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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 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 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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And we re back.
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To do what?
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To talk to you, diehard you.
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It s all about you today and your smile.
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So it s that anti-mask thing has finally come to fruition and people are actually smiling and you can see them.
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This past week, we were at our first big-ish event since the pandemic.
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I mean, we ve been at events, but this was bigger than the rest.
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Yeah, a couple hundred people.
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Yeah.
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And it was in Florida where, you know, it s a pretty open state where masks are no longer required indoors or outdoors.
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Right.
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And it was pretty different than the past events we ve been to where masks have been required in most places.
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I think and let s date this because.
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Somebody might listen to this 10 years from now, and what are they talking about masks?
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This is the end of the pandemic or whatever you want to call it, but it was never really a pandemic because no one died in the street.
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We acknowledge that people did die.
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Okay.
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We re not saying there was no death, right?
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Yeah.
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Okay.
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Just, you know, some people are sensitive about that.
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Yeah.
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But the bottom line is the flu season has passed.
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Yeah.
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And it s now time to get back to abnormal.
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But abnormal allowed you to see people s faces and their smiles.
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Yeah.
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And there s still some hangers on and there s still some corporate hangers on that are, quote, requiring.
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I mean, we re staying in a hotel.
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I m not going to say the name of the Marriott because it wouldn t be fair to them.
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But they re still requiring that all their people wear masks.
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I wish I understood why.
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For the health and safety of our people.
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Right.
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and unless they ve been fully vaccinated, which more than half the people have been.
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Anyway, let me get started on that.
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The sales part of this is, if I m going to talk to a customer, I want to see them.
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Whether I see them virtually or I see them face to face, I want to see how their body is reacting to what I m saying.
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Are they agreeing with me with a smile?
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Are they noncommittal with a straight face?
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Or are they sort of wincing with what I m saying?
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And that s imperative in any kind of sales presentation or sales call.
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You have to know what your customer is thinking.
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And sometimes they say nothing.
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They just show it with their smile or not.
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Yeah.
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So, I mean, from a sales standpoint, seeing someone s facial reactions, their body language, their stance, their everything is everything in sales.
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It s how you form any relationship is reading the other person and being able to take a conversation in the right way by reading their reactions.
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Now, if you re on Zoom and they have a second screen up, you can probably tell, but maybe sometimes you can t.
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If you re in person with them and they re
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You know, they re either looking at you or they re looking around you and beyond you.
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They re either looking at you and paying attention or they re looking at their phone.
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They re either looking at you or they re not.
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And it is such a different experience going from all Zoom all the time to two days of in-person people all the time.
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And I have to say, even being an introvert, I freaking loved it.
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Yep.
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Then we went to Universal Studios, and I don t know how many people were there, but in the thousands, and almost none of them were wearing masks.
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And how refreshing it was to literally see little kids smiling again.
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Yeah.
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And people laughing and, you know, drinking butter beer, which is not really beer.
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It s the Harry Potter drink.
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Yeah.
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But still, the whole day was positive because you could see everybody.
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So there s gonna be a lot of people who say, okay, well, we did this for so long now that Zoom works and I don t need to get back on the road like I was before.
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I don t need to travel like I was doing before to see my customers because I made it through this past year and that s not necessary.
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And I m going to tell you that that s fine.
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If that s your choice, totally cool, but you re going to lose to somebody who decides to show up.
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I have no argument with that.
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However, you can still, now that you have kind of mastered virtual, you can take advantage of the virtual time that you can buy back by making a morning call before you hit the road.
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Oh, totally.
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And so now I think more than ever, right?
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The salespeople and sales leaders who are going to come out in the front of this and really ahead of their competition is going to be the people who decide to use a multi-pronged approach.
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Are going to be.
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Okay, now.
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I got caught up in my words, okay?
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I can t help it.
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I can t help it.
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I didn t eat lunch today.
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Dammit.
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I m a grammarian.
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Okay.
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The people who are going to get ahead are going to be the people who... So what is you having for lunch?
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No, just kidding.
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Okay.
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It s going to be the people who use both.
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Okay.
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And you can t just show up in person and not supplement it with the people that you re not seeing.
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And you can t just use virtual.
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You have to consider now, how do you build when you re looking at your sales plan for this coming year, when you re looking at your sales plan, even just for the next 90 days, how do you build in both video virtual and in person?
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And my, I m gonna give you my formula, 60-40 in person.
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60 in person, 40 video, 40 virtual?
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Yeah.
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Okay, I like it.
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So you can make a call at the beginning of the day and a call at the end of the day online.
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And the truth is you re gonna have customers who still are not- Comfortable.
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They re not ready, and that s okay.
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That s okay.
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Give them the virtual hug, okay?
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Give them the virtual video smile.
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Fist bump.
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But I think the real challenge for you as a salesperson is, diehard, what are you comfortable with?
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Do that.
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If you re not comfortable going out without a mask or if you re not comfortable going out at all, then don t go.
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Stay with virtual.
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You re probably not gonna do as well as you could because the world is opening back up and you re gonna have to figure out a way to get out there once again and feel comfortable once again.
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It s like ripping a Band-Aid off.
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Ripping that mask off, I promise.
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It s like ripping off a Band-Aid.
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Just do it, fast.
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No argument.
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If you feel comfortable.
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No pressure from Jen.
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I m not a doctor.
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I m not a doctor.
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Okay.
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Yeah.
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I m not a doctor either.
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Although I did stay at a Marriott last night.
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Okay.
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I want to talk about something else.
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Yeah.
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The reason why people buy, if you think about that at its core, the reason why people make buying decisions is Jeffrey,
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They perceive that you re offering some kind of value and they like you and they believe you.
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So that has everything to do with your expressions when they can see you.
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Like, believe, confidence, trust.
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Perceived value and perceived trust are the elements that are going to bring that sale.
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And if I don t perceive there s a value in you, I m not going to do it.
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And I m challenging you that it s a combination of what you offer and who you are.
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And so people buy from people, and we know that.
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And you just said it, it starts with like.
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Right.
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They buy from people they like and trust.
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Right.
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And so how does that like get formed?
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Well, duh, by creating that relationship and showing your authentic self.
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And how can they see you if you re behind a screen all day?
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How can they really feel your vibe?
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I think that s the thing to consider.
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Like when I shop, I can buy clothing anywhere pretty much.
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I mean,
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you know, any kind of store.
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I can go to the Gap and buy clothing or I can go to like a small local boutique and buy clothing.
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The reason I go to local boutiques is because I find
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salesperson, like a gal that I like, and I have her text me when stuff that she knows would fit me would come in.
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And I like her and I trust her, right?
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Now, can I do that at The Gap?
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No.
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Can I do that at other stores, you know, like non-local stores?
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No, because there s too much in and out, transients.
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Lululemon, of course, notwithstanding.
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yeah, well that is just a easy order online.
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But, but you know, like the reason I buy at a local boutique is because I form a relationship with the salesperson and your people have continued to buy from you over this past year because of you.
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And now more than ever, now more than ever, it s time you show up online and in person for them.
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I think you need to have celebration lunches every day so that you can get out with people in a month.
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You could do 30 lunches.
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Ooh, I love that.
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So the subject line is we re celebrating.
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Yeah.
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We re celebrating and I m buying.
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Not a car, but how about lunch?
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Yeah.
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Yeah.
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And they re going to be like, what are we celebrating?
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And we re celebrating this newfound freedom where I can actually see you smile.
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I love that.
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I think that s freaking brilliant.
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Yeah.
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So get out there and do it.
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Diehard.
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And what I d like is if you wouldn t mind to report your findings, Jen, tell people where they can email.
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Well,
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Can they post, we have a sell or die website.
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The best thing to do really is post on Instagram, take a screenshot of this show and post on Instagram or Facebook that you re a diehard and tag us, Jeffrey and Jen, and let us know your thoughts.
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Let us know.
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Tell us that you ve made lunch with somebody and you made a sale.
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Tell us that you went face to face with somebody and you made a sale.
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And then think about how that worked for you and keep doing it.
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Because I m telling you, these masks are going away forever.
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You re not going to see a mask anymore in our society.
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And you better get back into the groove as quickly as you possibly can.
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Yes, stay healthy.
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If you want the vaccine, take the vaccine.
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But the bottom line is, get out in the world and make sales because your competition right now is making a game plan.
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And their plan is to kick your ass.
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And you have to make a plan to kick theirs.
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We should call this episode, Unmasking the Sale.
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Yes, I agree.
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So look for that in a theater near you.
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Oh man.
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And I guess we re going to get back to them in a little bit.
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All right, well, go wash your hands.
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And until next time, I m Jen Gittemer.
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I m Brush Your Teeth.
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And I m Jeffrey Gittemer.
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And I m challenging you to get out there, take your mask off, and make a sale, 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.