Selling Through Value



How to Earn the Second Sale Through Value

In episode 534 of The Sell or Die Podcast, we are talking all about how to earn the second sale by selling through value. Getting a second sale isn’t something you can just assume will happen. You have to earn it by providing value and creating the urgency for your customers to buy. The first sale is easy. It’s what you do to earn the second sale that really matters.

Selling Through Value
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 how you can earn that second sale. For even more details on each point, listen to ALL of episode 534 of the Sell or Die Podcast on your preferred streaming platform!

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What makes the second sale so important.

If someone buys something from you once, that’s great. But you can’t just take that for granted. You have to earn people’s trust and loyalty to get them to buy from you again. And that trust is earned by selling through value of what you do from start to finish. What happens between the first and second sale is key. Look at what you did in between a first and second sale. How did you deliver? How did you serve? What was the quality of your product? What was your response time? All of these elements take a customer from satisfied to loyal. Their loyalty is so much more powerful than their satisfaction. 

Selling Through Value

Jen’s example of second sale techniques. 

We want to give you an example of what selling through value and urgency for the second sale looks like. Jen went to a restaurant recently, and she really enjoyed her experience there. Before she left, the waitress handed her a red envelope and told her that there was a surprise inside it. It could be a free appetizer, a free bottle of wine, or maybe a free brunch. She told Jen that if she came back and opened the envelope at the restaurant before the end of January, they would honor what was inside. 
The are several key things the restaurant did here to get the second sale. They had an element of mystery– the surprise in the envelope. Jen immediately wanted to know what was inside. They used fun and creativity. And they had an expiration date. But it’s also very important that they provided value all the way through their service. If Jen hadn’t had such a good experience there, she wouldn’t care about what was inside. Die hard: your challenge is to look at your service and see what elements you can incorporate into earning a second sale by selling through value. If you are creative and put your heart into it, people will want to buy.

How to Earn the Second Sale Through Value: The Bottomline

We challenge you to start thinking about your customers’ experience and not just the end sale. What are some ways you can provide some fun and excitement in people’s lives? And think about what someone will say about their experience with you after it’s over. If it was awesome, they’ll want to talk about it. 
To hear more ideas on how to earn the second sale, don’t forget to tune in to episode 534 of the Sell or Die Podcast.
Thank you so much for listening to Sell or Die! We hope that this episode has helped you come up with some creative ideas for earning the second sale by selling through value. 
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!