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 learn about how you can still maintain productivity within your business by doing less. And for even more details on each point, listen to ALL of episode 511 of the Sell or Die Podcast on your preferred streaming platform!
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This is a matter of giving yourself ample time on your calendar and doing less allows you to be in the present. Working all the time in meetings is not the way to be the most productive or creative. You do get a lot done but you’re not expanding. When you’re home or in an office, there’s a rushed atmosphere. Bottom line is that I feel more productive when I have less to do.
Having that lifestyle of back to back meetings, non-stop phone calls, this can seem as if it’s productive, however it’s not. You are cutting out essential thinking and creativity time. By doing less, you can utilize this free time to advance your business and your sales so much more. In your normal workday, you’re constantly thinking about what you have to do next, what call you have to make, what meeting you have to attend. You fall into a pattern of this rather than deciding for yourself what’s next and what you’d like to do.
You should be able to put in blocks within your calendar and space things out. You should happily do less because you are in a better state of mind when you aren’t being bombarded by constant tasks. Most people assume the busier, the more sales, therefore the more productive. We’re constantly told it’s all numbers. Wrong. It’s the quality of numbers and quality of time with someone to build a meaningful relationship so it not only turns into a sale but multiple sales and referrals.
If you’re trying to get big-ticket sales, think about how you get into that customer’s mind and in their shoes so well that you understand what they need. How can you do that if you’re back to back without any creativity time in your day? Everything you focus on in relax mode automatically turns out better, simply because you are relaxed. Your thoughts are freer than they normally would be, you are allowing your mind to go further into creative thought to come up with better solutions and outcomes.
If you break it down, being busy does not equate to being productive or being efficient. It just equals being busy. You may feel at the end of the day you had a full day of accomplishment, but I challenge you to ask yourself what is the depth of your accomplishment, rather than the length. If you’re going appointment hopping all day long, it’s difficult to be truly present and have an in-depth meeting. Instead, you are busy writing down and documenting what you should’ve done after but you could’ve had the time to think it out while you were there.
Oftentimes in sales and business, it’s frowned upon to do less and it’s this game of having a busy calendar. You’re doing things during the day that require meetings, but I guarantee if you look at the meetings and ask yourself if they are truly necessary, you can cut out half of them. Try this experiment out, go an hour or two away from your home, rent a hotel room with a nice view in a quiet place. Transition from having 5-6 meetings a day to 1-2. You’ll see what I mean, it’ll make such a difference. You actually go deeper with the person you are meeting and talk a bit more. This allows you to expand and for relationships to become more real and in-depth.
I want you to DM either one of us on Instagram and let us know what you will be doing to begin to take advantage of relaxed productivity and how you will incorporate it into your life.
So to hear more of our strategies and tips on how doing less can make you more productive, don’t forget to tune in to episode 511 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!