Sales Process



Your Sales Process Revamp: Focusing on the YES!

This is your time right now to advance in the sales world. In episode 521 of the Sell or Die Podcast, we are diving into reframing your ability to think and act like a winner. Rather than focusing on closing the sale, we’re going to provide insight on the entire process by which a sale is made, with the end goal of hearing the word YES from your prospect.

Sales Process

But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community. 

Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank. 

It’s time to sell or die…

 Check out the points below to learn more about your sales process revamp and focusing on the YES. And for even more details on each point, listen to ALL of episode 521 of the Sell or Die Podcast on your preferred streaming platform!

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Sales Process: Rather than simply going for the close in your sale, why not compile hearing the word yes until you get the ultimate yes?

What we’ve discovered is that salespeople are looking to hear yes, whether it’s, “Yes I’ll take your meeting or phone call”, they want to hear yes. Rather than going for the close in your sale, why not compile the word yes until you get an ultimate yes? Most salespeople are probably going for the big close. The small yeses make you smile. As a die-hard you may not realize this is what your pathway is. Each yes gets you closer to that ultimate yes. The people who are talking about how each no gets you closer, that’s bullshit. The word no brings barriers that you have to overcome to reach the next yes. We’re not looking at this from a standpoint of taking nos, if you have yes all the way, yes will be the end.

Sales Process

Sales Process: Count how many times someone says yes to you instead of how many sales you have.

As for how you can start to reframe your thinking when you are a salesperson focused on closing the sale, count the yeses instead of sales. Of course, you will still have a quota, you can be aware of the sales but you need to prioritize the yeses. The yes will affirm the fact that you’re moving along the sales path and going in the right direction. The object is not to complete the sale, it’s to go from a prospective outreach and hearing a yes. The yes could be for a meeting, and then sending a proposal, keep the process of them saying yes to you. You will feel great as a salesperson if you focus on this concept. It’s like positive reinforcement of the entire selling process rather than struggling along to make a sale. 

What you put out there as far as thoughts and vibrations, it comes right back to you. It’s the law of attraction, if you are attracting yes in your mind, you can attract it in your life. This isn’t just about sales, this is about how many yeses you get at home, with your spouse, with your kids. Look at the law of positive attraction, value attraction, now you add the law of yes attraction and you have completed a selling process where it’s exciting to follow, easy to implement, and rewards are instant.

If you can look at this from a lighthearted way, yet a serious understanding of what it means to you, then you will take a more positive and winning approach as you go out to face your competitors. 

Your Sales Process Revamp: Focusing on the YES!: The Bottomline

Get more YES. Take this as an opportunity to renew yourself and your commitment to personal excellence so that you can emerge as an absolute winner in recovering from the pandemic. 

To hear more about your sales process revamp and focusing on the yes, don’t forget to tune in to episode 521 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.

If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!

About your hosts

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!

Thanks for Listening!