But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
It’s time to sell or die…
So read the points below to learn how you can increase potential sales by implementing our number one tip. And for even more details on each point, listen to ALL of episode 514 of the Sell or Die Podcast on your preferred streaming platform!
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Let’s talk about the elements involved that may make someone more comfortable with you, maybe not necessarily to get to the buying point. First of all, they have to like you. Have you ever bought something significant from someone you didn’t like? Probably not. Usually, you feel some sort of connection when you’re making a purchase. You have to believe what they’re saying as well, if you don’t like them, you won’t believe them. Like and believe are very important when it comes to sales.
You have to have confidence in what they’re saying, we just hired a property management company to run our condo. This guy comes over to help us get started and he explains he’s been doing this for 15 years. Bottom line is that he knew what he was talking about. We had confidence in that guy, he was likable and believable. From the onset, he didn’t’ come over and immediately hand us the proposal, he sat down on our couch and built rapport. He came to make a relationship. All of these elements add up to that one key strategy to make customers buy.
Trust is the element that leads to the relationship, without trust, there’s never a relationship. You have to feel trust with someone before you ever do business with them. When you have that trust, are you more likely to buy? Yes most likely. You want to make sure that you’re building some kind of trust as a result of your likability, your believability, your self-confidence. All those little elements inside the sales presentation build trust.
You may be wondering, how do I go about building trust? The answer, slowly over time. You don’t build it over a cold call. Over time, follow through with your actions and let people know that you stick to your words. Honoring your word is a huge part of building trust. If you tell your customer you’re going to send that proposal by 4 pm, send it by 4 pm. If you want to build trust with other people, first build trust with yourself. It boils down to whether you are honoring your word.
If you believe and you believe deeply enough, that belief is transferable. If you have the right attitude, that attitude is transferable. Those are the things that enter into the trust arena but you can’t just have one of those elements, you need all of them. The customer needs to like you, believe you, and have confidence in you, then they can trust you. Trust takes a long time to build and involves different approaches. The minute you break that trust you will know it. Breaking the trust could be as simple as not following through with your words or lying.
Think about the long term relationships you will have with customers, if you are focused on that, you are naturally doing things that will build and strengthen trust. Having the best interest of your customer is key. A great quote that reflects that sentiment is, I don’t think the end of the month, I think the end of time. That way you are making a decision based on the value of the relationship not the value of the piece of business.
When it comes to trust, you don’t have to complicate this. People try to make complex frameworks on how to sell. Make a friend, offer them value, don’t over-complicate this. If the way you are selling feels natural and like you talk to someone you care about, the trust will come into place. I want you to go out and earn a sale, not make a sale. When you earn a sale, it’s because you have delivered on the value, believability, likability, and trust.
So to hear more of our insight on how you can increase potential sales with our number one tip, don’t forget to tune in to episode 514 of the Sell or Die Podcast.
Thank you so much for listening to Sell or Die! We hope that this episode has helped you to transform the way you think, given you new ideas, and provided a new perspective on the sales and business challenges you face every day so that you can win the customer to the bank.
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Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!