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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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Sell or Die 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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Here we go.
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Let s do it, Jeffrey.
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OK, Jen, I m ready.
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This is going to be an amazing, amazing issue of Sell or Die, the best sales podcast on the planet.
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I m Jeffrey Gittimer, by the way.
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You are?
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Jen Gittimer.
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Ah, how d you get there?
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Long story.
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Different podcast.
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OK.
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Today on the Insiders Club, we had Wyatt Wood Small, who s one of my favorite human beings on the planet, and I think one of yours as well.
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Wyatt talked about
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attraction or bringing people to you.
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Hold on, hold on, hold on.
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Diehard, if you don t know who Wyatt Wood Small is.
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Oh.
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He was the first master trainer in NLP.
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And if I m speaking gibberish to you, that s neurolinguistics programming.
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And if I m still speaking gibberish to you, he trained Tony Robbins and various other greats of this world.
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And he is just unbelievable.
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He s really just so freaking smart in understanding the human brain and psychology and the words we use and the language we use and how to program ourselves and influence others to make decisions that will help them not persuade because persuasive
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Persuading is negative and bad, not using it to like manipulate, but using it to influence people for a positive greater good.
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And he s just amazing.
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So anyway, he was the guest in Jeffrey s Insiders Club today.
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Why it is not next level.
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He s a level above that.
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Yeah.
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Yeah.
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And he gave a very insightful talk about what value is.
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And I want to define it for you as a specific diehard in a sales job, because you re trying to use your value proposition, which is pretty much a waste of time.
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Marketing made it up.
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It s all bullshit.
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It has the word we in it, and that s not what value is.
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Value is in the mind of the beholder.
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I love how when marketing makes stuff up, usually, not always, but usually, the marketing department has never sold.
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So someone who has never sold something is now in charge of creating sales language.
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It s kind of funny to me, but anyway, keep going.
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Sorry.
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Salespeople, I always ask them, has your marketing team made a sales, you know, a deck for you, PowerPoint deck or keynote deck?
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And they would say, yeah.
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I says, then good.
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And they go, hesitate.
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I said, give it back to them.
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Tell them to make five sales and report their findings.
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That s totally crazy.
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Anyway, Wyatt talked about not just value, but sharing value and giving value and putting yourself in a position where you re perceived as someone who is valuable.
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Whether it s in making a sale or being a resource,
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If you re not in the mind of that customer as a value provider, you re going to lose to someone who is assuming you ve just made a sales presentation like a fool.
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It s how I ve done it for years and years.
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And people go, well, it s easy for you.
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You re an author.
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No, I wasn t always an author.
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I was a sales guy like you.
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At one point or at one point, you had not become an author yet.
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That is correct.
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And you still figured it out.
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Right.
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I was a salesman with a shitty business card.
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Kind of like you, Jeffrey.
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Yeah.
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You had this great comment on the Insiders Club today.
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And by the way, if you re interested in joining Insiders, you should just check the show notes and join because it s amazing.
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But you had this great comment today and it was all about, you said something along the lines of, give them value and give them more value and then give them more value until they re begging to buy.
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Right, they re gonna, at some point, they re gonna hit the reply button or the contact me now button
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that will tell you who your real prospect is.
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When they call you, then it s a matter of getting them to buy.
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When you call them, it s having to make a sale.
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So here s the thing.
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Most people,
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You know, you have these gurus nowadays, and I don t know who the gurus are, but we re not going to make these gurus out there.
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I don t know who they think they are, but they tell people, don t give anything away for free.
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Don t give any free talks.
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Don t give any content away for free.
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You don t maybe give a little content, but don t give your best content.
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Don t get referred to it as spilling your candy.
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Yeah, which is about 400 years old.
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It s almost as it s almost as stupid as finding the pain in their neck and neck.
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Jeffrey, I remember we had we had someone work for us and we wanted to give them the opportunity to, like, give a talk.
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Now they were on salary and they wanted to be paid for the talk because they didn t want to give a free talk.
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Right.
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I know.
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Oh man.
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So it s like, it s like there s these people out there who are adamant that you cannot give stuff away for free.
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But I find the more I give, the more I give, the more I receive in return.
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And I don t give to get.
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I hate that when people do that.
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Cause you can feel it like, well, I m giving you this.
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Yeah.
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I m giving you this so that I ll get this at the end of the day.
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No, no, not about that.
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I m of the mind that my mentor in speaking was a guy named Charlie Jones, two big mentors in speaking, Ty Boyd and Charlie Jones.
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Charlie Jones was not just a speaker, he was also a book publisher.
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And he would give away thousands of books a year, literally give them away.
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And he said, you know what you get when you give away thousands of books?
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I said, now what?
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Millions of dollars.
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And so he had the right idea.
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You know, that was that was the concept was it comes back to you as long as it s good.
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I mean, if it should be, you re probably not going to get anything and you re going to wonder, why am I not getting anything?
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But if it s good and if the other person perceives it s valuable, they will find you.
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They will thank you.
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They will find you.
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They will hire you.
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They will pay you.
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Every time.
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Now, I ve only been doing it for 25 years, so I don t know if it s working yet.
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I m gonna do it another 25 years, and then that s it, I m gonna quit.
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Oh, the famous line.
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Yep.
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Yeah, it s interesting, because I think there is a line, and I don t agree with giving every single thing, because at the end of the day, if you re in business, the whole point is so that you can
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make money have a sustainable business, right?
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But it s also build your brand Jen.
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So yes, I ll tell you what makes me laugh.
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half.
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Businesses buy T-shirts.
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And then they try to sell them at a profit.
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You should sell them at cost or give them away, because every time somebody wears it, you have free advertising to thousands of people that day.
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Oh, you mean with their logo on it?
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Yeah.
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So so it s the same thing with your book.
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This is your it s your business card.
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Yeah, what I m saying is, and I can t afford to give all my books away for free, or I would never have, you know, it just wouldn t work out, right?
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You have to charge, right?
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But as a calling card, you never charge.
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I hear you.
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What I m saying is, I think that there s a line between giving free and
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not giving right or or not giving everything because if you re in business, you re there to be a capitalist and you deserve to make money.
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Right.
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And people should pay you for your great knowledge and expertise and skill set and all the things you have to offer them that are going to help them.
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And so.
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I m not of the mindset of give everything, but I am of the mindset of be intentional and strategic with what you give.
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And give.
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Targeted giving.
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Yes.
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Targeted giving.
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Yes.
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I love that.
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Targeted giving.
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That s a good way to put it.
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Yeah.
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So, Dayar, you now have the opportunity to reconstruct your value proposition
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and your offerings to that prospect of customer, especially a big one, to where they perceive that you re a good guy.
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They perceive that you re a valuable guy or woman, and they perceive that you re a resource.
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And if you have all of that moving forward, you re gonna get a phone call.
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Will everyone call you?
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No.
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Will enough people call you to sustain you?
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Oh yeah.
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Yeah, 100%.
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So now your only thing is to think about how can you start giving more value?
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What does that look like?
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What can you offer to your customers that would help them?
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It s gonna start by looking at what it doesn t look like.
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What does it not look like?
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It doesn t look like your slides.
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It doesn t look like your value prop.
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It doesn t look like your business card.
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It doesn t look like your brochure or any kind of literature.
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But those things aren t valuable.
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No, but if you have some kind of white paper that you ve written about how contractors can have less accidents or be more profitable, if you have some testimonials that you have about how people love you from doing business with you, you can win.
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I always find to figure out what they re going to be perceived to be valuable is you really have to step into their shoes.
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You really have to pretend to be them for a minute and figure out what are they going through?
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What do they need right now?
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It s not that hard if you begin to think about it like that and really think about it from their position, not your position, their position.
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What is their emotional level?
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And how do you get to that emotional level?
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I ve always recommended, if you want the best training in the world, go to your customer s place and work there for free for a week.
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Even if you worked at one place a day, you know, one place every day for a week, that s five different customers.
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And today, we had a call, no, two days ago, we had a call with one of our customers who proclaimed that he was a Yankees fan.
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Remember that?
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So I m friends with a very famous Yankee.
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I m going to get him a signed ball.
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And by the way, Diehards, just for the record, I am the Diehard of Diehard Yankee fans.
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And I ve never been offered this supposed signed ball from this Yankee person, but it s OK.
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I ll have two of them.
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OK, good.
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But listen, the bottom line is that you have to know who you re dealing with and what inspires them, what helps them, what puts them in a position to move forward or become more profitable or build morale.
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Anything that you can do that s not your stupid-ass slide set is going to keep you top of mind or be remarkable enough to be talked about.
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Here s how I think about their value.
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And this is, it s so simple.
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If you can think about what outcome your customer is trying to achieve, and then think about along that way, what would they perceive to be of help to them?
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That s what they would find valuable.
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Or memorable, or fun, or emotional.
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Yeah, but we can go through those other topics on a different episode.
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I agree.
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Okay, until next time, I m Jane Gittimer.
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And I m Jeffrey Gittimer, and get out there and become a valuable resource to your customers, 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.