You may have first learned how important it is to be prepared while in college or high school. However, it is even more vital to be prepared in the world of sales. And in episode 506 of the Sell or Die Podcast, we talk all about the importance of showing up prepared for your customer.
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…
So read the points below to find out more about why showing up prepared will take you and your business to the next level. And for even more details on each point, listen to ALL of episode 506 of the Sell or Die Podcast on your preferred streaming platform!
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I see people of all levels showing up unprepared. For example, people cold-calling you because you submitted your information for an eBook or something. You think they have bad training. Really, they are showing up unprepared.
Part of it is that they’re not even expecting you to be on the other line. They’re not expecting you to answer. Then when you do answer, they don’t even know how to talk to you because they haven’t done their homework.
By fumbling with their papers or not having the correct background understanding of you or your business, they come off as unprofessional and honestly, disrespectful. In the old days, you could say, “Tell me a little about your business.” Now that’s an insult. Being prepared isn’t just having all your sh*t together. It’s having an idea and some knowledge of the marketplace so you can offer value.
Not only do you have a responsibility to your job but you also have responsibility to yourself, your customers, your future. You’re working. If it’s your company and you’re not showing up fully, then I feel sorry for you. If you’re an employee of a company and you’re a salesperson trying to skate by with the least amount of effort, you have to put yourself in the position of “Will my boss or company be proud of me for doing this? What will the customer say about the service that they got and how am I going to get a referral from this? How am I going to earn a referral based on my performance?”
If you’re thinking long-term about where the sale will get you in six months from now, a year from now, five years from now and 10 years from now, you prepare a whole different way rather than if you’re only thinking, “I need the sale.” The challenge that you have is thinking short term. You’re thinking “I can get by with this” or “I can wing it” or “I can skate by,” and that is dangerous thinking because you’re always going to be in a deficit position.
You’re always going to be scrambling to be able to get your sh*t together. It’s not going to work because customers are smarter now than they’ve ever been before and they can feel it.
They see if you’re ready or you’re not ready.
So I’m going to give you a personal example. I committed to doing a 30-day miracle morning challenge. What I realized within the first week was that the only way I could have a successful morning routine is if I had a successful evening routine. Meaning, I needed to prepare the night before to have a really good morning. I knew that morning that routine would set my entire day up for success. I couldn’t make it happen if I didn’t prepare the night before.
What did preparation look like? It looked like a total brain dump. I got everything out of my head, organized task lists, and figured out exactly what I need to do to have a successful day. This could include going to sleep earlier, putting out my workout clothes or getting my water bottle ready. There were various things that I needed to do to create a successful morning routine. They didn’t begin in the morning if I wasn’t prepared and I was scrambling around. So if you feel like you’re waking up and you’re scrambled, the question you need to ask yourself is, “What am I doing the night before to set myself up for success the next day?”
Get ready, get set, go.
You can’t get ready and get set at the same time. That’s impossible. I’m ready. I’m prepared. If you’re looking to get to that next level, which everyone wants to get to, be prepared. Be ready. Show up ready so that your mindset can be helping other people win or that they will buy from you.
So to hear even more of our tips on how to be showing up prepared for your customer, don’t forget to tune in to episode 506 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.
If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!
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!