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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittimer.
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And I m your host, Jen Gittimer.
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Well, in this podcast, we re gonna help you attract more qualified, unbelievable, ready-to-buy clients.
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We re gonna help you build loyal relationships.
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And the one thing you re hoping for, close more deals.
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Let s get into it.
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It s time to sell or die.
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Welcome back, Die Hard.
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And welcome to a show that will help you understand how you can win at sales based on other people s information and knowledge.
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Ooh, what do you mean by that, Jeffrey?
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Well, you know, I m a sales guy and I ve sold in New York City for a long, long time and literally around the world.
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And we ve created a course to certify salespeople in the strategy of assertive selling, something that I learned a long, long time ago.
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And we have refined over the course of the last 30 years, literally, where it s now more of a science than ever.
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And how many classes have we had?
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Four so far?
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Four certification classes?
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Yeah, three or four.
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And they re amazing.
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One s more amazing than the other.
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One kid bend all three of them.
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And because if you re good and he s their best sales guy, if you re good at selling, you get the fact that you can get better.
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And you get the fact that when you combine other people s wisdom with your knowledge, you re going to win more.
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You re going to gain more.
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You re going to
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Go, oh, that, oh, that.
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And you build on the successful skills that you have right now.
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We call it certification, but it s really wisdom.
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Jeffrey, why don t you explain the assertive selling process a little bit?
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Because that s a term that a lot of people are not familiar with.
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So I learned early on that when you force your presentation, you re telling people stuff and you re being aggressive.
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And in New York, that s how everyone was.
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So I decided to be less aggressive and ask people rather than tell people.
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And it worked.
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It worked unbelievably.
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When I engaged them in that conversation, they were hooked.
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They couldn t believe that somebody wasn t just belligerently telling them which end was up and how they have a relative that can help them get a deal.
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And that has gone on over the course of the last several decades to be refined and put to use that has brought millions and millions of dollars in revenue simply by not being pushy.
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So the assertive salespeople goes for the customer.
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The aggressive salespeople go for the sale.
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Big difference.
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I want to do business with somebody for 20 years.
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And the only way I m going to do that is not piss them off, not manipulate their clothes because I have a quota.
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That s total bullshit.
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And this is interesting because a lot of people are no longer in the same sales job for 20 years.
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However, they, they used to be right.
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Like they re two, three years now.
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And here s the deal.
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One of my clients was telling me yesterday or the day before that she just got a huge deal for her company.
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And I was like, well,
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Tell me more about it.
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Where did the lead come from?
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What did that look like?
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And she said, Jen, you re never going to believe this.
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It s one of my former clients from my former jobs.
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She said, I gave every single person a call and told them we had this opportunity to work on their stuff because in her new job, it took a different direction and she couldn t serve them anymore.
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And now she could.
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She called everyone and this customer gave her like the most baller opportunity because she owned that relationship, right?
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Because she didn t think of just the sale.
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She thought about what you re saying, the customer, and the minute they called her, the minute she called them, they respected her so much that they were like, yeah, we have this, we ll get like, go, yes, right?
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And that s what happens when you think in terms of the customer.
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instead of just the transaction.
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And there s many ways of thinking about that, but I don t want it to sound matter of fact.
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There s an emotion involved in this.
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When you start to ask about them, they begin to respond to you in an emotional way and you make a much deeper connection than if you re trying to force facts down their throat.
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Facts and figures are forgotten, stories are retold.
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And that s the strongest statement that I can make about how you engage somebody intellectually and emotionally
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at the same time.
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I want to know about their kids.
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I want to know about their college.
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I want to know about their sports teams.
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I want to know about their vacation.
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I want to know about them.
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And once I know that, I can build those examples into my own life and see if I can find something
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in common.
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Yeah, I m in negotiation with our AI company.
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And it turns out that the guy I m negotiating with not only is he Jewish, but he lived in Germany, not only live in Germany, lived in Berlin, almost the same time I did.
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Wow.
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Now, what do you think that does to a relationship when you can talk about
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going to the orchestra, going to the Philharmonie, going to sporting events, going to... I mean, it was just unbelievable.
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And in 10 minutes, we grew closer than we did in 10 weeks.
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Isn t that crazy?
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No, yeah, that s totally crazy.
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Okay, so the assertive selling process is about asking instead of telling.
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What else is different in the assertive selling process than most sales formulas?
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Well, assertive tends to be more consultative, and it tends to be more relationship-oriented than, hey, give me the sale-oriented.
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And I think that it s undeniable that you want two orders from somebody, not one.
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And if you manipulate somebody, you re going to get an order, but you may not get a reorder.
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the way the service team handles them.
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You re going to get an order, but you may not get a reorder.
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And so I m looking at this from a standpoint of, I m going to make sure that the entire team is on the same page, so that as you re going forward with the relationship, that it actually can morph into a friendship.
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And that is the strongest relationship you can have.
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It ll breed you referrals.
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It ll breed you new orders.
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It ll breed you
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All kinds of positive words of word of mouth, postings on social, everything that you would want in a relationship is there once you deepen it with personal interaction.
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Yeah.
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And one of the things that the assertive selling process takes into account that most.
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So I took lots of different certifications when I was studying sales over a decade ago.
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And none of them, I believe, even to this day, talk about the language that you use.
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And in our program, we talk about how one word can change the entire outcome of your relationship, your sale.
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everything, right?
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And you can think of words like, well, if you move forward with us versus when you move forward with us, those are like the known sales kinds of words.
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But we go so much deeper than that, right?
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We talk about pressure language and how that s impacting you and your customer.
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We talk about negation and when to use negation and when not to.
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We talk about soft talk words, words like maybe, I think,
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I believe those types of words weaken your ability to be seen as a confident salesperson.
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And who s someone going to buy from?
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Someone who s confident or someone who comes off as weak?
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There s another aspect of this, and that is that the aggressive salesperson tends to go, honestly, or believe me, or, and I mean that.
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And they expose themselves for the phonies that they are.
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And you can t, you hear it immediately and you go, oh, this guy s a phony.
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Honest dialogue is what separates that assertive salesperson from that aggressive salesperson.
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You know, I was talking to the real estate broker the other day that we re switching to.
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And I asked him, I said, okay, so I see, this is your fee.
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And I wanted to talk about the fee and whether or not.
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And he goes, Nope, he knew I was going to ask and whether you d be willing to negotiate your fee.
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And he didn t even let me finish.
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He was on me so hard, like, Nope.
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And I was like, well, he s like, Nope, I don t negotiate my fee.
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And I m like, okay, you know, it can t hurt to ask.
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And he s like, I.
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totally commend you for asking.
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He said, but I have been in this industry for too many decades.
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I have built too many relationships.
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I ve worked my ass off and I deserve every dollar that I make.
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And you know what?
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What that showed me was when we have someone that wants to buy our place, he s going to be a great negotiator.
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He s going to be tough.
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he s gonna fight for us just like he just fought for himself because that s who he is, right?
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And so your clients are watching how you conduct yourself because they know, or your potential clients, because they know that how you conduct yourself in the sale is how you re gonna conduct yourself after the sale.
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And that s part of what we talk about in the assertive selling process because you re literally setting the standard for what it s gonna be like to work with you.
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The other element is that aggressive salespeople tend to be bullies.
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This is only available till next Friday and that kind of bullshit.
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The assertive salesperson has balls and is not afraid to use them because they know in the end,
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It s a winning process.
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It s a winning formula.
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It s a winning strategy, and they ve done it before.
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They ve seen the results of it, and they have confidence in it.
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I commend anybody that won t back down on their price.
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There s no aggressiveness about that at all.
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It s all assertive.
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When the salesperson is aggressive and they bully you, they re actually the first person to back down.
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But here s the thing of what that tells me.
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That tells me that they have the fundamental beliefs that we teach in the program, right?
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They believe in themselves, they believe in their product or service, they believe in the outcome that they can help their customer get.
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And those are the beliefs that you need in order to have a price conversation where you re holding your ground.
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Because you need to go into that pricing conversation feeling so confident that you deserve that price.
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When you finish a deal with a customer, you have to believe in your heart that they re better off having purchased from you.
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Not that you manipulated them into a sale to make a quota, but rather you did the right thing and they bought.
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and they bought of their own volition and they re not going to cancel.
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And when you have that, you ve reached the heart of the salesperson or the customer, not the mind of the customer.
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Heart is where the sale is completed.
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And heart is where assertiveness leads to the next sale and a loyal relationship.
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Oh, yeah.
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It s all about the heart.
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So Jeffrey, we have created a new program and I m really excited about it.
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It s the sales certification combined with 12 months of coaching.
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So what we have found is you can come get certified, that s cool.
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That s a one-time thing.
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In order to make greater traction, make more sales, stay inspired throughout all 12 months of the year, we are working with
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qualified people to help them grow their sales.
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It s a group coaching program.
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It includes the live certification.
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So you still get to meet us and work with us in person over three days.
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And you get to see us monthly and be part of an online community of freaking amazing, amazing, amazing salespeople.
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all on fire like you are.
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You ll also meet, we have guest speakers that we bring in, other people that will affect your lives.
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We don t talk about them.
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They just show up.
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But I think more importantly, you re going to get an experience that will inspire you to be a better salesperson ongoing.
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You ll want to take that extra day.
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You ll want to take that extra hour.
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You ll want to take that extra meeting.
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You ll want to make that extra call.
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And you ll do it in a way where you re inspired, not pissed off.
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Do you have a like a mentor or a coach that changed the trajectory of your business, several.
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Yeah.
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I started out in speaking, my speaking fee was $1,000.
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And Missy Wells came over to me and said, you can t charge $1,000.
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I said, what do you mean?
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She said, your fee is $2,500, and that s final.
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I m like, OK.
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So I did.
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And I literally, two and a half times my income the first year that I started out, just because somebody else told me, no, you can t do that.
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Someone that you trusted, someone that you wanted.
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Totally.
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Yeah.
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Oh, totally.
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And that s happened all along the way.
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People have given me advice.
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Sometimes I found that it was right.
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Sometimes I found that it was wrong.
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But I always learned the lesson to move forward.
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When I submitted the sales Bible, Adrian Zachheim said, it s the first 50 pages will get you the rest of the read.
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And he was wrong.
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It s the first five pages.
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But I didn t learn that until after I d written my fifth book.
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So understand that all of the experience that Jen and I are bringing to the table from our sales experience, from our New York City experiences, from our travels around the world, that s based on real.
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There s no bullshit.
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There s no, well, I think it should go like this.
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No, I m not telling you that.
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I m telling you when I busted into somebody s office and cold called them and made the sale and left with a check for a ton of money.
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Yeah, yeah.
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So you can have the same kinds of outcomes when you join our 12-month program.
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It s gethemertraining.com slash gethemercertified.
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And we ll pop the link in the show notes as well.
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It s a monthly payment.
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It s super simple, gethemertraining.com slash gethemercertified.
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We re accepting people right now.
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So you re gonna wanna jump in on that and get in on the founding members rates because I can promise you in just a couple of months, these rates are going to
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Double.
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And I sincerely mean that because this program is a game changer.
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This program is a life changer.
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It s a business changer.
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And it s fun.
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There s no bullshit.
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You re going to be laughing your ass off and taking notes so fast you can t stand it.
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Yeah.
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Yeah.
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All right.
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Die hard.
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All right.
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I ll see you there.
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Until next time, I m Jen Gittimer.
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And I m Jeffrey Gittimer.
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And I m challenging you, if you re not certified, you re not making enough money.
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Cheers.
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Thanks for listening to the show.
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Don t forget to like, share.
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Yeah, share with both your friends.
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And subscribe to the podcast.
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And remember, we have a free 22-day sales challenge.
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Just go to gitterman.com slash sales challenge to start you on your way.