
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I was going to talk about independence and freedom.
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And the flag.
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What else?
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Oh, man.
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All right.
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Die hard.
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Until next time, I m Jane Gittimer.
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I m Jeffrey Gittimer.
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A penny saved is a penny earned.
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by the late great Ben Franklin, who wrote the Declaration of Independence just as a thought.
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Bye-bye.
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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.