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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 Cellar Dye 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 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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Now that we re back in the episode, Hello, Hello, let s talk about what happened today.
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So I go to a venue, a speaking venue, and the show starts at eight o clock.
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I m there at seven o clock.
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I d already had a sound check the night before, but something went wrong when I showed up.
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Like nothing worked.
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The slides wouldn t come on, nothing would happen right.
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And the AV people could not get it to work, literally, until almost nine o clock.
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Nope.
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Almost 10 o clock.
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Really?
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Mm-hmm.
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So you were on for almost an hour and a half.
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It was like 9.30.
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And you started at 8.30.
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I just ad-libbed.
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Oh, that s true.
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I ad-libbed shit and put content.
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But in the meantime, I m ready to go for four hours.
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And they can t get it to go to my first slide.
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Gabrielle hadn t introduced me yet.
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No.
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Oh, it was so bad.
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And then they asked me to help.
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And it s like, you want me to do this?
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OK.
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So finally, I had this idea that they needed to switch out the computer.
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So we tried my computer.
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I don t know if you know that.
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We tried my computer.
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It still had an issue.
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So I m like, OK, well, it s not the computer.
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But maybe it s the fact that it s a Mac.
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Can you try a PC?
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And that seemed to finally fix it.
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But why didn t they?
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They re the tech people.
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But it doesn t matter.
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It s fine.
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Whatever.
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But here s the deal.
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I can t explain it.
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But when you re ready to go and you can t go,
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It s a frustrating feeling because you don t control anything.
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Yeah.
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Like, they re in complete control.
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And what s crazy about this is, like, I don t know that we re setting up the story for you guys to visualize it, for you to visualize what actually happened, but there s a hundred people, maybe more, in the room.
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who are also ready to go, who had breakfast there starting at 7.
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They were probably ready to go by 7.30, but they started the meeting at 8.
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Jeffrey went on at 8.30.
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And so now they re sitting there for an hour and a half, waiting, anticipating this guy, Jeffrey, who s going to come speak to them.
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And I mean, that s a lot of pressure.
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OK, so what do you do, diehards,
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when things go wrong, when they don t go as planned.
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Maybe somebody doesn t show up for the meeting.
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Maybe somebody has something to do in the middle of your meeting as you re at the height of your pitch.
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Maybe it s two people can t make it because of traffic or the weather.
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Things happen.
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The question is, how do you react to it?
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How do you respond to it?
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And how do you recover from it?
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What is your resilience factor as you enter into this?
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So I thought to myself, look, I can t make a horse s ass out of myself because two people can t get it right.
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I might have 20 years ago, but all I did was go with the flow.
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I read my own slides from my own computer.
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I gave lessons, everyone was engaged, people were laughing, and I tried to mitigate the fact that the, I don t know how to explain this, that the AV was a clusterfuck.
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I think that s the easiest way.
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And here s like the hardest part about this.
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They would get it so that it would work for like a minute or two and then it would go out.
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So it s like he would like have all these false starts, you know, like, oh, it s working now.
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And then it would just disappear.
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It was pretty nutty, but still you do it.
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No matter what you do, you do it even if your ass falls off.
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That s the deal.
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And the meeting had a lot of pressure on it because, you know, you re there to help these hundred people who are in the audience.
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Right.
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And the outcome of this meeting meant 10 more meetings.
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So not like it was like, if I get to do this, they re going to love me and I go home.
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Right.
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I get to do it nine more times.
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Yeah.
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That s the deal.
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So I did it because I had the experience.
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I did it because I was totally prepared to go.
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I did it because I ve given a lot of speeches before and where things have happened.
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And I did it because I wanted to look my best in front of that audience.
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And because you cared about them getting what they re supposed to get out of it, too.
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You can t be a whiner.
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And the audience was completely with me.
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Oh, yeah.
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Oh, yeah.
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It was really interesting.
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So here s the question, I guess, for you, Diehard, which is, if something doesn t go right in your meeting, whether it s a talk in front of the room or it s a Zoom meeting or it s an in-person networking meeting or it s a sales call,
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How prepared are you?
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Are you prepared enough to go off the cuff and just do whatever it takes to make it work for the next hour and a half, no matter what?
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I mean, you would have done the whole day without all your slides if you had to, like we would have figured it out.
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And the question is really, how prepared are you?
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And then how do you respond to it?
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And I think like the React, Respond, Recover piece, which you mentioned, and I think that s so important,
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If you re not prepared, you re going to have a way harder time reacting in a way that s positive.
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Yeah, the people that wing it always lose in those situations.
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Always.
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The people that are whiny about it always lose in those situations because you look bad.
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Well, you look like an asshole.
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If you were to go off on that guy this morning, you would have looked like a total jerk because all he was doing was trying to help, right?
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And so you didn t.
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They acknowledged how helpful the guy was or tried to be.
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And it was just, by the way, you don t know this.
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It was his first time ever doing an event.
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Oh.
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His boss had major tooth surgery and was out this week, and they thought they would throw him into the ring of fire.
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Good move.
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Yeah.
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So that he would learn on the job.
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You learned today, boys.
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Oh, man.
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He felt so bad.
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I really did feel bad for him.
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Like when you were an asshole, you re the one who looks like the asshole.
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So there s no point in being an asshole, you know?
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And I don t know.
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I think it s really all about how do you recover from that?
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And what do you do?
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And the challenge is
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You do your best to look your best in front of everybody, but you basically do it for yourself.
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You re not doing this for the audience.
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You re not laying down for them.
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You do the best you can for yourself because this is your pride.
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This is your circumstance.
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This is your situation.
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And this is your life.
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And I m going to tell you, 20 years ago, I would have done it differently because I was a different person.
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Now I m more relaxed and calm.
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And, you know, I m also 2000 more events into it.
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Right.
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And experience for sure.
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Yeah.
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Yeah.
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So the experience of it carries you through, it takes the day, but really the bottom line is there s so many other factors that go into it because when you re about to give a presentation and you know it either from to an audience or to a customer, when you re about to do a presentation you re prepared, you re in the groove, you re in the mood, whatever it is
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and then something throws you off, but you can t let it throw you off balance.
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You can t let it get to your attitude.
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You can t let it get to your own factor of belief in yourself.
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You just have to let it roll.
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Whatever happens, happens.
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And that s way easier said than done.
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Oh, yeah.
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I mean, like, not let it get to yourself when, you know, if you if you get in your head, then you totally get out of your head.
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Meaning if you get in your head about what s going on, then you get out of your head about delivering what you need to deliver.
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Right.
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You lose your creative factor.
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Yeah, exactly.
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So I decided not to do that.
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And I put myself in a winning position by simply being myself.
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I wouldn t get out of my own character no matter what.
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And everyone sitting in the audience is like, they re feeling uncomfortable because they know it s not going right.
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They know it s not working, right, right.
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So I try to mitigate that by being funny or asking questions.
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And I ended up having them do their workbook stuff.
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That took maybe 20, 30 minutes.
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And then I just kept talking about things and let them stand up and talk about things.
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And it actually worked.
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Yeah, no, it was great.
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It was great.
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I can tell you also I impressed their leaders.
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Oh, yeah, because I don t know how many people could have done what you did.
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I don t know how many people could have done that.
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OK, so Dyers, I want to I want to bring this back to you for a minute and just really challenge you that.
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today, this week, this month, sometime in the near future, because this is reality.
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Something will screw up.
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Something s not going to go the way you intended.
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You intended for it to go.
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Yeah.
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OK, that is just like and I ll give you an example of me this week was at, you know, I was already kind of scrambling to get everything ready to leave for this Dallas trip.
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And at nine or ten o clock at night, Jeffrey texts me.
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He s like, your flight was canceled.
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I m like, oh, that s funny.
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Like what?
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No, he s like, no, I m serious.
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Your flight was canceled.
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I m like, what?
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He s like, they booked you.
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I was on an 8 a.m.
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flight.
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But don t worry.
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They booked you on a 5 a.m.
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flight leaving Charleston.
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Now, you may not know this about me, but
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Leaving for the airport at 3 a.m.
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is not my idea of a fun time, okay?
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Especially with the dogs and having to do all the things and I m freaking out because I haven t left the dogs in a year and now all of a sudden we re leaving the dogs three times in three weeks.
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which is horrible, even though I m happy we re here.
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And so I m like, are you kidding me?
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Like what?
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So now I m scrambling even more and somehow I just made it work.
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You know, I just, you just figure it out.
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There may be things you have to cut.
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There may be things you have to do differently, but every day in your life,
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You re not going to have a day where every day, everything goes perfectly as planned.
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And the question really becomes, how do you show up?
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How do you handle it?
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How do you, as Jeffrey said, stay in character of your best self?
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Okay, he stayed in character of his best self.
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He didn t let all this shit get to him.
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He could have yelled at me.
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He could have, even though it wasn t my fault, he could have yelled at the tech guy.
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He could have just been angry and pissed off and said, you know what, everyone take a break until we figure this out.
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But no, he stayed in character of his best self.
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And I think that that is truly a testament.
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Let s give myself a hand.
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I think that s truly a testament to who he is and what he s capable of doing.
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Hang on a second.
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It s a testament to who I have become.
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Because who I was would not have taken it.
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Who I ve become handled it very well.
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Yeah.
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And so that s a good point.
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And so who do you need to become to stay in character of your best self?
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Exactly.
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So I think we re going to just call this a night because I ve been talking for six hours already today.
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But I didn t want to not talk to you in the Insiders Club because it s important to me.
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And we posted a message and not everything goes exactly perfect, but guys are understanding it now coming up on 500 days.
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I m appreciative of you and I wanted to do this, a live event for you so you could get the feeling of what life is like on the road, what life is like as a presenter, and how you work with your partner in order to be able to make it happen.
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And it was a great day today.
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By the end of my talk, people were crying and applauding, standing up and screaming.
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So when we have our insiders club event, because you know, you guys know, as long as you remain an insider that you will get a ticket to our in-person event this year.
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I think one of the things we should do is talk about consultative selling.
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and talk about and have them do some of the activities that we did today.
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I think that would be really powerful.
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And they were phenomenal.
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Yeah, they were really, really good.
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So we ll spend a half a day on that.
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I like that.
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It s a two day event.
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Yeah.
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Half a day on consultative selling.
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It s killer.
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And it s the biggest eye opener in sales.
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Yeah.
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Because I challenge you
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to not just be the best salesperson on the planet, but to be the salesperson that the customer is hoping for, to be the salesperson that the customer needs.
1
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And for you to be able to do that is not an easy task because it s not, people tell you all the time, be a consultative salesperson.
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They don t tell you how.
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You come to Charlotte, I m gonna tell you how, in a heartbeat.
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So if you re listening to this on the podcast and you re like, what is this event?
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How do I get a ticket?
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Let me tell you, all you have to do is become a member of the Insiders Club and all the details are in the show notes.
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The price of admission for this event.
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Is either free.
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It s free, meaning included with your Insiders Club membership or $2,000.
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So you get to decide, okay?
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And let me tell you, the Insiders Club is way less money than that $2,000 upfront.
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So I highly recommend you become a member because there s so much value in that.
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And we, the members have, you know, a lot of them have become like family.
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Like we love connecting with you guys.
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I know, I agree.
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I know.
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So insiders, we re going to stick around to talk to you for a couple more minutes.
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But on the podcast, until next time, I m Jen Gittermer.
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I m Jeffrey Gittermer.
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Even if things fuck up, don t let your ass fall off.
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I ll talk to you later.
1
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Thank you very much for your kind attention today.
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We ll see you very soon.
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Cheers.
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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.