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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, right?
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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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We have an episode in store for you.
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And it s all about a very touchy subject, because when you listen to it, I think you re going to squirm just a little bit.
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I ve been focused lately on an idea from a customer of mine who will actually become a friend of mine, which is the goal of all customers.
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And it is about moral compass.
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you all know what a compass is.
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It s North, South, East, and West.
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The compass does not tell you where you are.
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It only tells you where to go or in which direction to head.
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But a moral compass doesn t have to do with your physical direction.
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Well, sometimes it does, but, but basically what it says is that mentally, you re going to start here with what to do morally before you begin to act physically or verbally.
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What I love about this is that the customer for the seminar emailed you kind of off the cuff of, you know, hey, I have this thing, just want to let you know about it in case you want to use it.
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And you picked up the importance of that.
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And so the first lesson here, Diehard, is what are your customers telling you?
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Because every single thing that comes out of their mouth is said for some reason,
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And you need to pick up on subtle or maybe not so subtle clues of what they re really hoping for, what they re really looking for, what they want to get out of their relationship and working with you.
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What they hope the outcome will be.
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Yeah.
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And this guy basically sort of offhandedly, I come up with this idea.
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I don t know whether you like it or not.
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You may think it s foolish.
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You may think it s too woo, whatever.
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Um, you don t have to use it if you don t want to.
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It s just, um, you know, a thought of mine.
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And I thought, no, no, no, no.
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This guy s thinking about this all the time and he doesn t want to
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impose his will on me, because he already knew me, he already respected what my work would be, knew that I was going to be addressing all of his people, and maybe secretly hoping I would mention it, but certainly not that I would devote my entire hour talk to it, which, by the way, I did.
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And Jen and I would like to discuss
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The prime elements of moral compass, just so you have a firm understanding of what s really involved in this.
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What is a moral compass?
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Yeah.
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And so where does it take you?
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Do you want to start with the outcome or do you want to start with the prongs?
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I d like to just start with where your thinking is headed as someone interacts with you.
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and you re requested to either respond or react to this, whatever the deal is.
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Sure.
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And you react with your moral compass, which tells you how that communication is going to go.
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Okay.
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The first element is truth.
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The second element is character.
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The third element is ethics.
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And the fourth element is attitude.
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Those are the four prime directions that I ve chosen for the moral compass.
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They would be the North, South, East, and West, if you re visualizing this.
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Truth, character, ethics, and attitude.
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And you can t say what s more important than the other, but I would say that if there was one of these, it would be truth.
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Because truth is going to determine your ethics, truth is going to determine your character, and truth is going to determine your attitude.
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that those make up your morality.
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And once you understand that, once you understand that there is a compass for this, then it will tell you what direction you need to go in order to be able to achieve your desired outcome.
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And if there s conflict in the way you present truth or the moral character that you possess, or even the reputation that s attached to your character, you re going to have an issue.
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And you re going to, the first conflict is going to be with yourself.
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So one of the things you might want to consider is how good or in morality is your truth and your attitude and your character and your ethics?
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Where do you stand on each of those elements and which one stands out to you as something that you
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are really strong in and something that you want to focus on improving?
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Uh, my dad, rest his soul, gave me a lesson early in life that said, when you tell the truth, you never have to remember what you said.
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Now, I believe that s a cliche.
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I believe it s been around for a hundred years, maybe more, but it s, there s truth in it.
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Yeah.
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There s truth in the cliche of truth.
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And then he said, when we were, and when my t-shirt partners and I were arguing in Florida and we decided what we re gonna do and how we re gonna do it, it came out of, oh, what a tangled web we weave when first we practice to deceive.
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And so when you don t tell the truth,
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it becomes a tangled web of deception that you have either a hard time or an impossible time getting out of without actually having to admit the truth.
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Yeah, 100%.
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Eventually all lies will be revealed.
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Yes, they will.
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Yes, they will.
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Heard that before.
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So then character, how do you define character in a way that people can figure out
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what they want to work on, or if they feel like their character s already perfect.
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Well, the grandfather of self-help, Samuel Smiles, who wrote the book Self-Help, also wrote the book Character, where he talked about what is the makeup of your humanity.
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How do you carry yourself?
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What is your noblesse oblige?
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What is your savoir faire?
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What are the ways that you appear to others, either physically or mentally?
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And that is part of your moral fiber.
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That is part of your makeup.
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You can look at it as the root word for characteristics, but you can also look at it from a standpoint of how do people talk about you when you re not there?
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That s powerful.
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What is the character that they perceive in you as a representative of, do they want to hang around with you?
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Do they not want to hang around with you?
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Do they believe you?
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Do they not believe you?
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Do they want to buy from you?
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Do they not want to buy from you?
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It is tied to their belief of you, your truth, and your character.
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They re going to look at that as the foundation of, do I move forward or should I move forward?
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And I think that when you study your own character, as a diehard, you would sit down and, you know, do I tell the truth that s yes or no?
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Pretty much yes or no.
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If you say sometimes, then it s a no.
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Because truth is binary.
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It s an on or off.
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But character has elements.
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And you define yourself as to, am I physically fit?
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Am I mentally fit?
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Do I prepare well?
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What are the elements that I
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due to, for myself, that make up my character.
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How much integrity do I have?
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What s my work ethic?
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And people know that.
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People notice that because it s, well, I love that guy.
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He s a hard worker.
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I love that guy.
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He tells the truth.
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But I don t always think that I love that guy.
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He has great character.
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Now, sometimes he is a character.
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And I consider myself a character.
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you are a character and you have great character.
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Those things are definite elements of your reputation, your overall reputation, and how people will talk about you.
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Are you a student?
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Are you, do you provide great service?
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What are the elements that go into this process of you that make up you that other people view as either positive or negative or neutral?
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All right, let s move on to the next one.
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What is the next one?
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Is it ethics?
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Yes.
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Okay.
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So the fact that people have to put ethics in their mission statement usually means that they are not.
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Yeah.
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You don t need to tell me you re ethical.
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I m going to figure that out by the actions that you take.
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I m going to judge your ethics by your actions, not your words.
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I m not going to say, you re not going to say, trust me.
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You re not going to say I m ethical.
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I m not going to.
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I m going to watch what you do.
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I ll read your words, but I m more going to look at your deeds, how you did something to someone else.
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That really determines your ethics.
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Yeah.
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And then your attitude is something that you can work on, improve on and create daily.
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how you dedicate yourself to the way you think.
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You either think positively or think negatively.
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You think of yourself as a good attitude person or a bad attitude person.
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If you say, what are you talking about?
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I got a great attitude.
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You don t.
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So think about it from the perspective of these are the elements that put together your compass, that comprise your character,
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that create your reputation.
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And it was an amazing talk for a first time talk.
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It was amazing.
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It really was.
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And I challenge you diehard to re-listen to this and to really dig in to these elements of the moral compass and your moral compass.
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and determine where you stand and what you d like to work on this year because these elements and the others that we re not going to get into on this episode because we can only, you know, there s only so far we can go in this week.
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Well, it s hard to, in my opinion, it s hard to follow on just audio.
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This is something that s really well presented with images and words in a different format.
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And we ll figure out a way to connect with you at a later date and provide that kind of information.
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But in the meantime, let me give you one thing to think about that I think will help create some glue for you.
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Yeah.
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Do the right thing the best way you know how
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will help guide your own internal moral compass.
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If you re always doing the right thing, and you re always doing it the best way you know how, others will judge you in a positive way.
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So with that, let me wish you the happiest of, healthiest of, best of New Years.
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And, uh... Until next time, I m Jen Gittimer.
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I m Jeffrey Gittimer, and I m challenging you to be moral, 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, 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.