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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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Welcome back, Die Hard.
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And welcome to you, Jen.
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This is going to be... It looks like you just muted yourself because you were coughing.
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I did.
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I muted myself to cough.
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I didn t want to cough in your ear.
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How human is that?
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I love it.
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It s one thing to like cough on Zoom across the screen from someone or like, you know, near someone.
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It s another thing to cough directly in their ear.
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When they have ear when they have earplugs in.
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Yeah.
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So I was I was trying to spare you.
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Well, thank you very kindly for your manners.
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But let s talk about other things that happened in New York.
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Like today s episode.
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Today s episode is about balls.
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Mm hmm.
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And this is not for New Yorker balls.
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This is about your passion, your current passion, tennis balls, isn t it?
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So yeah, I m going to share a personal story and then we ll talk about how it relates to sales.
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Is that cool?
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Sure.
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Okay.
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So, well, actually, I m thinking about this one out loud and you know, we are imperfect, so that s okay.
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Speak for yourself.
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I m just thinking if I should tell the lesson first, but I ll go with the story.
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So I was playing tennis with this girl recently, and she was getting annoyed at herself for hitting the ball over the net onto the other side and not hitting winners, like hitting it over, but then the other guys would, you know, the other girls would get it back.
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And she was getting mad at herself.
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And I said, hey, listen,
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you re getting the ball over the net.
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So that s one more ball.
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That s one more opportunity for them to either mess up or hit it back.
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And then we can hit a winner after that.
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So instead of going for the like clean winner and like the, like the, the shot that everyone on the sidelines is like,
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Ooh, right?
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Like that shot, instead of like going for that shot every time, sometimes you re not in a position to get the clean winner and you have to just get it back over the net.
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And that s okay.
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And it got me thinking that sometimes in sales, we go for the biggest, most craziest, like clean winner, you know, the biggest sale on the planet.
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And that is great.
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Like, please, I am not stopping you.
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But if you feel like you aren t making those,
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then you have to look for smaller wins.
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What kind of wins can you get that will lead up to the big win, up to the big ooh?
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In other words, keep playing the game.
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Keep the game alive.
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I played Scrabble every day after college, and I usually lost to my friend Michael Toll.
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But when you get crappy letters, you do anything to get three more letters or five more letters or trade in all your letters to try to get a fresh start.
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You quit the game.
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And you make those small moves towards win, and sometimes it surprises the heck out of you.
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You know, I m a backgammon player, and backgammon requires a lot of thought playing for both offensive and defensive, but the object is to keep playing and not make stupid moves.
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Stupid moves are easy in backgammon.
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Like, oh shit, what a stupid move that was.
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But you learn not to do them again.
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Once you make a stupid move, you don t repeat it.
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So Jeffrey has this concept that, about me,
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that, and I don t know how you say it, because you say it the same way every time, and yet I can t capture it, but something about how I m really good at knowing how to get to the sale.
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Is that the path to the sale?
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Is that what you call it?
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Your focus never varies.
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You can be a mile away, a mile apart, but in your mind, you already know what you want the outcome to be, and you re focused on that outcome.
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And it s, and you are unwavering.
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Well, thank you.
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So, so the reason I bring that up is because I want you to have that same skillset and, and, and not you, Jeffrey, cause you already have it, but the, you diehard who we re speaking to.
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And so in order to have that same skillset, I m going to break down a couple of the things because it makes most sense with this episode.
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I work backwards.
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I don t always know how that clean winner shot, how that big win is going to come.
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But I do know, and what you know, and you can figure out in almost any sale, is what are the steps along the way that you need to complete or achieve or win
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in order to move the sale forward.
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And so even if sometimes you get a no, and that may seem counterintuitive, like it may feel like you re going backwards, that no may be, if you still have the opportunity in your eyes and the path to get there and you re unwavering, you can figure out a way around it.
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And so what I m saying is,
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Think about a sale that you re currently working on, maybe one that you wish would have closed a month ago, one that it s, you know, one of the biggest sales you ve ever worked on, something exciting and really break it down.
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What are the wins you re going to need to do to have?
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in order to get the big sale, in order to get the big one.
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And that may be a small win, maybe an appointment with the prospect.
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A small win might be getting them to a meeting where you review the proposal with them.
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It may be getting a micro commitment on something, but what are those small wins?
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And that s how I break it down in my mind.
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And then it s like a labyrinth and you create that path.
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but you can never take your eye or your mind off the prize.
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In other words, Jennifer has the ability to implement her game plan, create friendly dialogue, be responsive to anybody s circumstance, and still focus on what she knows has to be done.
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And she ll hang in there to try to get it at that moment in time.
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And the last thing she s going to take is a delay.
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But if there is a delay, there s a definitive answer for what s next.
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And an appointment has been made and the groundwork has been set to complete it.
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Yeah, for sure.
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And Diahard, you can do this.
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Like this isn t, and you may naturally do this, but once you begin to break it down and really think about, okay, how can I do this in an even stronger way?
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How can I outline those wins?
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Like most people, okay, salespeople especially only look at the win as the sale.
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They only look at the win when they can count their commission.
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And yeah, that s one win.
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That is one win.
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But you don t get to that win without the smaller wins.
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You don t get to that win without the other things that happen along the way.
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And so how can you get, going back to my tennis story, like how can you get one more ball over the net?
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I think it s also important to understand that it takes a certain mindset in order to be able to make that happen.
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And I want to go back, I ve defined mindset as concentration, combined with focus, and then some kind of positive affirmation that puts you in your right place.
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But in order to do that, you have to eliminate distractions along the way as well.
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So Jen s formula will work.
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But you have to be focused on it.
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You have to be concentrating on it to have the right mindset in order to be able to move forward so you can keep your attention on what you want the prize to be and be continually figuring out what the path is.
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And it can t be interrupted with a text or a phone call or somebody knocking on your door or any other thing.
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You re either in it or you re going to lose it.
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Yeah, I feel like you said you have the right mindset, and I feel like we should break that down.
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How do you create the right mindset for you, Jeffrey?
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For me, I concentrate on outcome.
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I know what I want to win.
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I know what my capabilities are of winning.
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I believe in my heart, and this is a big one, Jen, that the customer is better off having purchased from me, and I continue along those paths.
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to do anything like, I mean, it s just like so easy to like, oh yeah, all of that is good until something shitty happens.
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Do you know what I mean?
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Like- Something shitty always happens.
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Yeah, it s life.
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You got to deal with it.
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What s your point?
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Well, I m just, I don t know.
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It s a phrase.
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It s part of our lexicon.
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Yeah, but I mean, mindset is really good, except, you know, maintaining a positive mindset, maintaining that mindset about focus, being focused on the sale, understanding that obstacles are going to get in your way and that they re not going to be a surprise.
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That s half of it.
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Like, okay, you know, I have to go to backhand now.
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I have to go to forehand now.
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Oh shit, it s backhand.
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My backhand s no good.
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And you hit it into the net.
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So you have to focus on your core strengths and up your game to be determined.
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You have to have that determination and you lose it the minute somebody interrupts you.
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You lose it the minute that somebody texts you and you think it s important to respond to them.
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I maintain put away your phone when you re in that kind of a circumstance because the phone has become the obstacle of defeat.
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Yeah, I love that they have the do not disturb now on the phone so that you can just like silence all the notifications and silence, you know, everything that s popping on your screen.
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I find that really helpful.
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And there s another way.
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And that is turn off your notifications, period.
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The only notification I get is text.
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That s it.
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Yeah, but it s still a distraction.
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Right, so I turn that off, or I put my phone away.
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You know what you could do, Jeffrey?
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What?
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You could turn on, you could turn off all notifications if anyone texts you except for me.
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Okay.
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Cool.
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Die hard.
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If you have a wife,
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Make sure you don t silence her.
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Well, you re not going to silence her anyway.
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Let me tell you what that voice lingers.
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But I hope that you have an understanding, because this is a very important it s a very powerful podcast lesson of hit the ball over the net no matter what.
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Even if it s a crappy shot, stay in the game.
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Stay in the game.
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Stay in the focus, stay in the relationship, stay in the sale, stay in the match, stay in the... All the things that you do, you know, for me, it s backgammon.
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I stay in the game.
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If I have to make a shitty move, if it s scrabble, I stay in the game.
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And when it s the sale, you stay in the game.
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Oh yeah.
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Oh yeah.
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I m in the sale for the game.
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Yeah.
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I m in the game for the sale every time.
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And I m loving it.
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And I think that you can t take a defeatist attitude.
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You have to take the attitude of this guy is going to win by playing with me.
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Yeah.
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Yeah. 100%.
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All right, I wanna point out one.
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I know we re wrapping up, but I have to point out one last thing.
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It just came to my mind.
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In that story, my friend who I was playing with was beating herself up in her mind, right?
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Like, because whatever you re saying on the outside is what you re thinking on the inside.
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So she was like, oh, I can t believe I m not doing these shots.
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I m only doing these shots.
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And in my mind, I was like, yeah, she s getting it back.
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Like, this is great, right?
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And so,
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be aware of what the voice is saying that s in your head.
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Because those thoughts are creating your outcome.
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She was so focused on that fact that she wasn t hitting these clean winners, that she wasn t hitting clean winners.
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And so just, I had to throw that in there.
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So it just came to me.
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Well, there s a do and a don t part of this process.
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When you say,
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Don t hit the ball in the net.
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You usually hit the ball in the net.
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But if you say hit the ball over the net, you just hit the ball over the net.
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Don t lose the sale.
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What are you thinking?
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Losing the sale.
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Right.
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So that s all part of mindset.
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That s all part of concentration.
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You concentrate on a winning outcome, and you won t get it every time, but you ll get it more times than not.
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And that s the key, Diehard.
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That s the key.
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The key to winning is expecting a win two out of three times, three out of... And you re a winner forever.
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That s right.
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Until next time, I m Jane Gittimer.
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Oh, I m Jeffrey Gittimer.
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And I challenge you to get out there and stay in the game.
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even if your ass falls off.
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Thank you so much for listening to Sell or Die.
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We hope that this episode has helped you transform the way you think, giving you new ideas and provided you a new perspective on the sales and business challenges that you face every day.
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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.