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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 bestselling 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 the 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 going to 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 are- And what have you been doing in between our podcasts?
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I mean, I m dying to know what the hell you guys do all week besides wait to tune in.
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Is it Tuesday yet?
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Is it Tuesday?
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Jeffrey, they re busy making sales.
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Come on.
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Oh, okay.
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Come on.
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I met someone this past week, actually.
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She was introduced to me through a friend I have in B&I.
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And she said, I m so she she just said that she listens to our show.
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Oh, cool.
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And so it was really neat to actually meet a diehard.
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Yeah.
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You know, on a Zoom call.
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Yeah.
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We met a diehard at the party, even though you don t realize we did.
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Really?
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Yeah.
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At the Oyster Roast?
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At the Oyster Roast.
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Oh.
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Some guy come up to me and says, you know, I listened to all your podcasts.
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I m like, okay, cool.
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What?
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Why didn t you tell me?
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Because you were busy yee-cacking with what s-her-name.
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Oh, Jeffrey and I went to a party this weekend.
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It was an outdoor Oyster Roast.
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It was pretty fun.
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It was fun.
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Yeah.
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Yeah.
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It was great networking too.
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Met some people that will be lifelong friends.
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Yep.
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100%.
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And went in there knowing- Nobody.
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One per two people.
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Two people, kind of.
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And they didn t know anybody.
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Yeah.
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That s the best way to do it though, isn t it?
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Yeah.
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Okay, so what s today s episode all about?
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The least understood remembered thing in your selling skill set.
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What do you think it is, Diehard?
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Write down on a piece of paper, what do you least- Think about?
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Or have an understanding about, what happens to you in sales as you re trying to make the next sale?
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And I m going to tell you where, you know, you re not allowed to have a pause, you know that, right?
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So I m going to tell you what it is.
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And you re going to go, oh, that?
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But I m telling you, listen up to this.
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It s very important.
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Well, what could it be?
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I mean, if you re thinking about it, it s probably not the least most thought about thing.
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It s not how to close a sale.
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Because it s not top of mind.
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Right.
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It s not how to close a sale.
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When Jeffrey told me he wanted to talk about this topic, I m like, I never think about that.
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Right.
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So it is, in a word, in one single word, how did you get here?
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That s more than one word.
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Oh, it is?
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Yeah.
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I can t count.
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Yeah.
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Okay.
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So how did you get here?
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What brought you to this moment?
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And then what will propel you to the next moment?
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Because when you re making a sale, when you re in the middle of the sale, you re calling on all of your past experience.
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You re calling on all of the lessons that you learned that brought you into that sales room that allows you to make that sale.
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Correct?
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100%.
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And when you brought up this topic, I went back to my first in sales.
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And I went back to my first trainings in sales.
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And then I realized that wasn t even early enough.
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And I went back to
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the grocery store at five years old, where I was sitting outside with custom-made bracelets, trying to make sales while my grandma grocery shopped.
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And it s like, what is it for you, Diehard?
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Think back to your earliest memories of making a sale, and then think back earlier than that, and earlier than that, until it s like you can t think back any earlier.
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Okay, but here s the deal.
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Once you uncover that, write down a couple of the stories that are attracted to it, and then decide,
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What did you learn as a result of those stories?
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And aren t you still using those strategies?
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Aren t you still using those tactics?
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Whether it was getting a candy bar from your mom in the grocery store, or whether it was making your first sale of, for me, it was Encyclopedia Britannica s or baby pictures to mothers.
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I failed, by the way, at encyclopedia, but I succeeded very well at the baby pictures to mothers.
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And but that was a valuable lesson to me.
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No one wanted to buy pictures of my kids, but they all wanted to buy pictures of their own kids, no matter how ugly they were.
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Yeah.
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And so that is the challenge.
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That s what you draw on.
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And then, OK, that s where you are right now.
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If you control that, you can begin to carve your future.
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If you don t have any understanding of where you came from, you re never going to know where you re going.
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Right now, there s a roadmap.
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And let s look at a paper roadmap, which is how I learned how to navigate this.
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And it says, you are here.
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And you put that dot down.
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And you look where you ve come from, what the winding road was.
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And then where you re going, well, I don t know where I m going.
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We ll talk to the Cheshire cat from 1866 and Lewis Carroll s Alice in Wonderland.
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If you don t know where you re going, any road will do.
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But if you really know where you re going or growing, then you need to stay with us a little closer in order to be able to make that happen.
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So think about it.
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Yeah.
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It s quite interesting to begin to think about what are those lessons that you can draw from your earlier
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sales experiences.
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And a lot of times people don t even realize, like you mentioned getting a candy bar from your mom or whatever.
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A lot of times people don t even realize that that was selling.
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That s persistence.
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Yeah.
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This is a hundred percent.
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And so.
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And belief and.
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Right.
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And I mean, Gabrielle just created a whole PowerPoint for what she wants for Christmas.
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She is selling us on those Christmas gifts, man.
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Put pictures in there, links.
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Yeah, Harka, she appealed to our emotion.
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She knew exactly what to do all throughout the presentation.
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And I guarantee you have some stories like that as a child where you might not have even realized you were selling.
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Like she does not know that she was selling, but man, she was selling.
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She was persuading and persuading is part of selling.
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So
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If you re a real diehard and you listen to this podcast a decent amount of time, you re always inspired to listen to the next lesson, the next thing, because you may learn that one thing that you ve been looking for, for that one customer that s eluded you about getting through to an appointment, about making the first sale to a company that could be zillions of dollars.
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You know exactly what I m talking about.
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They re all out there.
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And my challenge to you is the same that Jen and I have had all of our lives.
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We re continuous learners.
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Yeah.
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I read, I sell, I write, but I m always the student.
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Always.
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I m always getting a new certification in something or learning something.
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Right now it s a language program and yeah, always a student.
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Now we re probably weirder than most people because we don t turn the TV on.
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Oh.
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We have like five TVs in our house and the on button is elusive to me unless Gabrielle s here and wants to watch some, you know,
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weirdo movie.
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I m not that into TV.
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My sister s like, well, don t you just watch it to keep
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up with what everyone else is talking about.
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And I was like, no one even talks to me about TV shows.
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I won t be very much fun.
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The TV show is not something you keep up with.
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The TV show is something you avoid.
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I don t know.
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Well, for me, it s just not part of my routine.
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So if you re going to dedicate an hour to television, why aren t you dedicating an hour to self-education?
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Yeah.
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Do you know the classic Jim Rohn quote of formal education will earn you a living, self-education will earn you a fortune?
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And you decide how much of a fortune you want to earn by how much you decide you want to self-educate.
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One of the most brilliant things I ever, when he said that, I got the chills.
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I want to go back to your story, Diehard, of what you were learning when, what you can take away from your earlier sales lessons.
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And if you re in the Insiders Club or what we are about to rename to,
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Don t tell them.
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It s a surprise.
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The new name is a surprise.
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It hasn t been unveiled yet.
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But if you re in the Ginnimer Insiders Club, hop in there, post something about one of your earlier sales lessons because I bet it will spark something
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for others.
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And that is our online community where we get to connect with you guys and really hang out.
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And we would love to see you inside there.
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It is continuous learning.
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So it does go along with your Jim Rohn quote.
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It does.
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And it s also going to be expanding.
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Yeah.
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So we re going to be doing a whole bunch of things for the new year with the new Insiders Club.
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Stay tuned for that announcement.
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But I think more important right now is for you to document where you came from so you can at least understand where you are.
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And once you do that and you realize, wow, I learned this from, and it may not just be you making a sale.
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Someone may have impacted you.
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Someone may have given you wisdom.
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Someone may have given you information that you go, shit, this is unbelievable.
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And, you know, maybe it s your dad, maybe it s your mom, maybe it s another sales guy, maybe it s your boss, maybe it s a college professor, but whoever it was, they gave you the inspiration to be where you are.
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Hell yeah.
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Until next time, I m Jane Gittimer.
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Oh, I m Jeffrey Gittemer reminding you, stay a student, 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.