0
SPEAKER_00
Where do we start this?
0
SPEAKER_00
An answer doesn t matter.
0
SPEAKER_00
We re having a good time.
0
SPEAKER_01
He couldn t wait to get in here.
0
SPEAKER_00
You need sales balls to make sales calls.
0
SPEAKER_00
I m tweeting that puppy.
0
SPEAKER_00
Okay.
0
SPEAKER_00
Welcome to the Sell or Die podcast.
0
SPEAKER_00
We re your hosts, Jeffrey.
0
SPEAKER_00
And Jen Giddimer.
0
SPEAKER_00
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.
0
SPEAKER_00
I grew up in Philadelphia, sold in New York City, but was smart enough to move to Charlotte, North Carolina.
0
SPEAKER_01
And I m the author of Sales in the New York Minute and creator of Breakthrough Business Babe Community.
0
SPEAKER_01
Fun fact, I m obsessed with our dogs and consider them humans.
0
SPEAKER_01
If you have a dog, you know exactly what I m talking about.
0
SPEAKER_00
SellerDai is for sales professionals, sales people, sales managers, entrepreneurs, and business owners who want to sell more at full price
0
SPEAKER_00
earn loyalty, and have an unlimited stream of referrals.
0
SPEAKER_01
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.
0
SPEAKER_00
It s time to sell or die.
0
SPEAKER_01
Welcome back, Die Hard.
0
SPEAKER_01
What s going on?
0
SPEAKER_01
In this episode, we re talking about Jeffrey s little green book of getting your way and how you can get your way.
0
SPEAKER_01
Because in the Insiders Club this month, Jeffrey has been doing sort of a book club.
0
SPEAKER_01
What did she say?
0
SPEAKER_00
Yep.
0
SPEAKER_01
And every week you re going through a chapter or two from the little green book of getting your way.
0
SPEAKER_01
and talking about how each person in the Insiders Club can use these concepts and strategies to further themselves.
0
SPEAKER_01
And actually the subtitle says it all, how to speak, write, present, persuade, influence, and sell your point of view to others.
0
SPEAKER_01
So Jeffrey, what is the little green book of getting your way overall?
0
SPEAKER_01
Tell us about the book.
0
SPEAKER_00
I was very frustrated by all of the manipulative, persuasive, silly things that people tried to do in order to get their way.
0
SPEAKER_00
The old closing, manipulative, find the pain bullshit of selling no longer works.
0
SPEAKER_00
And all the books on persuasion seemed to have a dark side to them.
0
SPEAKER_00
Even the NLP things had darkness down their path.
0
SPEAKER_00
And I thought, why not write a book on positive persuasion?
0
SPEAKER_00
So I did.
0
SPEAKER_00
And what it tells me
0
SPEAKER_00
And what it tells you is to die hard or exactly the same thing.
0
SPEAKER_00
In order to get your way, you have to write positive things.
0
SPEAKER_00
You have to speak positive words.
0
SPEAKER_00
You have to deal in positive environments in a way that compels other people to see your point of view and take action, either to be your friend, be a connection, or make a sale.
0
SPEAKER_00
There s always the aspect of trying to get your way in everything you do.
0
SPEAKER_00
Remember when you were fighting with your siblings to try to, you know?
0
SPEAKER_01
Yeah.
0
SPEAKER_00
Or you wanted to go to your place for dinner with your mate.
0
SPEAKER_00
These are all elements of persuasion.
0
SPEAKER_00
And I think you have to look at this from the perspective of it s in your everyday life, and it s in your business life, or it s in your sales life.
0
SPEAKER_00
So what I did was I took the elements that were there and broke them down, a writing element,
0
SPEAKER_00
A speaking element a posting element all the things that go into persuading others.
0
SPEAKER_00
Are broken down into usable bite size characters and and words.
0
SPEAKER_00
that will help you be more persuasive in a positive way.
0
SPEAKER_00
This is not anything about manipulation, closing the sale, old world crap.
0
SPEAKER_00
This is all about how to do it in a way where you not only do you get your way, but you build a relationship.
0
SPEAKER_01
I think a big element of persuasion or of selling even that makes people feel uncomfortable is they don t want it to come off manipulative.
0
SPEAKER_01
They don t want it to,
0
SPEAKER_01
to go to that dark side of persuasion.
0
SPEAKER_00
Manipulation actually makes salespeople uncomfortable.
0
SPEAKER_01
Right.
0
SPEAKER_00
And if you are uncomfortable doing something, it s because it s not in the best interest of the other person.
0
SPEAKER_00
It only serves you.
0
SPEAKER_01
And maybe long term, I would argue, it doesn t even serve you.
0
SPEAKER_00
Yeah, in the long term, you ll probably get negative results or canceled sales or people having remorse from what they ve done with you, or worse, not referring you, thereby creating a negative response to your actions.
0
SPEAKER_01
I met a salesperson once who told me he was the top salesperson at this trading company.
0
SPEAKER_01
And he was so proud at the time of how he could get anyone to buy their tradings.
0
SPEAKER_01
And he was like going on and on, he said.
0
SPEAKER_01
And then one day I realized how manipulative I was being.
0
SPEAKER_01
that I wasn t serving people, that I was just selling to everybody no matter what, grandmas who were on their last penny.
0
SPEAKER_01
He s like, and I just woke up one day feeling like an awful person.
0
SPEAKER_01
And ever since then, he changed his ways and now goes the opposite way, which is really like the little green book of getting your way way.
0
SPEAKER_01
But it was just so interesting that when it hits you that you re selling in the wrong way, you never want to do it again.
0
SPEAKER_00
It boils down to your belief system.
0
SPEAKER_00
If you believe in your heart that you re doing the right thing and that the customer is better off having purchased from you and that your mom would be proud of what you re doing, then you re on the right path.
0
SPEAKER_01
Yeah.
0
SPEAKER_00
The grandma test is very simple.
0
SPEAKER_00
It s can you put grandma at the end of your service or sales statement and have it sound good?
0
SPEAKER_00
That s our policy, grandma.
0
SPEAKER_00
Your credit card s been declined, grandma.
0
SPEAKER_00
Honestly, grandma, this is the best deal that I possibly can give you.
0
SPEAKER_00
I mean, this is- Oh, that s so funny.
0
SPEAKER_01
I didn t realize you actually had a grandma test.
0
SPEAKER_00
Yeah.
0
SPEAKER_01
My test in my mind is actually just, would my grandma, would I be okay doing this with my grandma?
0
SPEAKER_01
I made it personal for me.
0
SPEAKER_00
So look at it from the perspective
0
SPEAKER_00
of what you can look in the mirror and tell yourself you re doing the greatest with every day.
0
SPEAKER_00
And if you re getting referrals, if you re getting reorders, if your customers are loyal to you, if your customers are calling you outside of work and wanting to either get together or giving you some kind of referral,
0
SPEAKER_00
That s your test as to whether you re being manipulative or not, as to whether you re being persuasive down the dark alley or not.
0
SPEAKER_00
If you re using NLP, you have an option, NLP dark or NLP light.
0
SPEAKER_00
And light means doing it the right way and measuring your own adaptation of that process to be able to benefit the other person.
0
SPEAKER_00
It s a very simple process, but most people complicate it, especially
0
SPEAKER_00
quote, guru sales trainers who think that if they re not, if you re not finding the pain and closing the sale, you re not doing the right thing.
0
SPEAKER_00
And in fact, if you re finding the pain and closing the sale, you are doing the wrong thing.
0
SPEAKER_01
So this is really interesting, because you had this post in the Insiders Club this month about chapter four in the book.
0
SPEAKER_01
And by the way, if you re not in the Insiders Club, just go to gittimer.com slash Insiders Club so that you can sign up and become part of the membership and a part of our family, really, because that s where we are able to connect with you the most.
0
SPEAKER_01
And that s where we re able to engage with you the most as well.
0
SPEAKER_01
Obviously, you know, a podcast is somewhat one-sided.
0
SPEAKER_01
You re listening, we re talking, but we don t get to have
0
SPEAKER_01
a two-way convo here, whereas in the Insiders Club, you know, you get two calls a month and you re literally hanging out with Jeffrey multiple times a month, and I m there too, and it s just fun, because we get to engage with you.
0
SPEAKER_01
So chapter four is Act Better, Persuade Best, and Get Your Way.
0
SPEAKER_01
And I m not sure if that s the exact title, but that s what this image says here.
0
SPEAKER_01
And this is what we wrote, or you wrote.
0
SPEAKER_01
When you are in the act of presenting and persuading,
0
SPEAKER_01
every aspect of your delivery from appearance, posture, and tonality is being judged subconsciously.
0
SPEAKER_01
And I think that s so interesting because we often forget that we re judging ourselves, but we often
1
SPEAKER_01
forget that the potential customer is also judging these things and looking into, you know, all these things that we re not always paying attention to.
1
SPEAKER_00
Until mother Google came along, salespeople felt like they were living in a vacuum.
1
SPEAKER_00
They could do research on the customer, but the customer couldn t do much research on them.
1
SPEAKER_00
Now, exposure is completely equal.
1
SPEAKER_00
And so is the customer s perception of the way you say things the same way you re trying to perceive the customer s way of saying things to you.
1
SPEAKER_00
So I would put on your positive persuasion
1
SPEAKER_00
your best outfit and go to your customer s place with a different frame of mind.
1
SPEAKER_00
With a frame of mind that you re not there to sell them by manipulation, that you re selling to help.
1
SPEAKER_00
You re helping them win.
1
SPEAKER_00
You re putting them in a situation where they re going to feel great about buying from you and tell other people proactively without you saying, well, can I get a referral?
1
SPEAKER_00
Would you be so kind?
1
SPEAKER_00
My business is running referrals.
1
SPEAKER_00
If you have to ask for a referral, that s because you did the wrong thing.
1
SPEAKER_00
If you have to ask for a referral, that s because you have no relationship with these people.
1
SPEAKER_00
And you re just doing what your boss told you being uncomfortable and looking like a fool.
1
SPEAKER_01
Yeah, yeah, for sure.
1
SPEAKER_01
There s a quiz, by the way, on page 54, where, you know, you can determine how well you re doing with positive persuasion and all of these attributes.
1
SPEAKER_00
Page 54, where are you?
1
SPEAKER_01
Page 54.
1
SPEAKER_00
Where are you?
1
SPEAKER_01
See, I m old enough to have watched those on reruns.
1
SPEAKER_00
Oh, wow, cool.
1
SPEAKER_00
So let somebody else take this test and rate you.
1
SPEAKER_00
In presenting, it doesn t matter how you see yourself as much as it matters how others see you.
1
SPEAKER_00
And that s the value of this book, is that it points out the reality, not just of who you are, but who you re becoming.
1
SPEAKER_00
And when you become a better person on a day-by-day basis, guess what?
1
SPEAKER_00
You make more sales.
1
SPEAKER_00
You become more successful.
1
SPEAKER_00
You re a happier internal person, and people begin to really like and respect you.
1
SPEAKER_01
I think in order for people to see the best in you, you first have to see the best in yourself.
1
SPEAKER_01
It s so critical, you know?
1
SPEAKER_00
Totally 100% agree, Jen.
1
SPEAKER_00
All right.
1
SPEAKER_00
But the only way you re going to find that out is get the book, join the club, and be there for the next meeting.
1
SPEAKER_01
Hell yeah.
1
SPEAKER_01
Well, it s been a pleasure spending this podcast time with you, Diehard.
1
SPEAKER_01
And until next time, I m Jen Gittimer.
1
SPEAKER_00
I m Jeffrey Gittimer.
1
SPEAKER_00
Persuade positively, even if your ass falls off.
1
SPEAKER_00
Thank you so much for listening to Sell or Die.
1
SPEAKER_00
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.
1
SPEAKER_01
If you enjoyed this episode, please take a second to rate and review.
1
SPEAKER_01
Each review helps us help more people just like you make a difference in this world.
1
SPEAKER_01
Don t forget to take a screenshot, share it in your Instagram stories and tag us at Jeffrey Gittimer and at Jen Gittimer.
1
SPEAKER_01
See you next week.