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…
We find that a lot of sales people are still stuck using manipulative tactics to get their way. It makes their clients feel uncomfortable and ultimately leads to negative results, canceled sales, and buyer’s remorse. What if I told you that using positive methods of persuasion can not only help to sell your point of view to others, but to also create connections that last?
For more details, listen to the ENTIRE episode 572 on your favorite streaming platform.
There are specific, measured, and NEW actions to understand, put into action and MASTER. This course is your game plan to do all three and bank the results.
What you’ll get:
Post Pandemic Productivity & Profitability
Daniel Burrus is considered one of the World’s Leading Futurists on Global Trends and Disruptive Innovation.
The New York Times has referred to him as one of the top three business gurus in the highest demand as a speaker. In this episode we
discuss the coronavirus pandemic and how it impacts you.
Are you the best at what you do?
Everyone wants success, but very few achieve the success they dream about.
This personal challenge e-book describes the personal evolution necessary to become a super-star.
If you’re an all-in diehard, then you know what The Little Green Book of Getting Your Way is. If you’re not; well then allow us to fill you in. The Little Green Book of Getting Your Way is something I created for salespeople such as yourself. It digs deep into the 9.5 elements that make persuasion and getting your way happen.
Persuasion occurs in so many different areas of life and business. In the book, I talk about your methods of persuasion and how to speak, write, present, and persuade to sell your point of view to others.
I really want to emphasize on your specific methods of persuasion. I find that a lot of sales people are still stuck in the old way of selling. What I mean by that is they’re using manipulative tactics to get their way which is a negative method of persuasion.
I wanted to write this book to give insight into how positive methods of persuasion can bring you out of the old way of selling, and transform you into the new way of selling more.
Ask yourself: When you try to close the deal, are you manipulating your client? If you don’t know the answer to that, then ask yourself this: Even if you don’t get the deal, are you building valuable connections with that person?
If your motivation to sell is solely on getting the deal and not actually caring about building connections with your clients, then you’re doing it wrong. Manipulation makes people feel uncomfortable, and it should make you feel that way too.
When you feel uncomfortable doing something, it’s because it’s not in the best interest of the other person. It only serves you. In the short term, your numbers are there, but in the long term, you’ll most likely get negative results, canceled sales, and people having remorse from what they’ve agreed to with you. Therefore, you’re creating a negative response to your actions.
I spoke with a salesperson who was the top seller at his company. He was telling me how he was so proud and constantly boasted about how he could sell to literally anyone. But then one day, he woke up with the awful realization of just how manipulative he was being, no matter who he was taking the last penny from. It could have been from a Mom with 3 kids who just went bankrupt, or a Grandma who had nothing left to her name; it didn’t matter.
It finally hit him that he was on the dark side of persuasion, selling the wrong way, and he decided to never do that again.
That’s the difference between the dark side and green side of persuasion. On the dark side, you should be ashamed of your actions because they are negatively serving your clients. But on the green side, The Little Green Book of Getting Your Way side, you’re able to look at yourself in the mirror.
It boils down to your belief system and if you believe in your heart that you’re doing the right thing, that the customer is better off having purchased from you, and that your mom would be proud of what you’re doing. That’s when you’re using positive methods of persuasion and you’re on the right path for long-term success.
Persuasion occurs in our everyday lives, from convincing someone to go to our favorite restaurant, to going to work as a businessman or salesperson.
Elements of persuasion exist in every facet of our decisions, so you have to start thinking of how you can exist in the new world of selling. How can you stay away from the dark side and move into positive methods of persuasion for long-term success?
You need to relate with your clients in a way that compels them to see your point of view and take action, either to be your friend, be a connection, or make a sale.
If you’re getting referrals and reorders, if your customers are loyal to you and calling you outside of work and wanting to get together, then that’s your answer as to whether your methods of persuasion are found in that dark alley or not.
If you’re in the Insider’s Club then you know, but if you’re not, you need to come join the conversation. Both Jen and I look at our Diehards as family and we want to have the opportunity to connect with you. I want to be able to hear your experiences and share what we can with you on a more personal level. We discuss more in depth the content of The Little Green Book of Getting Your Way and how it can help you, but we want to share an important concept with you here.
In chapter four, I talk about how every aspect of your delivery from appearance, posture, and tonality, is being judged subconsciously. We forget that humans are intuitive, so as much as we are sizing up our clients; they too are looking at us through the same lens.
So, what I want you to do is focus on your positive methods of persuasion. I want you to put on your best outfit and go to your clients with a different frame of mind. A frame of mind that you’re not there to sell by manipulation; but that you’re actually selling to help them win. You’re creating a positive environment where they’re going to feel great about buying from you and proactively tell other people about their experience.
If you want to challenge yourself even more, I challenge you to get The Little Green Book of Getting Your Way, turn to page 54, and have someone else take the test and rate you in your methods of persuasion. It doesn’t matter how you see yourself as much as it matters how others see you. That’s the value of this book, it points out the reality, not just of who you are, but who you’re becoming.
When you act better and persuade best; you make more sales, you become more successful, you’re happier internally, and people begin to really like and respect you.
Thank you so much for listening to Sell or Die! We hope that this episode helped you to transform the way you view the challenges you face along your journey to success so that you can win your customers all the way 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!