Its time to get motivated with the Sell or Die Podcast family! Jeffrey, Jen and Doug are joined by the Director of Sales Success for the Gitomer Learning Academy, Brett Thomas for a LIVE sales meeting that you can watch on Facebook.
Today’s Motivation Monday is brought to you buy Deathwish Coffee. It’s the world’s strongest coffee and the only choice for true diehards.
Follow us on facebook and join us live next Monday to ask your questions and get MOTIVATED.
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Full Transcription
Good morning, everybody, and welcome to Motivation Monday. It’s an offshoot of Sell or Die. It is the launch of Sell or Die for the week. We are … We’re not just motivated around this place. We’re inspired. I think that if you-
Jen
Yeah, but inspired doesn’t have alliteration with Monday.
Jeffrey
That’s true, so you’re inspired inside your brain.
Jen
Yeah, exactly.
Jeffrey
Yeah, inside inspiration. Jen and I are joined by Brent Thomas.
Jen
What up, Brent?
Brent Thomas
Hey, guys.
Jeffrey
He’s our, I guess, Millennial Monday. What’s up, Brent? How was your week last week?
Brent Thomas
My week last week was excellent, Jeffrey, appreciate that.
Jeffrey
Cool, it’s about damn time.
Jen
Awesome, hey let me tell our listeners and watchers what we’re doing right now, okay, Jeffrey?
Jeffrey
Oh, all right.
Jen
Motivation Monday-
Jeffrey
Yes.
Jen
Is a segment on Sell or Die. If you haven’t listened to our show yet, subscribe at sellordiepodcast.com or wherever you get your podcasts. Every Monday, we’re going to be coming to you … Now, that’s a big commitment. I just committed us to that.
Jeffrey
Hmm.
Brent Thomas
Yes.
Jen
Beware guys. Beware. Every Monday, we’re going to be coming to you live and giving you motivation to kick off your week. We also have a Tuesday show and a Thursday show, if you go to our podcast.
Jen
The agenda for today is we’re going to do a quick debrief on last week. We’re going to talk to Brent about his week last week. We want to know about your week last week, and then we’re going to go into a warrior discussion, what it takes to become one and how to stay one.
Jeffrey
Yeah! Now, warriors don’t have guns, per se. They have pens.
Jen
We’re not going to get into that gun thing. That’s right.
Jeffrey
Yeah, exactly.
Jen
The pen is the key.
Jeffrey
Bingo! This is your tool. This is your weapon of choice. If you can get the customer to ink something or sign something or approve something, then you have won the battle. You’ve not won the war, but you have certainly won the battle.
Jen
Absolutely, so tell us … If you’re watching, tell us where you’re watching from, what you’re selling, how your week was, and we’re going to bet into it, but, in the meantime, Wes Wyatt says, “Good morning, Jennifer and Jeffrey.” Wes, good morning.
Jeffrey
Tell us who your favorite football team is. I want to know who you root for, because I’m green.
Jen
Jeffrey, who do you root for?
Brent Thomas
Yeah, who’s your favorite?
Jen
I don’t know who your favorite team is.
Brent Thomas
No one does.
Jeffrey
I root for the Super Bowl Champion, Philadelphia Eagles. I always have something Eagles on, but I’ve decided to stop wearing Eagles stuff, as of next November.
Jen
I don’t believe it.
Jeffrey
Unless we’re 7-0, and then I’ll wear it through the Super Bowl next year.
Jen
Okay, so this is crazy. Two packages came in the mail last week.
Jeffrey
Yeah.
Jen
Inside was a hat, an Eagles hat, and an Eagles shirt. I said, “Jeffrey, that’s so nice. These are amazing. Who sent this to you? He said, “I thought you did.”
Jeffrey
We had no idea.
Brent Thomas
Yeah.
Jen
I wish I could take credit for this amazing gift.
Jeffrey
It came from the NFL Shop, the pro [crosstalk 00:03:15].
Jen
Fanatics or whatever.
Jeffrey
Whatever it’s called, yeah, and there was no card in there. I get a call last night from Stacy, my daughter, and she goes, “Did you get the package?”
Jeffrey
I go, “What package?”
Jeffrey
She goes, “You know, the one with the hat.”
Jeffrey
I go, “Oh!”
Jen
“Oh, that’s from you!”
Brent Thomas
“Yes, I love it.”
Jeffrey
Exactly. Well, I’ve been wearing the hat and the shirt. In case the shirt falls off, I still have the hat on, but it says Super Bowl Champs. It’s so cool.
Jen
Yeah, that is really, really a good gift.
Jeffrey
I didn’t mention this, but the Eagles did win the Super Bowl. I don’t like to mention that or anything, but-
Jen
You’ve never mentioned that ever on our show.
Jeffrey
Brent, so Brent, let’s go.
Brent Thomas
Yes, yep.
Jeffrey
What-
Jen
How was your week, Brent?
Jeffrey
Yeah.
Brent Thomas
My week last week … One of the things I was working on was to intensify my actions, my calls, my purpose, my intention for the calls, and then my week ended up being pretty decent.
Jeffrey
Geez, I wonder why!
Brent Thomas
Yeah, I made the biggest sale to date.
Jen
Woo-hoo!
Brent Thomas
Yes.
Jeffrey
This is the challenge, though. I want you to come back here every week and say, “I made my biggest sale.”
Jen
I made a bigger sale.
Brent Thomas
That’s right. I’d like that, too.
Jen
Yeah.
Jeffrey
Yeah, and you have a pretty big one on the hook this week, don’t you?
Brent Thomas
Yeah, a few.
Jen
Oh yeah, yeah.
Jeffrey
Okay, cool, cool. Once your pipeline … What we’re talking about here is Brent is a salesperson for us. He sells the Gitomer Learning Academy, and he is building his pipeline right now. You can see that once that pipeline starts to fill up with solid prospects, some fall into the fold on a weekly basis. I don’t think you have a long way to go to beat the sale for last week, but if you pop this one this week, you’re going to have a long way to go.
Jen
Brent, I’ve noticed something about you. That is that-
Jeffrey
Your hair.
Brent Thomas
That’s true. It’s glorious!
Jen
Okay, well, your hair is glorious.
Jeffrey
Yeah.
Brent Thomas
You have great hair, too, Jen.
Jeffrey
Yeah.
Jen
Thank you. Where I was going with that was that sometimes you don’t win the sale, and that’s okay, because you can’t win them all, but you have meticulously continued to build your pipeline and continued to say, “Okay, I didn’t win that one, but now I’m going to go out there and keep trying, keep cold calling, cold emailing, reaching out.” What keeps you motivated?
Jeffrey
By the way, no one’s a “never.”
Jen
Oh, it’s just a “not right now.”
Jeffrey
They just happen to be a “not now.”
Brent Thomas
That’s right.
Jeffrey
Brent only has a “not now” pile.
Brent Thomas
Yeah, exactly. I think for that, to answer that question, it’s more of an inner game for me. I’m like, I want to win, whether it’s not now, whether I literally hear “not now,” or “yes.” If they tell me “no,” I just really don’t accept that or act like I don’t hear that.
Jeffrey
Right.
Brent Thomas
It’s just like, “Okay, well, you know” … I just move onto something else or another … I don’t know. I just keep talking to them.
Jeffrey
Of course.
Brent Thomas
Yep.
Jen
Yeah, that’s cool. That’s cool.
Jeffrey
I’m in favor of that. I think that what we offer, the Gitomer Learning Academy, is helpful to salespeople. If you’re talking to a salesperson, and they’re saying “no,” they’re saying, “I don’t really want help.”
Brent Thomas
Right.
Jeffrey
“I already know everything,” or, “I don’t have the money,”-
Jen
Right.
Jeffrey
Or, “I don’t want to invest the money in that. I’d rather buy beer on Friday night,” or something stupid, or their cable bill is too high.
Jen
What does it come out to a day?
Brent Thomas
The Learning Academy comes out to, if you do for a one-year subscription, it’s $2.73 a day.
Jeffrey
Way to go, Brent. Way to break it down.
Jen
Wow, that’s amazing.
Jeffrey
Yeah, pretty cheap. If you get one tip a day and you take weekends off, you’ve basically invested about three bucks a day to get one great sales tip or one great sales idea, and at the end of the year you have 250 of them. What the hell are people thinking?
Brent Thomas
That’s right.
Jen
They’re not thinking.
Brent Thomas
Yeah.
Jeffrey
No, if you’re on this Facebook Live thing right now, what the hell are you thinking? If you’re a Gitomer Learning Academy subscriber, why don’t you tell other people what’s going on?
Jen
That’s right.
Jeffrey
Yeah, I think that’s the best thing to do. Brent, you’re happy with your thing?
Brent Thomas
Yeah.
Jeffrey
Yeah, so far so good?
Jen
I think … At the end of the last session that we were in … I think it was two weeks ago, because you were traveling last week, you intensified. You committed to intensity, and you did it.
Jeffrey
And it was President’s Week, wasn’t it, or something sill?
Jen
Yeah, it was something, and you committed to it, and you did it!
Jeffrey
Yeah.
Brent Thomas
That’s right.
Jen
I love that you started off this week by saying what your last week’s commitment was, and then how you did it.
Brent Thomas
Mm-hmm (affirmative).
Jen
That’s awesome.
Jeffrey
If you’re a Facebooker out there, and you may happen also to be a Diehard out there, so a subscriber to Sell or Die. Oh, what you might want to do is look at the word commitment and combine it with the word pipeline in order to be able to get your best results. If you’re only after one sale this week, you’re in trouble. You need to be after five sales this week, so that one pops in, five, maybe six, and then maybe two pop in.
Jen
All right, so write in the comments what your commitment is for this week.
Brent Thomas
Ooh, that’s a good one.
Jen
We want to know. Put it out there, because once you put it out there to the world and say it out loud, you are really committing to it and writing it down. You are 100% committing to it versus just thinking it. It’s not the same.
Jeffrey
I’m committed to Death Wish Coffee.
Jen
I thought you were going to say to someone else, but that’s cool, too. We love … Look at that. I love that. Doug has all these cool graphics coming up.
Jeffrey
There was an old auctioneer in the Berlin Farmer’s Market in New Jersey. He, just a British accent guy, was just funny as hell. He would take his coffee, he’d go this is imitation of a bird. This is a swallow, and he would take a sip of his coffee. Yeah, I know.
Jen
Oh man, oh man. Now, it’s time for our warrior discussion. Jeffrey, who did you spend the weekend with?
Jeffrey
I spent the weekend with … I was going to say the ultimate warrior, but that might bring back wrestling memories to a lot of people.
Jen
Oh, yeah.
Jeffrey
Martin Rooney is Training for Warriors. He is one of the top 10 trainers in the world. He travels around the world to talk about warriors, but it’s the warrior within. He trains people to transform themselves by committing to themselves, so he goes out and talks about training, but he also talks about what’s in your head, what’s motivating you, what’s inspiring you to get better, to transform your body and to transform your mind. Well, I’m in the … so far, I’ve done the mental part, but I still have that little potbelly growing there, and I’ve got to get to the physical part. I’ll try to warrior myself.
Jeffrey
This guy is a genuine, unbelievable warrior. We spent some time talking about what is a sales warrior and what is a mental warrior? It was amazing. He has this book called Rooney’s Rules, which you should all own. You just go to trainingforwarriors.com, and it’s like 15 bucks or something. In it is all kinds of graphically pleasing tidbits from Martin. This is one.
Jen
It’s one of the easiest, most fun reads on the planet.
Jeffrey
Oh, yeah. “Success and mediocrity are both contagious. If you want to be great, surround yourself with great people. Surround yourself with great people. Surround yourself with great people, and get infected.” That’s pretty cool.
Brent Thomas
Yeah.
Jeffrey
Here, this is another one. “A majority of your skill has less to do with your talent than it does with where you spend the majority of your time.”
Jen
Ooh.
Brent Thomas
Ooh.
Jen
We should talk about that.
Jeffrey
It talks about improvement, and he’s an improvement kind of guy.
Jen
Well, let’s talk about time and time allocation and time investment, before we move to the next quote.
Jeffrey
No, I want to talk about the next quote. Okay, go ahead. Go, go, go, go, go.
Jen
I can’t win around here. I find that there are so many moments of time that people just sit around waiting for something to happen, that they could be actually utilizing their time. For example, you get to an appointment early. Are you just sitting in your car, looking at the news, looking at social media or whatever, or are you actually doing something that’s going to help you make the sale or make more sales?
Jeffrey
I’m going to throw something at you that goes against something that every single sales manager or sales leader has said one time. “We have to educate our customers!” Dude, let me explain the reality here. Your customer is not sitting by their phone going, “Boy, I sure hope those people call me up and educate me, because I’m so stupid.” No, they’re doing something, and they want you to help them do what they do. They don’t want your education. They don’t want your product. They want value. They want information that will help them win. They want ideas, not your product. They can Google anything they need to know about your product, and they can find out about you and your product in about nine seconds.
Jeffrey
What I recommend you do, if you want to take some action this morning, Google yourself. See what Mother Google thinks of you, because that’s what your customer’s doing five seconds before you walk in the door. That’s the education that you need. Educate yourself about yourself.
Brent Thomas
Ooh.
Jen
I love that. I want to go out to the audience, and then get back to time investment. Ron Goodwin says, “The potbelly is a sign of success in most cultures.”
Jeffrey
Thanks.
Jen
Thank you, Ron.
Jeffrey
It’s also the sign of hotdogs.
Jen
Wes Wyatt says, “Great quotes. Sounds great.”
Jen
Jeff Brokaw hey, Jeff, long time no see says-
Jeffrey
Hey, Brokaw.
Jen
I think we’ve seen him every day for seven days straight, and we love it. “Return … ROT, return on time.”
Jeffrey
Whoa.
Brent Thomas
Mm-hmm (affirmative).
Jeffrey
Very good.
Jen
I love that. That’s real awesome. Jeffrey, you have a theory about time management.
Jeffrey
Mm-hmm (affirmative).
Jen
Let’s talk about that.
Jeffrey
Okay. I think the biggest waste of time on the planet is an all-day course in time management. I think that you already know what the A’s are and the B’s are and the C’s are. I’m writing a book on time management called You Already Know What To Do, You’re Just Not Doing It.
Jen
We’re getting lots of hearts out there. Thank you, guys. Make sure, if you like this, which I think, and I’ll venture out to say I know you like it share it with your friends.
Jeffrey
Yeah, share it with both your friends. The challenge with time is that people don’t know how to take care of and invest their time. I’ve created a process called Time Allocation. In that, you take your allotted time during the day let’s say you’re awake for 14 or 16 hours, whatever it is and you divide it into half hour segments, or 15 minute segments if you really want to be anal about it, and in that you write in what you’re going to do in that 30 minutes. I can promise you, if you leave television out of it, if you leave anything stupid that you do out of it, you will begin to triple your productivity, and the A’s and the B’s and the C’s will automatically take care of themselves, because you’ve allocated time for all of them, including picking up your shirts at the cleaners, which is a C, unless you’re out of shirts, and then it’s an A.
Jeffrey
I go back to my original statement of you already know what to do; you’re just not doing it. You have to allocate that time slot, so that you actually do make the followup call, make the sales call, talk to people, have a meeting. Whatever it is, allocate your time, and your productivity will triple.
Jen
All right, so Brent-
Brent Thomas
Yep.
Jen
You have a great time allocation system. What do you … What’s your daily routine like?
Jeffrey
Yeah, you hair bastard.
Brent Thomas
My daily routine is very strict and very regimented. Every single day, I wake up at 4:30.
Jeffrey
Oh, my … Wait a minute. Hold on. Send a heart if you’re in pain.
Brent Thomas
Except Sunday … I can’t say every single day.
Jeffrey
If you’re in pain that Brent wakes up at 4:30 in the morning and you do not.
Jen
You can send a smiley-
Brent Thomas
Write “believe” on the screen if you believe me. Write “believe,” and if my wife is watching, you’d better believe. In fact, she gets me up.
Jeffrey
Really?
Brent Thomas
Yes, she’s-
Jeffrey
On fire.
Brent Thomas
She’s more dedicated than I am.
Jen
Wow, cool.
Jeffrey
Wow.
Brent Thomas
She’s hardcore. She’s a warrior, for sure.
Jeffrey
Cool, I love that.
Jen
Cool.
Brent Thomas
Absolutely, so I wake up at 4:30. I get to the gym at 5:00, 5:00 to 6:00. I leave at 6:00, no later, get back, do the family thing, walk the dog. I don’t have kids yet, so I pretend like I do.
Jeffrey
Yeah, that’s okay. Do you know how to make them?
Jen
Jeffrey!
Jeffrey
I’m sorry.
Brent Thomas
Yes.
Jeffrey
Okay.
Jen
There are some things we don’t need to teach at our company.
Jeffrey
Got you, okay.
Brent Thomas
Yeah, I make my lunch. I’d prefer not to go out to eat to lunch every day, so I make my lunch in the morning, make my breakfast, and then go shower, change, whatever, get to the office at 7:30. Then, from there, from 7:30 to 7:45 … Like you were saying, 30- or 15-minutes time slots?
Jeffrey
Yeah.
Brent Thomas
I watch the Gitomer Learning Academy.
Jeffrey
Cool, so Brent is a product of the product. I wonder if you are a product of the product. I wonder if you dedicate enough time. One of my recommendations is if you want to be a product of your own product, go to your customers’ places and see how they use what it is that you sell. Show up there for 15 or 20 minutes a day or spend a whole day there. I promise you, you’ll find out, number one, how they use what it is that you sell and, number two, why they bought it.
Jen
The key, and this is also the hardest part, is not just doing it once or twice here or there. It’s the consistency of doing it every single day-
Jeffrey
The daily.
Jen
For 15 to 30 minutes a day.
Jeffrey
The daily.
Jen
Yeah, the daily.
Brent Thomas
Everything is about consistency. I believe that. To one of your points, Jen, earlier about what are you doing when you get to a prospect, maybe, office, and you’re a little bit early?
Jen
Yep.
Brent Thomas
This is where I’ve actually had some of our clients … They tell me they bust out The Learning Academy right then and there-
Jen
I love that.
Brent Thomas
And go watch two or three, two-minute videos on how to overcome objections.
Jeffrey
Exactly.
Jen
I love that.
Jeffrey
Or there are those power lessons that last about five minutes, and there’s 52 of them. You can do one every Monday morning, and I promise you, you’ll get gold.
Brent Thomas
That’s what my sales managers use it for. They love it.
Jen
Yeah, that’s cool.
Jeffrey
Yeah, you can run your sales meeting by it.
Brent Thomas
They do that!
Jeffrey
Yeah, that’s cool.
Brent Thomas
In fact, they do that.
Jeffrey
They don’t have to think anymore. They can just hit a button.
Jen
Okay, this is funny. Wes Wyatt says, “Next book: Do You Know How to Make them?” He’d like an autographed copy. Thank you, Wes. I would, too.
Jeffrey
No problem, yeah.
Jen
I’d like one of those, too.
Jeffrey
Photos included.
Jen
Oh man, oh man. [Sumeer, inaudible 00:18:04] says, “You the man, Jeffrey. Thanks for all the value you provide.”
Jeffrey
Ah, it’s a pleasure. It’s a pleasure.
Jen
Cool, Sumeer, where are you watching us from? We want to know.
Brent Thomas
Yep.
Jeffrey
Yeah, so make sure you tell us. We don’t … If it’s not in the United States, we really want to know. Is anybody watching from around the world?
Jen
I’m sure there are.
Jeffrey
Well, it’s kind of midnight. Well, it’s actually in Paris right now-
Jen
No, it’s early in places.
Jeffrey
Yeah, it’s livable.
Jen
Yeah.
Jeffrey
Here’s the deal. Today … I’ve been blessed to make a lot of friends in the business world and in the sales world, and today’s Darren Hardy’s birthday.
Jen
Oh, no way!
Jeffrey
Darren Hardy was the publisher of Success Magazine, but he’d been a friend of mine way, way, way before that in a company called The People’s Network, where we met, and we would spend weekends watching Jim Rohn, thigh to thigh, sitting there in the front row, taking notes. We both still have the notes, which is pretty interesting, but I’m texting him, going, “Happy birthday. Make sure you reflect on all of your amazing success, and you’ve had so much success, it might take two days to reflect.” Sure enough, the DarrenDaily arrives in my mailbox this morning, and it’s about reflection.
Jen
No way!
Jeffrey
Reflection on his birthday, yeah.
Jen
Oh, wow.
Jeffrey
It’s just coincidental.
Jen
That’s crazy.
Jeffrey
He’s just a brilliant character, who has amassed a ton of intellectual property. Subscribe to DarrenDaily.
Jen
Happy birthday, Darren!
Jeffrey
Happy birthday, Darren.
Brent Thomas
Yep.
Jen
Sumeer is watching from Cleveland. Ron Goodwin’s-
Jeffrey
Cleveland, Ohio?
Jen
South of Boston.
Jeffrey
Wow. They’re still in the United States.
Jen
We were just in Massachusetts.
Jeffrey
Cleveland’s still-
Jen
Yeah, they are.
Jeffrey
They’re not in the NFL. Oh, sorry.
Jen
Where did we go when we were in Cleveland? We went to some museum that was really cool.
Jeffrey
Yeah, the Rock and Roll Hall of Fame.
Jen
Yes, that was amazing.
Brent Thomas
Nice.
Jeffrey
Totally worth it.
Jen
That was really cool.
Jeffrey
They have LeBron. I mean, what else could you want? You have LeBron and the Rock and Roll Hall of Fame. That’s enough, right?
Jen
That, yeah.
Jeffrey
Well, maybe, yeah.
Brent Thomas
That’s all they have.
Jeffrey
And winter, unfortunately.
Jen
Let’s go back to warriors, Jeffrey.
Jeffrey
Mm-hmm (affirmative).
Jen
Clearly Brent is a warrior within, but what else were you talking to Martin Rooney about, with his Training for Warriors and becoming a warrior.
Jeffrey
Literally, we talked about our Sales Warrior Success Kit, which is now available at givegitomer or gogitomer?
Jen
It’s givegitomer.com, and the link’s in the comments.
Jeffrey
Give.gitomer or just givegitomer?
Jen
Givegitomer, like Give Gitomer!
Brent Thomas
Link’s in the comments.
Jen
Right, exactly.
Jeffrey
We talked about the importance of combining mental and physical and how it works for people on a daily basis. Martin wakes up, and he is literally at a crossroads. He doesn’t know whether to read first or exercise first.
Brent Thomas
Right. I feel his pain.
Jen
Yeah, me too, me too.
Jeffrey
Yeah, exactly, but he’s been dedicated to it for the better part of 25 years, so this is a guy who’s got a rock solid brain and a rock solid body. It’s wonderful to see a person like that and just communicate with him. We’ve been friends for a long time now, and we did a segment on Making Great Presentations, and it was just really, really fun. We spent a lot of time in the studio this weekend, just talking about life and the love of life and how to succeed a little bit better. Martin is a great guy.
Jen
That’s cool.
Jeffrey
Do you want to hear the last Martin Rooney quote?
Jen
Oh, yeah, of course.
Jeffrey
Wait a minute. Let me see if I can find it. It’s right here.
Jen
By the way, Ron’s been to the Rock and Roll Hall of Fame-
Jeffrey
Hall of Fame. Hey, congratulations.
Jen
Four times, “been there done that four times, love it!”
Jeffrey
Yeah, I’ve been there a lot myself.
Jen
I’ve only been there once, so you have me beat.
Jeffrey
“Big events” … This is a Martin Rooney quote. “Big events are never going to materialize in your life if you are unable to take care of the small ones first.” Whoa.
Jeffrey
I’ll reflect back. Everyone tells you how to become a millionaire. You know, this, “If you read this book, you’ll become a millionaire.” That’s bullshit. Why don’t you become a thousandaire first?
Jen
Mm-hmm (affirmative).
Jeffrey
You can only become a millionaire with a thousand thousands. Maybe you make them 10,000 at a time, so you only have to do a hundred 10,000s, but whatever it is, it’s a multiple, just like your pipeline is, just like your daily sales calls are, just like any routine that you have in time allocation. You start with every event, and you complete it. Don’t leave a bunch of undone ends at the end of a day. Stay until it’s done.
Jen
Part of that is allocating your time to it. It goes back to how are you … What are you using your 30-minute segments for?
Jeffrey
Exactly.
Jen
How are you using them? How are you planning for them?
Brent Thomas
Yep.
Jeffrey
I’m pretty excited about what we’ve got. We’ve got a lot of things going on this week. We’ll be in Vegas tonight. Brent will be on the phone, hopefully with you.
Jen
What do you guys have going on this week? Do you have any big deals coming up? Do you have any questions we can help you with? Any-
Jeffrey
There’s no dumb holidays, so you’re going to have to actually work five whole days.
Brent Thomas
No excuses.
Jen
Anything you want to talk to us about?
Jeffrey
Huh?
Brent Thomas
No excuses.
Jen
That’s right. This is a no excuse sales week.
Brent Thomas
In fact, I’d like to … For anyone who’s watching live or even the shared show of this, email me at brent@gitomer.com let me say that again brent@gitomer.com, and I’d love to-
Jeffrey
That’s Brent with an N, right? B-R-E-N-T.
Brent Thomas
That’s right.
Jeffrey
Because bret@gitomer.com is going no place.
Jen
You know, I should forward that, all right.
Jeffrey
Yeah, exactly.
Brent Thomas
B-R-E-N-T @gitomer.com. I’d love to just offer you a free look under the hood of the Gitomer Learning Academy, show you what it’s all about, and see if it works for you.
Jeffrey
Ooh, Brent’s offering a freebie.
Jen
Cool. That’s cool. I know we’ve spoken a lot this session about the Gitomer Learning Academy, but what I really want to do is put it out there to you guys and find out what do you want help with? How can we most help you today on Motivation Monday? Because-
Jeffrey
Yeah, where do you-
Jen
If you write something in the comments, questions, whatever, we want to answer them.
Jeffrey
Where are you falling short? What’s frustrating you? Where do you suck? That’s what we want-
Jen
Some people don’t want to admit where they suck.
Brent Thomas
Some people don’t know what they don’t know.
Jen
That’s true.
Jeffrey
That’s true.
Jen
That’s true.
Jeffrey
However, when your boss says, “I need you to make a hundred new calls a day,” that sucks. That sucks both in how you handle it and how you think about it. When someone makes a challenge to you, or someone gives you a task to do and you don’t want to do it, what happens is your intention blocks your capability of getting it done. That’s huge. You don’t intend to do it. Therefore, it doesn’t get done. You’ll do 31 calls and make some lame excuse about, “Well, I had to talk to one customer for an hour and a half, because he was all frustrated, buh-dub-do-buh-day, buh-buh-blah-blah-blah-blah,” and it was nothing. You just didn’t get it done.
Jen
Mm-hmm (affirmative).
Jeffrey
I’m only challenging you. If you’re a boss, why the hell are your people making $100 a day. That’s number one. Why aren’t they calling people? Why aren’t they building relationships with existing customers, so they can earn referrals? Because I’d rather have one referral than 100 cold calls.
Jen
I agree with you, Jeffrey-
Jeffrey
And I agree with you, Jen, and that’s [crosstalk 00:25:00].
Jen
If you’re in a job where you have to make a hundred cold calls a day … Notice you don’t. That’s not a requirement of this job, right?
Brent Thomas
It’s not a requirement, but-
Jen
If you’re in a job where you have to make a hundred cold calls a day or whatever the number may be, have fun with it! If you go to work every day, thinking, being all pissed off, “Oh, I have a hundred calls to make. I’ve only made 20. I have 80 more. They’re counting every time I pick up the phone,” you’re not having any fun with it. Figure out a way that you can build rapport, have fun, or, if you don’t like it, you might be in the wrong job.
Jeffrey
I think that it has to do with your attitude. I think it has to do with your yes attitude or your lack of yes attitude. You have to concentrate on that on a daily basis.
Jen
You do. Now, I want to just go back-
Jeffrey
By the way, Jen just gently told me to look at the camera. Is that correct?
Jen
Sort of, yes. I want to go back to something. I just said, “You don’t have to make a hundred cold calls,” to Brent, “a day,” right? You said, “I don’t have to, but-” … Where are you going with that?
Jeffrey
Yeah.
Brent Thomas
I like to give myself targets. When I first started, it was make X number of dials a day. Now, it’s-
Jen
That were self-imposed.
Brent Thomas
Right, totally self-imposed-
Jen
I love that.
Brent Thomas
Because, again, it’s an inner competition with myself. If I don’t set the standard, and if I don’t expect greatness from myself, how can you guys expect it from me?
Jeffrey
Exactly.
Jen
Mm-hmm (affirmative).
Brent Thomas
Right? Now, I’ve set it to set X number of appointments a day, set X number of appointments a week, make X number of sales a day and per week.
Jen
Cool. I love that.
Jeffrey
Then you wait. Yeah, you-
Jen
Brent came to me one day. He goes, “Okay, so here’s my daily goal.” I’m like, “I love it! This is awesome!”
Jeffrey
Okay, cool. I want to read a quote. Where’s our … What’s our time right now?
Jen
Yeah, we do have to catch a plane. Hey, we came to you guys early this Monday, because we’re flying out to Vegas, and we did not want to miss Motivation Monday. We are committed to the consistency of this show every single week.
Jeffrey
I can’t wait to arrive in Las Vegas and here that cha-ching-ching-ching-ching-ching-ching, cha-ching-ching. It’s the lure of the slot machine as you go to Vegas, but they have a Centurion Club at the airport, and we-
Jen
They do. It’s pretty nice. It’s pretty nice.
Jeffrey
We will be there.
Jen
We get some food.
Jeffrey
Okay, so-
Jen
I just want to address Sumeer. I’m sorry. I know, Honey.
Jeffrey
Hey, no, go, go, go, go, go. Let’s get going.
Brent Thomas
[crosstalk 00:27:18].
Jen
You want to get your quote in. Okay, Sumeer. “I am currently in transition to my sales career, and recently left a tech company, where I was doing new business development for over six years.”
Jeffrey
Wow.
Jen
“I built a great deal of relationships through networking and managing clients and have been very successful. However, as I seek new opportunities here in Cleveland, I wanted to get your thoughts on the direction of the next step of my career. Since I have had a great deal of knowledge and experience, it would be more attractive to me to build a small portfolio of clients and bill them hourly versus joining an established company and get thrown into an inside sales job and have to work your way up to the top.”
Jeffrey
You might want to quote LeBron James there in Cleveland and take your talents to Miami, because they have winter in Cleveland, and you don’t need that, but my recommendation to you is find something that you love, and tell all the people that love you, you’ve gone someplace new, and maybe try to combine what you love with what they might need, so you can build on your relationships and win that way.
Jen
Also, if you built all these great relationships over six years, which I imagine you would have, go talk to those clients!
Jeffrey
Yeah, exactly.
Jen
They’re the best people to reach out to.
Jeffrey
Have coffee with them and find out what they need.
Jen
Mm-hmm (affirmative).
Jeffrey
It might spark an idea.
Jen
Mm-hmm (affirmative).
Jeffrey
I wake up in the morning, and I write, and about 25 years ago, I wrote this quote. “Negative people are worse than negative occurrences. The argument is over in 10 minutes. The person may hang around for years.”
Jen
Ooh.
Jeffrey
I want you to think about today who you hang with, because who you hang with is going to determine who you become. Hang around with more successful people. Hang around with happy people. Hang around with people that are happy and successful, and make certain that you write down all the things that you’ve learned that day from those people. At the end of a month, you’re going to have an awful lot of stuff that will help you win your own Motivation Monday.
Jen
Oh, yeah! Remember, that attitude, that yes attitude starts with you.
Jeffrey
Hold up book. Okay, thanks for listening today. We will see you again tomorrow on Sell or Die.
Jen
Sell or Die! Sellordiepodcast.com or go to any of your favorite podcast apps and subscribe. Share it with both your friends.
Jeffrey
Yeah, we have a goal. This month, we’re going to achieve 40,000 people who are listening and downloading, but for the month of March, we’re going to march to 50.
Jen
Nah, 60.
Jeffrey
We’re going to march to 50, and I’m asking you for your help-
Jen
I’m going to beat Jeffrey’s goal, with your help, Diehards, with your help!
Jeffrey
Just share this stuff with other people. They’ll love it, and they’ll subscribe. This is worth money to them and to you. I’m hopeful that you will maintain your loyalty to us. We’re very grateful for it, and we are wishing you lots of sales this week that also have lots of profit. Don’t cut your price.
Jen
Brent, thank you.
Brent Thomas
One last thing.
Jen
Oh, yes.
Jeffrey
Yeah.
Brent Thomas
I’d like to give a shout out to Cody George. He’s the Senior Vice President of H2O Engineering. I spoke with him last week. He said the Sell or Die Podcast is his favorite podcast.
Jen
Oh, cool!
Jeffrey
Cool, and what an excellent judge, what an excellent judge he is!
Brent Thomas
Yes.
Jeffrey
To Cody and to Brent and to Jen, I’m wishing you the best-
Jen
Yes, thank you, guys. Thank you, Brent.
Jeffrey
On Motivation Monday!
