Motivation Monday – 3/26/18

Motivation Monday

Get motivated with Jeffrey, Jen and Brent! Every Monday we hop on facebook.com/jeffreygitomer. to have our weekly sales meeting help inspire you to LEARN and EARN!

This episode is brought to you by, Deathwish Coffee, the world’s strongest coffee and the only brew we drink when we do the show. It’s the only choice for the true Sell or Diehard!

Are you a true Diehard? Show it off with our Sell or Die mugs specially made for our true fans!

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FULL TRANSCRIPT

Jeffrey Gitomer: And here we are, on the great Motivation Monday. Brent, all the way to the right.

Brent Thomas: Hi.

Jeffrey Gitomer: Jen, middle of the right.

Jen Gluckow: What up!

Jeffrey Gitomer: And Jeffrey on the far right. But that’s just politically.

Jen Gluckow: Oh, Jeffrey.

Jeffrey Gitomer: So, my challenge to you this morning, is this is a meeting about you, most important person in the world. It is designed to inspire you and motivate you, but you can’t call it Inspirational Monday, that’s not very good onomatopoeia.

Jen Gluckow: No, it doesn’t roll off the tongue.

Jeffrey Gitomer: Exactly, there’s no alliteration there. So we called it Motivation Monday, because it is our internal sales meeting, and you get to witness it and participate in it.

Jen Gluckow: And it is our live segment of the Sell or Die podcast. You can get Sell or Die at any of the podcast apps that you use to listen to your podcasts.

Jeffrey Gitomer: And I think what you need to do is, buckle up, and get your laptop out. You’re on Facebook Live, but boy, could you ever be with us, simply by asking a question. And we will try to help you answer it. We will not put you down big time. We might give a little bit of a noodge.

Jen Gluckow: Oh, no. We want to help you. That’s our goal here.

Jeffrey Gitomer: And, we want to have a good time at it. That’s the goal. Have a good time, help you, Motivate Monday. So Jen, we have a topic this morning.

Jen Gluckow: We do?

Jeffrey Gitomer: Yeah. You were just talking about it.

Jen Gluckow: You know why we have a topic, Jeffrey? ‘Cause we are prepared.

Jeffrey Gitomer: Oh yeah.

Jen Gluckow: We don’t just show up to a sales meeting without a goal.

Jeffrey Gitomer: And by the way, if you’re looking for fun with topics, go take an SCTV rerun on YouTube somewhere, and watch Dave Thomas and Rick Moranis on the Great White North come up with their topics, like the best beer bottle openers, and who has the coolest cap on their beer. “That’s a great topic.” But I’m telling you, it’s hysterical. SCTV might be the funniest show of all time on television. John Candy …

Jen Gluckow: Well, it’s not on television. It was on television.

Jeffrey Gitomer: It was on television.

Brent Thomas: At one point in time.

Jen Gluckow: Yeah, it was.

Jeffrey Gitomer: Joe Flaherty.

Brent Thomas: Past tense.

Jen Gluckow: Yeah.

Jeffrey Gitomer: Past tense. Rick Moranis, Dave Thomas, …

Jen Gluckow: So before we give you more TV suggestions …

Jeffrey Gitomer: Andrea Martin …

Jen Gluckow: … of shows that are no longer on, but are really good to watch …

Jeffrey Gitomer: Martin Short …

Jen Gluckow: … if you could share this with your friends, that would be the greatest. Give us some likes, share it out …

Jeffrey Gitomer: Thank you. What are those hearts across the screen? I don’t see Jack on there.

Jen Gluckow: I don’t know, I don’t know. I see a lot of people watching actually, so …

Doug Branson If you hear a good point, you can give one of our hosts a ding.

Jen Gluckow: Yeah, you can give us a ding, we love the ding.

Doug Branson That’s “I ding” in the chat.

Jen Gluckow: Ding is like, the wrong word though, because it’s a good ding. It’s like, “ching!”

Doug Branson Yeah, we got one of those.

Jen Gluckow: It’s like a “ch-ching!”

Doug Branson We got one of those too.

Brent Thomas: Ch-ching, there we go.

Jeffrey Gitomer: Okay, so, thanks …

Jen Gluckow: Oh my God, Dave Ferguson says, “I’m sold on SCTV.” Dave, we’re going to see you later today in our studio, we’re super psyched to have you here.

Jeffrey Gitomer: Dave is going to be here live to do a Sell or Die segment, and you’ll see …

Jen Gluckow: That’s right, maybe we’ll do it on Facebook Live for part of it, so you guys can meet Dave, that would be pretty cool.

Jeffrey Gitomer: Yeah, good guy. Lives in Mooresville though, which is like, you can’t get there from here.

Jen Gluckow: I don’t know where that is, I’m from New York.

Jeffrey Gitomer: It’s north of north.

Jen Gluckow: That’s my excuse whenever people try to talk to me about Charlotte geography. I’m like, nah.

Brent Thomas: Not from here, I don’t know.

Jen Gluckow: I don’t know past my five block radius. So, hey Alex, hey Pat, what’s going on guys? Nice to see you. Share this out, tell us where you’re from, tell us what you’re hoping for this week. We want to hear from you.

Jeffrey Gitomer: And get your Sell or Die Keurig subscription, because it comes once a week, and I’m telling you what, last week we almost ran out. It was like panic in this place.

Jen Gluckow: It was horrible. We were checking the mailroom every day.

Jeffrey Gitomer: We had to ration coffee.

Jen Gluckow: I took the last one.

Jeffrey Gitomer: Yeah. I’m not gonna say we’re addicted, but it’s pretty damn close.

Jen Gluckow: So, Dave wants you to know, he’s now living in Davidson.

Jeffrey Gitomer: Oh, pardon me Dave.

Jen Gluckow: He moved down a few exits. Davidson actually has a cool coffee shop, I’ve been there.

Jeffrey Gitomer: Yeah. You can walk up and down the street, and it’s kinda cool.

Jen Gluckow: Yeah, and they have some local shops, which is neat.

Jeffrey Gitomer: Whoa, whoa, whoa. Most famous resident of Davidson?

Jen Gluckow: Oh, that guy.

Jeffrey Gitomer: Yeah, that guy. Steph Curry.

Brent Thomas: That guy plays basketball.

Jeffrey Gitomer: That guy would play basketball, yeah. Yeah, that guy. He doesn’t actually live in Davidson, but he …

Jen Gluckow: He was born there?

Brent Thomas: Went to Davidson.

Jeffrey Gitomer: He put Davidson on the map.

Jen Gluckow: Oh, oh, oh. All right, Wes, good morning Wes. What up, Dale. Ch-ching, I love it.

Jeffrey Gitomer: All right, let’s get down to business.

Jen Gluckow: Okay, so today we’re gonna talk about the difference between wanting sales right now and needing sales right now, and holding out for the long-term relationship.

Jeffrey Gitomer: Right. It’s a difference between pushy and pull-y, I think.

Jen Gluckow: Did you just make up a word?

Jeffrey Gitomer: Yeah.

Jen Gluckow: Pull-y?

Jeffrey Gitomer: Thank you, that was kind.

Jen Gluckow: I was trying to cue them up for that ding.

Jeffrey Gitomer: Hey listen, Mr. Sound Effects person. When you do something really good, there should be a double ding, you know what I mean? Like, if you …

Doug Branson Let’s just say, let’s just work on getting one ding, and then we’ll talk about double dings, okay?

Brent Thomas: A double dinger.

Jen Gluckow: Do you guys have our mug yet? These mugs are so freaking cool. First of all, they’re oversized, they’re like way more fun to drink out of.

Jeffrey Gitomer: Second of all, they hold coffee.

Jen Gluckow: Yeah, Jeffrey likes to steal mine. It’s like my mug is better than yours, even when you have the same mug. I don’t get it. It’s like our dogs, they steal each other’s bowls.

Jeffrey Gitomer: I have my own mug today. Thank you very kindly.

Jen Gluckow: Thank you. Let’s make sure our friend in the UK …

Jeffrey Gitomer: But people actually commented on the fact that I drank out of this.

Jen Gluckow: … knows that you have your own mug.

Jeffrey Gitomer: Totally crazy. Oh, I see. Oh wow, there’s the mug.

Jen Gluckow: So you can get your mug at buygitomer.com. We’re going to pop in a link right now to get that mug as well.

Jeffrey Gitomer: Do we still have the deal going?

Jen Gluckow: Yeah, we still have the deal going.

Jeffrey Gitomer: Buy one, get one.

Jen Gluckow: We want everyone to have this mug.

Jeffrey Gitomer: Buy one, get one, so you can have a mug of coffee with …

Jen Gluckow: And no matter where you are, you can be anywhere in the world …

Brent Thomas: Your friend.

Jen Gluckow: … we’ll still send you more than one.

Jeffrey Gitomer: … with your friends. Right. So, here’s the deal. We’re going to talk about the short-term and the long-term sale. Why do sales people, and this is pretty much a rhetorical question, press hard at the end of the month to make their quota?

Jeffrey Gitomer: I see dead silence over here. You want me to answer the question?

Brent Thomas: You said it was rhetorical.

Jeffrey Gitomer: It is rhetorical. Because they haven’t made enough sales …

Brent Thomas: Answer the rhetorical question, dammit!

Jeffrey Gitomer: So, they haven’t made enough sales during the month. Like, hello. And they’re pressing hard because the boss has his foot up their ass and, you know, “you gotta make the quota because you gotta make the quota because we’re gonna die if we don’t-“

Jen Gluckow: It’s the end of the month. How many people have you spoken to that are like, I can’t speak right now, it’s our end of the month crunch time.

Jeffrey Gitomer: Exactly. Yeah.

Jen Gluckow: Well, where was the crunch time at the beginning of the month, and the middle of the month, and the 13th day of the month. Hello?

Jeffrey Gitomer: So everybody … Yeah, that’s deserving of a ring, I agree.

Brent Thomas: Good ding.

Jen Gluckow: I love getting a ding.

Jeffrey Gitomer: So, I have always coached salespeople to say, you make your quota by the first two weeks of the month, and then you spend the rest of the month building for the following month. I mean, that’s the right thing to do. But here’s the deal. Every salesperson will tell you they want a long-term relationship with the customer that they have. And they’re all full of shit. They don’t want a long-term relationship, they want a sale. And they want the sale right now, and they want it immediately, and they’re going to push to do every single manipulative thing they can to get the sale right now. And they walk in, “Do you think we could have this wrapped up by Tuesday?” Because Tuesday is their deadline day. And what they’re saying to you is, universally, my pipeline is empty. Because if they had a full pipeline, they wouldn’t have to worry about Tuesday. Tuesday would’ve already come and gone.

Jeffrey Gitomer: So the bottom line is, if you want to make more sales, then you have to have more people in your pipeline who are willing to buy. Plain and simple. Add up the potential sales that you have in your CRM or whatever you do, and hit that total. If that total is not four times the amount of sales that you need for the month, then you’re going to come up short. I will promise you, I will guarantee you, I will bet money on it. Four times. So if you need a hundred thousand-

Jen Gluckow: All right, so I want you guys to check your pipelines right now, and how many times, put in how many X your pipeline is versus your quota for the month.

Jeffrey Gitomer: Right. So if you’re quota is $100,000 a month, you need $400,000 for the potential sales. And not bullshit sales, I’m talking about real sales leads, people that are interested and you’re somewhere in the sales cycle with them. Somewhere where someone could actually pop in. Not, I know a guy at Xerox, and they’re six months down the road. I’m talking about this calendar month.

Jen Gluckow: To close this month. To close this month.

Jeffrey Gitomer: Right, could potentially close this month.

Jen Gluckow: I still think though, that it’s a struggle, especially for new salespeople when they come to a position, they want to prove themselves, they want to make sales, they’re eager to make commissions, more so than sales. And they struggle between, how hard do I push this guy to buy right now, versus this could be a two-month process or a multiple month process to get that deal.

Doug Branson Is that something you’ve run into, Brent?

Jeffrey Gitomer: Yeah, Brent, Brent, let’s pop you in here.

Brent Thomas: Yep, thanks.

Jeffrey Gitomer: This is Brent Thomas by the way, one of the great salespeople on the planet. And he is our salesperson in charge of the Gitomer Learning Academy. And I want to make sure that he … Anyone who subscribes to GLA needs it for a year, correct?

Jen Gluckow: Minimum.

Jeffrey Gitomer: And that’s the … Oh, wow. Look at that.

Jen Gluckow: Get a free demo.

Jeffrey Gitomer: No, no, look, look, look, look. Isn’t that cool?

Jen Gluckow: Oh, cool. I love that. Yeah, I love that. That’s right behind us, that’s cool.

Jeffrey Gitomer: Yeah, that’s a …

Brent Thomas: That doesn’t look like me.

Jen Gluckow: No, it’s not you.

Jeffrey Gitomer: No, but it’s a very politically correct statement.

Jen Gluckow: Anyway, so. So, have you been there, Brent?

Brent Thomas: Yes, I have been there. And it is a struggle, absolutely, to fill your pipeline. And to not only to fill your pipeline, but to figure out the timeline of the deal. Is it a two week deal? Is it a one week deal? Or is it a two month, three month deal? We’ve been working on one that we’ve had several conversations with back and forth, it’s lasted over a month now. It’s probably going to be another few weeks, at minimum. But it’s a larger deal. The smaller deals tend to be a little bit quicker.

Jeffrey Gitomer: Right, but the weeks pass by, and you need to put a deal a week in that’s a larger deal, so that eventually the deals come one week apart. And now you’re closing a deal a week, and they’re a bigger deal.

Jen Gluckow: Okay, but your smaller deals, if you do the relationship right, your smaller deals can turn into bigger deals.

Jeffrey Gitomer: I don’t disagree with that.

Jen Gluckow: Through repeat customer and through referral. So I was working in retail, one of my first jobs …

Jeffrey Gitomer: Hang tight for one second. Let me finish that point. Your small deals can become big deals by selling more to the existing customer, by having them refer you, and eventually renew.

Jen Gluckow: Correct.

Jeffrey Gitomer: And that becomes your baseline [inaudible 00:10:54]. But the salesperson needs to sell more when they make that sale. You may be selling to an individual who works for a company, and they have a team of people that might want to buy.

Jen Gluckow: So you can go deeper with the smaller sales than you might imagine.

Jeffrey Gitomer: Right. So I’m not gonna tell you … Now I’m going to get to your story, okay?

Jen Gluckow: Oh, thank you.

Jeffrey Gitomer: Okay, and I’m not harassing Jen, I love Jen.

Jen Gluckow: Aww.

Jeffrey Gitomer: Here’s the deal. Now you almost made me lose my train of thought, honey.

Brent Thomas: So cute. Love.

Jen Gluckow: It was distraction, it was distracting?

Jeffrey Gitomer: Here’s the deal. The sales manager says make more sales. That’s an incorrect statement. The sales manager should be saying, fill your pipeline. Because if you fill your pipeline, sales happen. If you don’t fill your pipeline, you got that one guy at the end of the month who never comes through, ever, ever comes through.

Jen Gluckow: That you’re relying on.

Jeffrey Gitomer: Oh yeah. You’ve already got that money spent.

Jen Gluckow: He’s gonna come through this month!

Jeffrey Gitomer: So, that’s my challenge to you. You have to change … If you’re a die-hard sales leader, then dude, admonish your people not to make more sales, but challenge them to fill their pipeline. Because if they fill the pipeline times four, they’re gonna win.

Brent Thomas: Jeffrey, how do people fill their pipeline? You said it’s not just having a client, or knowing about somebody.

Jeffrey Gitomer: Right. It’s a matter of making certain that whatever you choose as your method of prospecting, that you become intensive about it. Jeb Blount, the great Jeb Blount, has written a book called Fanatical Prospecting. And basically, that’s what you have to do in order to be able to make certain that your pipeline is full. And maybe, your fanatical prospecting this month deals with calling customers who love you. Maybe it deals with calling customers that don’t know you. Maybe it deals with calling customers that you met but haven’t followed up with properly. But whatever it is, you gotta be fanatical about it. You come in an hour earlier, you stay an hour later, and in the middle you work your ass off. That’s the best way to fill your pipeline. It’s a matter of calling, having the right strategy to call, knowing who you’re talking to, doing the research on somebody so that when you talk to them, you understand how to communicate with them in their language. They don’t care about you, they only care about themselves, and I want to challenge them, how can we help them the most?

Jen Gluckow: And you have to figure out where your customers are hanging out. So if they’re hanging out on Reddit boards, you have to go on Reddit boards. If they’re hanging out-

Jeffrey Gitomer: I don’t know anybody that hangs out on Reddit boards.

Jen Gluckow: I do. Well, I don’t know them, but I see them online. People ask all the time.

Jeffrey Gitomer: They have all weird names on Reddit boards.

Jen Gluckow: It doesn’t matter. People ask all the time for training suggestions on Reddit boards.

Jeffrey Gitomer: I’ve got it.

Brent Thomas: Should I be hitting up Reddit?

Jen Gluckow: Yeah. Okay?

Brent Thomas: Hmm, interesting.

Jen Gluckow: There’s a sales Reddit. If your customers are hanging out on LinkedIn, in specific groups, you need to join those groups and become a leader in those groups-

Jeffrey Gitomer: You have to post in those groups.

Jen Gluckow: Exactly. And so you have to figure out where it is that they are, so that you can more easily connect with them, engage with them, and provide them value.

Jeffrey Gitomer: That’s our strategy. You have to have your strategy, because you may be selling medical supplies, you may be selling other kinds of equipment, you may be selling life insurance. You have to find groups on LinkedIn that are germane to your topic, and then you can’t just say, hey, call me if you need something. Rather, you have to say, here’s how you can be a better person, here’s how you can earn more, win more, live longer …

Jen Gluckow: Here’s an article that might help you, here, you know, [crosstalk 00:14:28], give them value.

Brent Thomas: There are also Facebook groups as well.

Jeffrey Gitomer: Yes.

Jen Gluckow: Yep, for sure.

Brent Thomas: There’s another additional option there for you.

Jeffrey Gitomer: Listen, there’s groups for everything. You know what, there’s podcast groups for everything. Go try to be on a podcast.

Brent Thomas: Yeah.

Jen Gluckow: Yeah. There’s a Peloton group.

Jeffrey Gitomer: Really?

Jen Gluckow: Yeah. I love it.

Jeffrey Gitomer: For spinners?

Jen Gluckow: Actually, I love the offshoot groups more than the official groups. Because people are angry in the official groups.

Jeffrey Gitomer: They have meetups now too, you can actually see the person you’re biking with, correct?

Jen Gluckow: Yeah, yeah yeah yeah.

Jeffrey Gitomer: You went to a Peloton meetup, didn’t you?

Jen Gluckow: I did.

Jeffrey Gitomer: What happened?

Jen Gluckow: It was pretty cool. I met other people who are just as obsessed with, or maybe more, obsessed with Peloton than I am. And it inspired me-

Jeffrey Gitomer: Did everyone go with the Peloton clothing on?

Jen Gluckow: Actually, surprisingly, no. Because I was debating, do I wear my gear, do I not wear my gear? I didn’t wear my gear, I wanted to look cute. And no one was wearing theirs.

Jeffrey Gitomer: Whoa.

Jen Gluckow: So that was pretty cool. I know. I know. But everyone had gear, and the new line had just come out, and everyone was just talking about what they bought.

Jeffrey Gitomer: I’m sure. Bunch of girls there?

Jen Gluckow: And guys.

Jeffrey Gitomer: Yeah. Guys talk about what they bought?

Jen Gluckow: Yeah.

Jeffrey Gitomer: No they do not.

Jen Gluckow: Yeah, they’re obsessed.

Jeffrey Gitomer: They did not.

Jen Gluckow: It’s a tribe, Jeffrey. It’s a tribe.

Jeffrey Gitomer: Okey-dokey. So.

Brent Thomas: Local tribe.

Jeffrey Gitomer: Please give us a couple hearts if you own Peloton gear.

Jen Gluckow: If you’re thinking about getting Peloton and want to chat with me … There’s a two second delay, Jeffrey. If you’re thinking about getting Peloton and want to chat with me, I’m happy to help and give you my thoughts on it. I’m personally obsessed with it, but …

Jeffrey Gitomer: What ride are you on?

Jen Gluckow: I’m going to be hitting my 100th ride in April, and I’ll be celebrating by probably going to the New York studio to do my ride live in person.

Jeffrey Gitomer: Whoa, you’ll be doing your, you’ll have a shout-out by some McGillicuddy guy?

Jen Gluckow: By Dennis? Dennis will give a shout-out, yeah.

Jeffrey Gitomer: Yeah, Dennis, yeah.

Brent Thomas: Could you do a live show on the bike?

Jen Gluckow: I don’t know. Like a Facebook Live on the live?

Brent Thomas: Yeah, like, “I did it!”

Jen Gluckow: I could try.

Brent Thomas: Just crushing it, just sweat going everywhere.

Doug Branson: We did a New York minute on the bike, yeah.

Jen Gluckow: We did, yeah. We did do a New York minute on the bike.

Jeffrey Gitomer: But it was kind of a studio stagey thing.

Jen Gluckow: Let me tell you this. Doug was like, okay, you gotta pedal harder. I want to see the pedal move. I’m like sweating, and he’s like, okay, let’s take a break.

Doug Branson Yeah, there was a law of diminishing returns there. At some point you were just not able to speak anymore.

Jen Gluckow: I really wanted to go hard, you know? Anyway. A sales manager I had, in one of my first jobs, after …

Jeffrey Gitomer: Oh, this is your story now.

Jen Gluckow: Yeah.

Jeffrey Gitomer: Okay, cool.

Jen Gluckow: … after high school, said something to me that changed my selling philosophy for life.

Jeffrey Gitomer: Whoa.

Jen Gluckow: And I was working in retail, where it’s different than B2B, because you really have to wait on the customer to enter your store in a lot of cases.

Jeffrey Gitomer: You actually have to look at the customer.

Jen Gluckow: You have to talk to them, yeah, yeah yeah yeah.

Jeffrey Gitomer: Right, exactly. No email.

Jen Gluckow: You can’t be on your phone, really.

Brent Thomas: Serve them.

Jen Gluckow: Yeah, exactly, exactly. And all I wanted to do on my first day was sell as much clothing as possible. High-end, designer European fashion. I wanted to sell thousands of dollars of clothing because that meant hundreds of dollars of commission for me, right. And that’s what I was thinking about.

Jen Gluckow: And she said to me, look. People are going to ask you if something looks good on them. If it doesn’t look good on them, you don’t have to say it looks like crap. Go find them something that’s going to look better on them. Because if you tell them it looks good, and it doesn’t look good, and they get home and they show their friends and they’re all excited, and they get home and they show their friends and their friends are like, that’s horrible, take that back. Who on earth sold that to you? You’ve now lost their trust for life, you’ve lost their friends’ potential business …

Jeffrey Gitomer: Hey, yeah. They come back tomorrow and go, do you have anything else shitty? Thank you.

Jen Gluckow: And, you’re done. She said, we’re a neighborhood boutique. We rely on long-term relationships. Some of my customers have been coming here for 10 years, because they trust me. They weren’t going to the store for the clothes, I mean the clothes were good. They were going to the store to shop with Suzy.

Jeffrey Gitomer: We have customers that came in at a size 6, and now they’re a size 10.

Brent Thomas: Because of the cupcake shop next door.

Jeffrey Gitomer: Right, or the hamburger joint, right.

Jen Gluckow: Exactly. Well, we were actually next door to a homemade ice cream shop. Homemade ice cream is amazing. So, she said, we rely on repeat, long-term business. We rely on their referrals. And that changed my thinking. I never let someone go out of that store with something that I didn’t think they should be super proud of. And I came at it from the point of, I need to help these people, because they, sometimes people don’t know what’s good for them and what’s not.

Jeffrey Gitomer: They have no taste. Hey, they’re from Jersey.

Jen Gluckow: Well, also I know, I can look at something and say, that would look really good on you, or that would look really good on you. Because I can see your shape, and I can see the clothes. But a lot of customers weren’t able to do that. They didn’t know what was right for them. So my job was to help. And so your job as a salesperson is to help. And when you come at it from that perspective of, I need to help my clients, and I need to focus on having them as long-term relationships, not only do they win, but you win.

Jeffrey Gitomer: And, I want you to think about it from the standpoint of going deeper with that customer. I did a lot of training in retail, and I created questions. When someone says, for example, “just looking,” I would say, “Are you just looking for something for business, or just looking for something casual?” And that way, I could find out … And then I would say, well let me show you what just came in. And that way, they’re … Because I don’t want to show them what’s on sale. I want to show them what just came in, because that meant full retail. That’s number one. Number two, when I got them into something, I would say, “Who are you trying to impress with this? Who do you want to throw out the compliment to you?” And you can’t be insulting, you say, well jeez have you always been this overweight, are you thinking about losing weight? Right, exactly. You cannot say that, that’s …

Jen Gluckow: Whoa!

Jeffrey Gitomer: That was worth a ding, Doug, if I ever …

Jen Gluckow: I just gave you a like.

Jeffrey Gitomer: Okay, [crosstalk 00:20:35].

Brent Thomas: Now why would you ask that question?

Jeffrey Gitomer: Because you’re an idiot.

Brent Thomas: No, no, no. Why would you ask the correct question?

Jeffrey Gitomer: Oh, you ask the correct question because you want to engage them more emotionally. You want them to feel like, Bob is gonna love this. My husband, my boyfriend, my girlfriend, whatever it is, they’re going to love this, and love me in it. The people at work are going to be so impressed with how I look.

Jen Gluckow: Or they might tell you about an event they have coming up that they’re wearing it to, that’s special that you can write down and ask them about it.

Jeffrey Gitomer: Clothing is a vanity purchase. And it may be vanity because you want to look good yourself, or you may want someone to say you look good, or you may just want to make Mary jealous of you. Whatever it is, there’s a motive behind it, and you may not know about that until you ask. So, I’m looking at this from the perspective of, yes, I have to make them look good, but I also have to engage them emotionally to that deeper level. And if you’re selling B2B, and you think, this doesn’t apply to you, that’s a bunch of crap. You still have the situation where there’s an emotional element to what it is that you sell. I … Go ahead, Brent.

Brent Thomas: I think Jeffrey, I think that a lot of people confuse the qualifying aspect of it towards actually asking questions that could potentially help them. Like you mentioned …

Jen Gluckow: Yeah. So they’re thinking about the qualifying aspect in terms of them as a salesperson, and how it’s going to help them close the deal, instead of asking questions that are gonna emotionally engage and connect with the prospect, to help them.

Jeffrey Gitomer: Salespeople have a distorted sense of qualification, and a distorted sense of help. And so, I go into someplace to buy a home, and the real estate agent says, do you have a home to sell? Are you prequalified for a mortgage? Have you ever, do you have a budget in mind? I go, dude, I want a house, not an interrogation. And then the salesperson has the audacity to say, well, I’m just trying to help you. I say, no no, you’re not trying to help me.

Jen Gluckow: You’re trying to help you.

Jeffrey Gitomer: You’re trying to qualify me, you jackass. I want a house. What part of that had to do with house? “Oh, I’m just trying to help.” No. There are people who don’t want to waste their time, quote waste their time, and they want to qualify you right away because their bosses said, qualify the customer. And I say, don’t qualify anybody ever. Just like ’em. ‘Cause if you like ’em, they make like you back. And if you find something in common, they may have something deeper that you can get involved with emotionally.

Jen Gluckow: And they may know 10 other people who may like you back and who may want to buy from you.

Jeffrey Gitomer: Yeah. They’re going to say something great, something good, something bad, or something really bad, and you decide. Yeah, I went to that real estate place, the guy was an ass.

Jen Gluckow: All right guys, we need you to share this out to your networks.

Jeffrey Gitomer: Yeah, tell both your friends. Immediately. Come on, hit the share button.

Jen Gluckow: We are going to keep coming back to you live every Monday, but we need your help in spreading the word so more and more people can join and get, and benefit from this episode, and from these episodes. So, the next person to share this out is going to win a free Sell or Die mug. It says, I’m a diehard.

Brent Thomas: Can I share from my phone?

Jeffrey Gitomer: All you have to do is pay the postage of $48.

Jen Gluckow: No, no, no, no.

Jeffrey Gitomer: No postage? Got it.

Jen Gluckow: It’s a free Sell or Die mug that, the link to buy it is actually at the top. But if you share it out, and then let us know in the comments that you shared it, the next person to let us know will get the mug. And in the front it says, there’s no prize for second place in sales. Damn straight.

Jeffrey Gitomer: It’s really a cool mug, and it holds a lot of coffee. And you’ll really like it. And it say, I’m a diehard. And, that you are a diehard.

Jen Gluckow: So Ron says, one of my challenges is, I’m a frugal Yankee. So I try to save my customers money.

Jeffrey Gitomer: For those of you who don’t speak English, it means he’s a cheap bastard. A frugal Yankee. All right, go ahead, keep going.

Jen Gluckow: It’s a good term, yes. So he tries to save his customers money. I don’t see the challenge there. Are you saying you make less money? He said it’s not a good strategy, they came to spend. Oh. Well, it could be a good strategy, because in the long term they’re gonna keep coming back to you. I don’t know what you sell, but …

Brent Thomas: Yeah, what do you sell, Ron?

Jeffrey Gitomer: If you ever go to a heart surgeon, and he says, we’re having a special today, two-for-one. Or I think I can save you money on this operation by only doing one of your arteries. Like, that’s not why I’m-

Jen Gluckow: Oh, Ron knows you. I think he did graphic stuff when you did t-shirts together, or something.

Jeffrey Gitomer: Oh, really? Oh cool.

Jen Gluckow: Yeah, I think. Ron, is that right?

Brent Thomas: Ron? Ron.

Jeffrey Gitomer: Ron, what city are you from, so I’ll know where do I know you from.

Brent Thomas: I saw a billboard, and it said, “Dentist: We’re the cheapest dentist in town.” And I was like, that does not appeal to me at all.

Jen Gluckow: I don’t want to go to the cheapest dentist.

Brent Thomas: I literally was like, I would never go there.

Jeffrey Gitomer: Right, of course not.

Brent Thomas: The cheapest dentist in town.

Doug Branson Because the natural question is, where are the cost savings coming from?

Jeffrey Gitomer: Exactly, exactly.

Doug Branson I want the cleanest dentist in town.

Jeffrey Gitomer: Right.

Jen Gluckow: Yeah, exactly.

Jeffrey Gitomer: I want the most competent dentist in town. I have a great dentist, Scott Menaker, and …

Jen Gluckow: People fly in from all over the country to see our dentist, yes.

Jeffrey Gitomer: To see Scott.

Jen Gluckow: Scott Menaker, Smile Charlotte.

Jeffrey Gitomer: Scott Menaker, Charlotte, North Carolina. Menaker, Rodney … Smile Charlotte is his name, Smile Charlotte. And, I’ve never asked him how much something’s going to cost.

Jen Gluckow: No. ‘Cause you trust him.

Jeffrey Gitomer: Well, I want …

Jen Gluckow: Whatever he says it’s going to cost, let’s just get it. Yeah, you have good teeth, Jeffrey.

Jeffrey Gitomer: I have good teeth. But, I got them courtesy of Scott.

Jen Gluckow: Me too.

Jeffrey Gitomer: And they want to go, [inaudible 00:26:19], do you have a toothbrush, do you have a … No, I don’t want a toothbrush. I don’t want any of that free crap.

Brent Thomas: I don’t brush my teeth.

Jeffrey Gitomer: Well, I do, but …

Brent Thomas: I did, but I used to.

Jeffrey Gitomer: I used to … No, they sell Sonicare, so I have a Sonicare.

Jen Gluckow: Ron says he’s not that old.

Jeffrey Gitomer: Oh, my God. Yeah, exactly. I’m not that old either.

Jen Gluckow: But I think you guys were in the same industry at some point, that’s all I’m saying.

Jeffrey Gitomer: Yeah, okay. Cool. So, here’s the deal now. Are you thinking long-term yet? That’s the subject of the day. Are you thinking long-term, or are you thinking, my boss has his foot up my butt and I need to make a sale this week. And, it’s a very difficult choice some times.

Jen Gluckow: Or maybe you have your own foot up your own butt. It may not be pressure from your boss, it may be self-pressure.

Brent Thomas: Make sure to stretch beforehand, if you do that. Make sure, you don’t wanna … That’s tough.

Jeffrey Gitomer: Exactly. Exactly.

Jen Gluckow: Downward dog, guys. Downward dog.

Brent Thomas: That’s a self-ding.

Jeffrey Gitomer: The Woody Allen line was, and the guy told me to be fruitful and multiply, but not in those words.

Jen Gluckow: So, [Nakia 00:27:20], I think I’m pronouncing her name right, says, I’m in retail selling ladies’ accessories. How can I get the customer to focus more on the product and less on me as the seller?

Jeffrey Gitomer: It’s easy. Keep asking them questions about how they intend to use what it is you’re trying to talk to them about. Whether it’s a scarf, or a purse, or a brooch, or a shoe, I want to know where they’re going to wear it. I want to know what kind of uses is it going to get. Is it a one-time use, a ten-time use, a daily use? What’s the real deal here, so I can direct them to quality. I want to direct them to something that’s eye-catching and show-stopping.

Brent Thomas: Yeah, you asked some good questions for retail earlier, so I would go back and watch this episode …

Jeffrey Gitomer: Oh yeah, a couple times.

Brent Thomas: … and steal five questions from you.

Jeffrey Gitomer: Exactly. No, I love the retail process, and I have all kinds of episodes that I could relate to. But not on this issue, because we’re almost done, this issue.

Brent Thomas: Let’s get some Gitomer shirts.

Jeffrey Gitomer: Yeah, well we have some Gitomer shirts. But, stories that have happened to me in the retail environment … And, they’re fun to do, it’s fun to do, because in retail, you’re the customer, you have the money, and they want the money. And the way they get the money has to do with how they treat you. Sometimes they won’t take yes for an answer because they’re a bunch of jerks. And look at going into 50% of the car dealerships, or anytime that you’re trying to buy something that’s a big-ticket item, you got somebody who’s there as a hawk. And they know that they want to put their hands around your ankle and not let you go. “Okay, thanks, just going to look around.” “No, please don’t leave! I’ll be your best friend! We have a special deal, five for one today if you’ll just buy now! Now! Please.”

Brent Thomas: I think it’s a little different when people are coming to you, to your store, retail, auto dealerships, as opposed to calling somebody, whether it’s cold, or it’s face-to-face.

Jeffrey Gitomer: But I’m just going to share this with you. Retail is a better environment to learn sales, because you have to face the customer, you have to engage the customer emotionally. And you get to see their reaction and respond to them immediately. If you’re B2B, odds are you’re doing half email, half phone, half whatever, and you don’t have as much physical contact with them. And, the retail sale is more immediate. It may happen at that moment, that may be the fulcrum point. If the guy says, well, let me think about it, I’ll get back to you, that’s a no. That’s a definite no.

Jen Gluckow: Have you ever gone back and bought something you were thinking about?

Jeffrey Gitomer: Eh, rarely.

Jen Gluckow: Hmm.

Jeffrey Gitomer: It’s my way of saying, you’re a jerk. But I don’t want to tell you you’re a jerk, because you kind of already know that. You know what I mean?

Jen Gluckow: Have you gone back and bought something?

Brent Thomas: No.

Jen Gluckow: Oh. I do.

Jeffrey Gitomer: You’re gonna go for a health club membership, and you go, okay, we’re still shopping around. That means no.

Brent Thomas: Right. It means, no, this place hasn’t done it for me yet.

Jeffrey Gitomer: Bingo. You know, you don’t have the groove, you don’t have the stuff I’m looking for. And now, you don’t have to go to the bike shop anymore, you can walk out of your house, there’s a bike sitting right in front of your house. For a buck an hour.

Brent Thomas: Yeah.

Jeffrey Gitomer: It’s like, they’re all over the street. And there’s new competition coming, and I would guarantee you that the average salesperson today, who’s been selling their stuff for five years, is not qualified themselves to deal with the new competition. Amazon may be your new competition. You’re not enough of a warrior. Thank you Doug. You’re not enough of a sales warrior, and you need the Sales Warrior Kit so you can have the right attitude, you can overcome objections as they occur, you know what value really is and how to express it in a way that it’s transferred and perceived as value, and you know how to close a sale. That’s what the Sales Warrior Kit is all about, and that’s why you need to go buy it right now. Thank you.

Brent Thomas: Yeah, that’s an excellent graphic by the way.

Jen Gluckow: I love that graphic.

Doug Branson That’s by our graphic designer Ashley, and yes, if you want Sales Warrior for yourself, givegitomer.com is the address. And if you want it for your team, you can email helpme@gitomer.com.

Jeffrey Gitomer: Thank you Doug. And many people think, well, why are you using a guy as a warrior? That actually happens to be a bearded lady. So don’t be fooled by the graphic that’s there.

Brent Thomas: She looks tough.

Jeffrey Gitomer: We just saw that P.T. Barnum movie, and …

Jen Gluckow: Oh that man, that movie was so good.

Jeffrey Gitomer: It’s so good.

Jen Gluckow: I just pinned the link in the comments, if you need the link …

Jeffrey Gitomer: What, to the movie?

Jen Gluckow: … to go get the warrior.

Jeffrey Gitomer: It’s called “The Greatest Showman.” And it’s about the circus, but there’s a bearded lady in there who owns it. I mean, she’s a phenomenal actress.

Jen Gluckow: Yeah, she’s really cool.

Doug Branson And that brings us to our entrepreneur topic.

Jen Gluckow: Okay guys, so, what questions do you have? Give us some questions so we can help you with your week. And while you’re typing those in, Brent, what is your commitment this week?

Brent Thomas: My commitment last week was to find 10 leads, based off my previous sales. So I’m going to continue to do that.

Jen Gluckow: Okay, cool.

Brent Thomas: Because I didn’t quite hit 10.

Jen Gluckow: Okay.

Brent Thomas: I got eight.

Jen Gluckow: Whoa.

Jeffrey Gitomer: Not bad.

Jen Gluckow: Okay.

Jeffrey Gitomer: I shouldn’t say not bad. That’s very good.

Jen Gluckow: Yeah, that’s very good.

Jeffrey Gitomer: You Millennial, you.

Brent Thomas: Yeah. So, my commitment this week is to approach the situation differently, and instead of trying to get the immediate sale, look more long-term.

Jen Gluckow: Cool. I love that.

Jeffrey Gitomer: You have to look at it from the standpoint of …

Brent Thomas: But still trying to get a sale.

Jeffrey Gitomer: … what’s the value of this customer?

Jen Gluckow: Just for the record, I got it.

Jeffrey Gitomer: What is the value of this customer? By helping this customer, what could I expect to do long-term, and is there any value in me pressing for the short-term sale? Is there a value there? And if there is, then you can press for it. Or you can maybe back off your whole short-term thing if there’s 10 people involved in something, and you are able to not have to sell all 10. You can just say, can we start with two? Let’s monitor it real closely, and if you love it, we’ll go for eight, is that fair enough? Now you’ve made a sale, boom.

Brent Thomas: But how do they decide which two? Like, oh, my best two? My worse two?

Jeffrey Gitomer: You pick a good one and a bad one.

Brent Thomas: Yeah.

Jen Gluckow: Yeah. Or you reward the best two …

Jeffrey Gitomer: Or a man and a woman.

Jen Gluckow: … or maybe you choose. You know, you choose.

Jeffrey Gitomer: You know, there’s all kinds of ways to do it. And maybe they need … You know what, I was wrong. We need three.

Jen Gluckow: If they can’t decide, they can just get it for everyone.

Jeffrey Gitomer: Exactly. But we were talking this morning earlier, and when someone decides to take a lesser amount, and you say okay and go forward, at some point they’re going to pay in some way or another. At the point of payment, you can still ask the closing question of, are you sure you only want a couple of people? Are you sure you don’t want …

Jen Gluckow: It’s like the cherry story you told last week.

Jeffrey Gitomer: The cherry story indeed. You sure you don’t want everybody, and just, let’s rock and roll with it? Because I have a great way to launch for everyone. Okay, cool. Well, how do I know if my people are going to take it? Well, you make it mandatory. Oh. Like, our best customers make training mandatory, not optional. And they do 10 or 15 minutes a day, and it works. They take the, on the Gitomer Learning Academy, they take the assessment and they’re hooked.

Jen Gluckow: We have a really cool thing on the Gitomer Learning Academy. Doug, can you pop that up?

Jeffrey Gitomer: Yeah. We have the … Wow, there you go.

Advertisement: Welcome Sales Warrior. You’re about to go on the path to greatness.

Jeffrey Gitomer: If they don’t want to share with you, we’re going to go fast. Luckily it’s being recorded.

Advertisement: Philosophy drives attitude. Attitude drives action. Action drives results.

Advertisement: Picture this: You’re in an argument. Somewhere between difference of opinion and screaming mad …

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Brent Thomas: Cool.

Jen Gluckow: So we’ve been talking about the long-term customer, or gaining a customer for long-term. And, in order to do that, it’s all about providing value.

Jeffrey Gitomer: Correct.

Jen Gluckow: And this whole course is value first, in talking about … Oh, it’s in front of us, not behind us now. This is really cool guys.

Brent Thomas: Yeah, we’re behind it.

Jen Gluckow: Way to go, way to go. So, what are some of your value tips, Jeffrey?

Jeffrey Gitomer: Well, value is the least understood word in the world of sales, because people always put another word with it. Add …

Jen Gluckow: Added value.

Jeffrey Gitomer: … added value, right. Dumb, stupid thing. It infers that you have to buy something in order to get the value. My philosophy has always been, give value first. Now what it means is, that the customer perceives that what you’re doing for them helps them enough to a point where they say, wow, this is a great guy, I’m going to buy from him or her. And I think that you have to look at it from that perspective, or you’ve misunderstood the process. There’s also a value proposition that many customers call a value prop, or many salespeople call a value prop. If it has the word “we” in it, strike it. Value propositions have to be in terms of the customer and how they win. If it is not, then it’s not a real value proposition. It’s not like, we offer 24-hour service. Rather, it should say, you have our machine, and sometimes that machine breaks, and you need service. And luckily for you, it’s 24/7. I didn’t use the word “we” in that sentence.

Jen Gluckow: No. Not once.

Jeffrey Gitomer: And that’s what I want to know. I don’t care, “We’re a great service.” I don’t care about you. I only care about me, my business, my people, my circumstance, my sales, my profit. My internal morale, my health insurance, my payroll, you know. I’m concerned with me and my business. And if you have a way to communicate with me in terms of that, I might get it, and then I might buy from you. I like you, I believe you, I have confidence in you, I trust you. Then I may buy from you.

Brent Thomas: Yep.

Jeffrey Gitomer: Whoa.

Jen Gluckow: Ch-ching!

Jeffrey Gitomer: I love ch-ching.

Jen Gluckow: That was well deserved.

Brent Thomas: It was a good one.

Jen Gluckow: Well deserved, Jeffrey.

Jeffrey Gitomer: Thank you very kindly. I’ll be here all week.

Jen Gluckow: We’re really loving the animation gra … the sounds. Sounds. Sounds.

Jeffrey Gitomer: Yeah, the graphics, the production quality of Motivation Monday …

Jen Gluckow: We have a good team here.

Jeffrey Gitomer: … has definitely improved literally exponentially over the course of the last several weeks. We have gone from “we can’t do shit” to “we are the shit.” And I think that, important …

Jen Gluckow: But you know, it’s all about giving value first. And so that’s why we do this.

Jeffrey Gitomer: Exactly.

Jen: We want to give value.

Jeffrey Gitomer: We do this for you, the listener.

Jen Gluckow: We want it, and like, literally comment in and talk to us, because we want to help you.

Jeffrey Gitomer: Dude, we’re here to answer a question.

Jen Gluckow: We’re here, we’re sitting around, we’re hanging out. We’re talking to you Brent, whatever you need. But also, guys on Facebook Live …

Jeffrey Gitomer: We have Doug and Steve behind the curtain there, behind the …

Jen Gluckow: Behind the glass window.

Jeffrey Gitomer: Did you want to say something? You’re leaning into the microphone, Doug. It looks like you’re … You have nothing to say?

Brent Thomas: And look, I want to say something to our users, that your questions help me as well. And hopefully my questions will help you.

Jen Gluckow: That’s cool.

Brent Thomas: So let’s keep it engaging.

Jen Gluckow: I love that. I love that.

Jeffrey Gitomer: The questions help us understand who you are as an audience. What are your real needs? First of all, do you need to make quota, or do you need to have more of a full pipeline? Or do you need to have better questions to ask the customer when you’re engaging and involving with them? Are you hiding behind email, or do you pick the phone up? And those are real, real questions, that you need to answer yourself. I think that the hardest questions to answer in sales are the ones that you ask yourself. It’s just like the hardest door to open in sales is your car door.

Brent Thomas: To get out, right?

Jeffrey Gitomer: Exactly.

Jen Gluckow: All right guys, we’re gonna wrap it up.

Jeffrey Gitomer: We are?

Jen: We are.

Jeffrey Gitomer: Oh, no, I was just starting to have some fun.

Brent Thomas: I want to touch on four points that Jeffrey just mentioned, that I don’t want it to get overlooked. He said that if somebody likes you, believes you, has confidence in you, and trusts you, then they may buy from you. I thought that was an excellent point in what he had just said, so I wanted to reiterate.

Jeffrey Gitomer: Well you happen to be an excellent judge Brent, thank you very kindly.

Jen Gluckow: That’s cool. Alan says, what is … Hey, Alan. What is your favorite POS? I’m assuming that’s point of sales system.

Brent Thomas: Yes. Yeah, yeah, yeah. Point of sale. Let’s hope so.

Jen Gluckow: Because I can think of three other words that could stand for.

Brent Thomas: Right, exactly.

Jeffrey Gitomer: Three other … Oh, yeah, yeah, my favorite POS, I got it. Oh, guh, duh, I got it. I don’t have a favorite POS?

Jen Gluckow: I don’t either. Whatever works for you, I don’t, I don’t …

Jeffrey Gitomer: Well, if you’re [crosstalk 00:40:29] …

Brent Thomas: It depends on what you’re selling, what your product is.

Jen Gluckow: I don’t review them, so there are experts in that area. I apologize.

Jeffrey Gitomer: No, no, I have a POS customer, but it’s not really fair to promote …

Jen Gluckow: No, not that kind of POS. Oh, you have a customer …

Jeffrey Gitomer: Point of sale, yeah.

Jen Gluckow: I know, you have a customer that provides that.

Jeffrey Gitomer: So they enter the stuff, like when you go to a restaurant, they have a point of sale machine that enters your order and tells you, did you want your steak medium, or you want your steak rare, or whatever. And then the chef looks at it, and ignores it.

Jen Gluckow: Well, the key … That’s right.

Brent Thomas: POS.

Jen Gluckow: The key is to keep it simple, and the key is, it has to be something that your salespeople are going to use and enter data into, and find useful.

Doug Branson My favorite point of sale is the point when they give me the signed check.

Jeffrey Gitomer: Exactly. Or the credit card.

Jen Gluckow: He dinged himself, guys. He dinged himself. That was a self-ding.

Jeffrey Gitomer: So, until …

Jen Gluckow: Yeah, we know it’s point of sale Alan, thank you.

Jeffrey Gitomer: Join us tomorrow for Sell or Die …

Jen Gluckow: Coming up, we have an amazing episode tomorrow, with Martin Rooney. He is a real warrior, training for warriors. He’s really freaking cool. You can get it at sellordiepodcast.com, or wherever you get your podcasts. It’s going to be a great episode.

Jeffrey Gitomer: Yep. If you go to Overcast though and you rate us, we might get back to the number one position. Not that we’re begging. But we will cross the 50,000 download mark this month …

Jen Gluckow: Yeah, it’s pretty exciting.

Jeffrey Gitomer: … and we are very proud of what this show has become, and we do it for you. We do it to help, we do it to have fun, and we hope that the value that we provide to you will help you go out there and make another sale. Until next Monday …

Jen Gluckow: Oh wait, wait, wait. So next Monday we’ll be airing from Paris.

Jeffrey Gitomer: Really?

Jen Gluckow: Yeah. Is that freaking cool, or what?

Jeffrey Gitomer: Wait, will I be there?

Jen Gluckow: You and I will be there.

Jeffrey Gitomer: Okay, we’re gonna …

Brent Thomas: Wait, will I be there?

Jeffrey Gitomer: No, you cannot be there.

Brent Thomas: Aww, come on.

Jeffrey Gitomer: Wrong again. Wrong two out of three.

Jen Gluckow: They’re so fast on the sound [crosstalk 00:42:25], I love this.

Jeffrey Gitomer: But we will be doing it, let’s do it from the foot of the Eiffel Tower.

Jen Gluckow: I don’t know if the wifi is good enough from there. Doug may have issues.

Jeffrey Gitomer: Oh.

Jen Gluckow: Doug wants the quality to be perfect.

Doug Branson Yeah, that’s not actually, the Eiffel Tower, not actually an antenna. So wifi …

Jen Gluckow: So we’ll probably do it from our Airbnb …

Jeffrey Gitomer: You can give yourself applause for that, that was so good. Okay, good.

Jen Gluckow: So, we’ll probably do it from our Airbnb, where we know the wifi is good.

Jeffrey Gitomer: Or we can do it from a place that no Parisians go. Starbucks.

Brent Thomas: The [inaudible 00:42:59]?

Jeffrey Gitomer: Yeah, exactly. Exactly.

Jen Gluckow: Oh man. Yeah, so we’ll see you live. Well, it’ll be 6:00 our time-ish, or you know, afternoon our time-ish, and we will be here for you to help you guys out.

Jeffrey Gitomer: And having a good time.

Jen Gluckow: So think about what you want to talk with us next week, and just message us on Facebook, comment on here …

Jeffrey Gitomer: We will also have a very special guest from Paris, the best salesperson I know, Gabrielle Gitomer.

Jen Gluckow: Ooh, a nine-year-old salesperson. I love it.

Jeffrey Gitomer: Closing ratio of 100%.

Jen Gluckow: It’s more like 200%, if that’s possible.

Jeffrey Gitomer: 200%, exactly. And I want you to find out why she gets her way all the time.

Jen Gluckow: Not all the time.

Jeffrey Gitomer: Why she gets her way mostly all of the time.

Brent Thomas: 200% of the time.

Jeffrey Gitomer: Right.

Jen Gluckow: Yeah, yeah. No, she’s pretty good at selling.

Jeffrey Gitomer: We should do it from the park at St. Catherine’s.

Jen Gluckow: I don’t know, the wifi, I don’t know. All right, all right, all right. We’re being told we gotta go.

Jeffrey Gitomer: Thank you very much, goodbye.

Jen Gluckow: Thank you guys, have a great week.

Jeffrey Gitomer: And bye!

Jen Gluckow: Bye!

WHO IS JEFFREY GITOMER

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WHO IS JENNIFER GLUCKOW

@JENGITOMER

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