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 holiday deals and pricing in the retail vs. coaching industry, as well as where that leaves your value as a salesperson. For even more details on each point, listen to ALL of episode 526 of the Sell or Die Podcast on your preferred streaming platform!
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We’ve just had Prime Day, and we’re about to go through Black Friday as well as Cyber Monday. It’s that time of year where we start to see these crazy holiday deals, discounts, and sales. Jen was in Target the past couple of days and noticed that they are already starting their Black Friday deals. Alongside that, Target is honoring all price matches for ongoing Black Friday sales. As a die-hard, we don’t want you to follow pandemic recovery time and cut your prices. You should follow this recovery time by offering insane value to your customers so they can’t help but want to do business with you.
Before you can do this, you have to think about what you’ve been doing in the last six months. Have you been maintaining contact with your customers, have you been continuously giving them value? A lot of salespeople and entrepreneurs feel that they have to lower prices around this time amid the holiday deals. The truth is, we don’t agree with this. If you think about it, you are offering a service or product that solves your customer’s problem. The value of that should never change, regardless of the time of year. The industry you are in is not the same as a retail store, such as Target.
If you’ve done marketing correctly and created a need for your service, people will pay more for it at this time of year. It’s not just about a discounted price, it’s all about a perceived value and a need. Realize that you don’t need to cut your prices, but you do need to create a demand to get your price or even beyond that price.
When it comes to creating the demand, as long as you create value, value creates demand. You have to go out and find what your customer needs right now and fulfill that. If you do that, then all of the sudden, the demand for your product will show up. Don’t let the holiday deals and craziness impact how you value your services and products. Stay true to the worth of what you have to offer.
Find a bargain, but don’t sell one. At the end of the day, you as an entrepreneur and salesperson are in an entirely different industry than those major retailers that are offering holiday deals and discounted prices right now. Don’t question your value, and always fulfill your customer’s needs. As long as you’re solving a problem, you should never have to cut your prices to make sales.
To hear more about holiday deals and pricing, as well as whether it can leave you questioning your value, don’t forget to tune in to episode 526 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
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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!