But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
It’s time to sell or die…
Check out the points below to learn more about your audience engagement secret to generate sales. And for even more details on each point, listen to ALL of episode 520 of the Sell or Die Podcast on your preferred streaming platform!
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There’ve been a lot of companies and salespeople coming to us with a dilemma about how they go about emerging in this new economy and pandemic eventually fading out. Everyone wants to make sales, a lot of companies are desperate to make sales, especially now. Many have experienced slowdowns. Now the question is, what do you do and how do you approach prospects? Firstly, you have to understand the basic premise. You have to find out how to help people not just make sales at this moment in time, there’s a bigger picture.
Die hards, what have you been doing? Make a list of what you’ve been doing the last 4-5 months and how has that kept you top of mind with your customers and prospects? That’s where you have to be right now, maybe you’ll have a revelation to yourself that you haven’t been doing as much as you could. Whether you’ve been doing something or nothing, it will require action as you emerge into this new economy.
Stop making the selling process painful and start building back relationships with people to a point where you ask them what it was like before Covid-19. How did you treat them? Anything memorable? Record that. Right now is a time to build social proof. Ask yourself what you’re doing to gain the voice of customers and gain testimonials right now. Get anything you can use on your social platforms, messaging, and emails. Wherever you are sending communication about what you offer, you should be adding in a testimonial.
If you haven’t earned it, however, it will be difficult to ask for testimonials during this time. You have to go about a strategy of not directly asking. The salesperson now has an opportunity to emerge. You can take a customer and a prospect to lunch, let them talk about you. If you have 5 lunches a week, with 5 different customers and prospects, you could make 5 sales. Keep in mind, if you want referrals, you have to be giving them too. This is essentially providing the voice of the customer with you being the customer.
Jen got suggested to meet up with a girl, the girl was referred to Jen by someone she knows. However, there was no context behind why they should meet and how it can be mutually beneficial. This left Jen wondering why she should meet up and what the motives were. She was trying to trust in it but ultimately wasn’t sold to go meet this person because she lacked information behind why and who this person was.
So, if someone wants to refer you to meet someone or vice versa, you should always have information on the back story and be sold on it. One of Jeffrey’s past mentors said, “Sometimes chips fall on the floor, you can’t pick up every chip.” His philosophy was to focus on things you know can win for you and let the rest fall away. Just because someone is enthusiastic to meet you doesn’t mean it’ll be a good fit, but it’s best to not ignore it because you don’t know the potential of connection there.
We’re challenging you guys that now is time to emerge with the voice of your customers who love you. Let them be the voice of reason and testimonial to put you in a positive light so others won’t be reluctant to deal with you. There will be a lot of skepticism as we come out of Covid-19, so be ready and be prepared.
To hear more about your audience engagement secret to generate sales, don’t forget to tune in to episode 520 of the Sell or Die Podcast.
Thank you so much for listening to Sell or Die! We hope that this episode has helped you to transform the way you think, given you new ideas, and provided a new perspective on the sales and business challenges you face every day so that you can win the customer to the bank.
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Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!