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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 going to help you attract more qualified, unbelievable, ready-to-buy clients.
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We re going to 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, Diehard.
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So for those of you listening on the audio version of the podcast, Jeffrey and I are together on a video Zoom.
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Well, we re separate, but together, if that makes sense.
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Like we re in different places, but we re together on Zoom.
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It got really complicated for no reason.
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We need to talk about making sales right now because I believe that making sales is going to get a little bit harder.
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The economy is slowing just a little bit and people are more worried about making a sale than actually making a sale.
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Like you re spending your time in worry instead of investing your time in sale.
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It s crazy.
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But the office talk will be about what s going to go wrong rather than what you can do that s right.
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So avoid that.
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That s your first lesson.
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Avoid negative crap about what s going on.
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The world is not going to come to an end.
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Everything s going to be fine.
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I thought about it last night, Jen, as we were getting ready for this.
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I ve been through a half a dozen of these times.
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I m old.
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And as a result- Older, we ll go with older.
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Okay, but I ve been through many of these up and down cycles in the economy.
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And eventually, it s like the sun goes behind the moon, when we have an eclipse, it comes back again, you know, the spin a little bit, and all of a sudden, oh, well, there s the sun.
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Oh, we re saved.
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But you can t put your time in the worry mode.
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So tip number one is set your mind straight.
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So by the way, diehard in this episode, we re going to be talking about a couple things, maybe like three things that you can do specifically to be sharpening your sales skills right now and getting out of that worry mode.
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So I always think about it to what you re talking about as, and this is maybe as a bonus thing, but as you re always manifesting.
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And so if you re stuck in the worry, you re actually manifesting whatever it is you re worrying about.
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If you re focused and your thoughts are on creating the outcome that you want, then you will manifest that outcome.
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But some people like to think like, Oh, I m not, I m not very good at manifesting or I m always manifesting.
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It s just, if you don t like your outcome, check your thoughts.
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Right.
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Your outcome will affect your income.
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Ooh, I like that.
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Yeah, I know.
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Wait, that deserves like more of a mic drop moment.
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Can you say it again?
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Like looking at the camera?
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Your outcome will affect your income.
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On my desk, the great Rex Eagle gave me this wire sculpture and it s hard to see, but it s a guy with his briefcase walking.
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And that s what you need to do.
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You need to get out and get going rather than staying back and lamenting.
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You can t worry about what s going to happen.
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You have to just let other people do that.
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Say, listen, look at all those people out there worried about their bullshit.
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I m not.
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I m moving.
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Just call people on the phone.
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Ask them how they re doing.
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Literally, when we re done this morning, Jen, I have three back to back to back to back meetings with people.
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Yeah.
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Exactly.
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Bring in that money, honey.
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The minute we re done this podcast, I m going to meet with two people.
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I don t even know how I m going to end one and get to the next one without saying, I m sorry, I got to go.
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I got another meeting more important.
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But here s the cool thing.
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You re doubling down, and hint, because this is one of the strategies we re going to be talking about.
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But you re doubling down on getting in front of the right people.
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you re doubling down on it because you know, and I know, and diehard you should know, then now is the time to do that.
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So let s talk about these three strategies that you can immediately implement in your business.
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Number one is to double down.
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Is that fair?
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Yeah, make more meetings and be busy talking to people who can say yes.
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Be busy talking to people that can say yes.
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And maybe you re talking to someone who can influence someone that can say yes, but stay on the path to yes.
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That s the easiest thing to do because you already have some kind of base.
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Get in touch with your base and ignite them.
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Talk to them.
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And they were so busy that they couldn t say yes to me.
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They assured me they were going to say yes, but not until November.
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I m not telling.
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Oh, a customer?
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Yeah.
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Cool.
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I mean, like great that they re busy.
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I m happy for them.
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That s awesome.
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Exactly.
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They re busier.
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They re very busy.
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Okay.
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So this is such a big topic, like these strategies that we re going to be giving that let s go into detail on them on a webinar.
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Okay.
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Oh, wait.
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We ve planned that.
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Okay.
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So you guys go to get them or training.com slash tech webinar tech is T E C H webinar.
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Get them or training.com.
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We ll put in the show notes, get them or training.com slash tech webinar.
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And enroll in our free masterclass that Jeffrey s going to be doing to really go deep, because this is a podcast, right?
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Like how much time do you have in a podcast?
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But on a webinar, you are going to have 30 minutes of meat and Q&A with Jeffrey.
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So make sure you go to that website and enroll in your free seat.
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And I m going to give you a clue.
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Technology is going to play a role along with you.
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There s going to be a balance of tech and humanity in this process so that you can speed up to the ending.
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The whole idea is to create momentum towards yes.
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There s a way to use tech.
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so that it s simple and easy.
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And I think that sometimes tech can get in the way of the human interaction, but the way that we try to use tech is it makes everything and the process and everything easier.
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So we re going to be talking about these strategies in detail and how we use tech to make them simple.
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But the second strategy is to stop following up.
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What do we mean by that?
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Well, you have to follow through.
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You see, if you follow up, it s only, did you get the proposal?
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Is the money ready yet?
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Can I come go over and get the money?
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No, this is a matter of building out the relationship.
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You re assuming that you have a yes.
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And now you have to get multiple yeses.
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Cause if you only get all the people that use your products and services, they re going to use them again.
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The only question is, are they going to select you?
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And so that follow through process is what s going to get you to that second yes.
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And that third yes.
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And that referral.
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rather than simply making, quote, I made a sale.
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That s great.
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You made a sale.
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In 1993, I wrote, if you make a sale, you earn a commission.
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If you make a friend, you earn a fortune.
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And that s the strategy that we re going to be discussing along the way.
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It s pretty interesting.
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I remember I was in an office in New York city, but I ll spare the details.
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But I was writing the sales Bible at the time and seeking help.
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And I showed the guy this statement.
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If you make a sale, you re in a commission.
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If you make a friend, you re in a fortune.
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He stopped the meeting, called in his people, had them put the saying up on his website and printed it out and put it on everybody s desk.
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Wow, that s cool.
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Yeah.
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Yeah, that s really cool.
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So be aware, be aware that there s a process of follow through that will lead you to way more than a sale.
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And that s the secret.
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Most bosses, most books, most gurus will tell you you have to follow up.
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And I m saying you re wasting your time.
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If you do, you can make a connection, but you better have something beyond the follow up that leads to follow through that leads to the sale.
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Yeah, 100 percent.
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If you want the third thing, you better come to the webinar.
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No, we ll give the third thing.
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No, we re not.
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So hold on.
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If you re interested in an epic follow through story.
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Yeah.
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Listen to a couple episodes back where I talk about my year and a half long follow through and how I secured a multiple six figure soon to be more deal based on that follow through.
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Yeah.
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But the third strategy, because we ll save what the tech piece is and how to demo that and how to show it and all that.
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But the third strategy is all about turning customer relationships into loyal referring friendships.
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And I think that goes along with Jeffrey, what you were just saying with, if you make a friend, you earn a fortune, right?
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Because how many of our customers are we actually friends with?
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And salespeople will say, I have great relationships, but they still bid on jobs.
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No, that s a bidding relationship.
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Bob or Mary needs to call you up on the phone and say, this is what I need.
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When can I get it?
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Right.
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Not how much is it?
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Yeah.
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I mean, we go to dinner with our clients.
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We learn about their personal lives.
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Like we enjoy becoming friends with them.
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That is part of the fun.
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of working at a high level with some of these clients.
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And I just challenge you, because I used to have this thought, this belief that I couldn t become friends with my clients because there needed to be like this boundary there.
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And I think that at the time I was much younger and I was trying to be very professional.
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And even though I was successful in selling, I have come to realize that building a friend creates better sales.
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Way better.
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Versus being professional.
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And I ll tell you a secret.
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And it s more fun.
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There s two secrets of knowing if you re a friend or not.
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Ready?
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Number one, you get invited to their Christmas party.
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And I use that as a measure.
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When I first moved to Charlotte, I used that as a measure to see where my friendship was with these people.
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And number two, you invite them to lunch or dinner and they insist on paying.
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Like you think you got to pay, you re taking them out and you re going, okay, this is going to cost me 200 bucks.
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And then they pick up the check.
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And that way, you know, that they feel the value of the meeting way beyond the amount of the money that the meal costs.
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They want to show you that they appreciate you.
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It s subtle, but it s huge.
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It is huge.
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It is huge.
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So figure out how many Christmas parties you ve been invited to for the season.
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Exactly.
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That might tell you if you need to form better friendships.
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Yeah, exactly.
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But I will say like creating the friendship makes it so much more fun because without the friendship, it s more of a transaction.
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And I m going to give you one subtle thing, Jen, for people that sign up for this webinar.
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There s a process in the very beginning, as you use tech to be able to make a sale, you also use tech to create attraction.
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And I m going to share with you how you do that as well.
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There s a very unknown law that everyone boasts about, but no one knows what to do about called the law of attraction and it s undefinable.
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So I m going to define it and then we re going to go.
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Is that cool?
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Yeah, let s do it.
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Okay, it s the law of value attraction, and we will go into that in depth in the webinar when we see you in just a short period of time.
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GittimerTraining.com slash tech webinar.
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It ll be in the show notes.
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Hit it up there, and we ll see you soon.
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Until next time, I m Jen Gittimer.
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Oh, and I m Jeffrey Gittimer.
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Get out there and get to this webinar, even if your ass falls off.
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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.