Episode Sponsored By: Death Wish Coffee
Our guest this week is Margaux Gunning, nutrition expert and life coach.
She’s here to discuss how what we put in our bodies is directly correlated to how much we’re putting into our wallets.
They will help you begin to understand the benefits, pitfalls of business social media and some tips for maximizing your reach.
Exclusively for our DieHard listeners: Get Margaux’s Protein Freezer Chocolate Recipe here.
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!
On today’s show…
11:27 – Why consistency is so important in nutrition?
14:15 – Its not about dieting also the grocery store is designed to help you make bad choices.
16:27 – What to eat when you’re out on the road.
19:12 – The connection between nutrition and productivity AND nutrition and sleep.
26:36 – What foods are we cooking incorrectly?
33:29 – The one thing you have to quit doing right now.
35:31 – How do you bridge the mental gap?
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Full Transcription
Margaux Gunning
Going ham seven days a week, lifting weights, is not beneficial for a woman. It’s just not.
Jen Gluckow
I want to-
Doug
And eating ham seven days a week-
Jeffrey Gitomer
Right.
Doug
Is not beneficial for anyone.
Jen Gluckow
Anyone.
Margaux Gunning
Anyone.
Jeffrey Gitomer
Bacon is okay, but ham will kill you.
Jeffrey Gitomer
Where do we start this? Answer: It doesn’t matter. We’re having a good time, right.
Jen Gluckow
He couldn’t wait to get in here.
Jeffrey Gitomer
You need sales balls to make sales calls. I’m tweeting that puppy, okay.
Jen Gluckow
Hello, and welcome to Sell or Die. I’m Jen Gluckow, founder and CEO of Sales in a New York Minute-
Jeffrey Gitomer
And I am Jeffrey Gitomer, author of The Little Red Book of Selling, and sales trainer extraordinaire.
Jen Gluckow
This is Sell or Die, your one-stop podcast for all your sales training needs.
Jeffrey Gitomer
If you can’t make a sale after you listen to this podcast, something is drastically wrong. You need to find a new profession.
Jen Gluckow
Ooh.
Jeffrey Gitomer
I know. Sometimes salespeople quit, you know that?
Jen Gluckow
Yeah, I do know that.
Jeffrey Gitomer
Why do they quit, do you think?
Jen Gluckow
Well, why do they quit or why do they say they quit? Those are two different things.
Jeffrey Gitomer
Yeah, that’s true, but why do they quit?
Jen Gluckow
Ah, they quit because they’re not making enough money.
Jeffrey Gitomer
Mm-hmm (affirmative). They quit, and then they’ll blame it on, well, the boss made me make too many calls.
Jen Gluckow
Right, they couldn’t get the product right. We weren’t better than the competition. We were too expensive. I mean, I’ve heard all those.
Jeffrey Gitomer
Yeah, I have some advice for salespeople who want to quit. This is lifetime advice.
Jen Gluckow
Let’s hear it.
Jeffrey Gitomer
Become the best salesperson on the team, then quit. That way, the boss cannot throw you under the bus for what you did or didn’t do. If someone says, “Why did Bob quit? He was my best guy and he quit,” not, “Bob didn’t make enough phone calls. Bob was a dork. Bob was” … because Bob eventually has to go get another job, and what’s he going to come to his new employer and say? “Well, my boss didn’t understand me. He was a big jerk.” When you go to Unemployment for a new job, you have to say something that puts you in a valued position. You have to say something where the hirer or the boss or the HR person goes, “Well, this is a person we need on our team,” not a grouchy person. You have to be smart, and you have to be happy.
Jen Gluckow
And be number one.
Jeffrey Gitomer
If you’re number one, baby, what can they say?
Jen Gluckow
Exactly.
Jeffrey Gitomer
I was the number one guy. I didn’t feel like I was treated fairly, and I was looking for greener pastures.
Jen Gluckow
Well, you don’t have to talk negatively about the last guy, but, yeah.
Jeffrey Gitomer
Okay, if he says that, “My boss was an ass”-
Jen Gluckow
“I was number one. I’m looking for greener pastures.”
Jeffrey Gitomer
Right.
Jen Gluckow
Boom! Enough said.
Jeffrey Gitomer
The bottom line there is that most people leave disgruntled-
Jen Gluckow
Yeah, and not number one.
Jeffrey Gitomer
And they grunt when they go to their next interview, and they wonder why they didn’t get picked or they didn’t get hired.
Jen Gluckow
Yeah, so coming up today we have a great show. We have Margaux Gunning, who is a health and nutritionist.
Jeffrey Gitomer
Right.
Jen Gluckow
She’s going to talk about what you can do when you’re traveling, when you’re on the road, how you can keep your nutrition in check and your sales nutrition in check.
Jeffrey Gitomer
Please don’t avoid this show because you don’t want to eat something that tastes like rope.
Jen Gluckow
Yeah, Jeffrey doesn’t eat rope.
Jeffrey Gitomer
No, I don’t eat rope, but I’m telling you that wherever you are, whether it’s you’re in your hometown, driving across town, or on a plane going someplace, you need to feel your best all the time. When you’re in front of a customer, or when you’re in front of an audience, or when you’re on an airplane, you have to have the energy that allows you to think clearly and create. That’s what this talk … That’s what Margaux is about today. She’s going to talk to you about how to be a better person and how to be a healthier person and, as a result, how to be a happier and more clear person.
Jen Gluckow
And, as a result, a more successful person.
Jeffrey Gitomer
All that’s true. We have some personal experience with Margaux. I think it’s fair to say to the audience that you are a Margauxlite.
Jen Gluckow
Oh, yeah. I’ve personally been working with Margaux for a couple months now, and she has, to put it lightly-
Jeffrey Gitomer
She’s insight-
Jen Gluckow
She has changed my life.
Jeffrey Gitomer
Yeah, she is insightful, and we met her personally out in California and invited her on the show. I think what you’re going to find today is that you-
Jen Gluckow
Yeah, isn’t that interesting? I’ve been working with her for so long over video, and I felt like I knew her, but I had never actually met her until recently.
Jeffrey Gitomer
Yeah, yeah, so that’s part of what’s going on today, but I want to talk about one thing before we start.
Jen Gluckow
Let’s hear it.
Jeffrey Gitomer
The news, the politics, the economy, the global upheaval, the Olympics … There’s all kinds of ups and downs in the just-
Jen Gluckow
There’s a lot of crap going on right now, whatever side of it you’re on.
Jeffrey Gitomer
Right, and I’m challenging salespeople globally. Focus in. If you’re paying attention to other people’s drama, then it’s likely you’re going to be talking about other people’s drama and be just as up and down as they are. I’m going to recommend that you do what I’ve done over the years, and that is to ignore and move forward. Focus in, head down. Read attitude books. Talk to people about what’s good in the world, and try to make more connections now, just based on your even keel, based on the fact that you’re calm, when all the people around you are upset and marching in the streets about who knows what.
Jen Gluckow
Yeah, so one of the things I’m trying to do right now is take the time I’m spending reading news and watching YouTube news videos and stuff like that, and investing it instead key word is investing into reading. I’m rereading Think and Grow Rich. I’m using this new action guide that I found online that’s amazing. If you want the link to it, just check my Instagram. I’m rereading it and putting into practice exactly what I can do with it, because I’d rather focus on that than who struck John at Congress.
Jeffrey Gitomer
I’m writing about how salespeople can achieve more and what they need to do in order to be able to make that happen. I just created a new seminar on what salespeople need to do for the next 10 years. I’ve delivered it twice now, and it’s really good. It’s very compelling, because it gives you the ups and downs. I’m not going to give it away at this moment, but I can tell you, because I will deliver it in a webinar, but I can tell you that there are things that salespeople need to do in order to divorce themselves from the outside drama world and marry the inside world of your life and your success. Maybe it’s your family life. Maybe it’s your sales and career life. Maybe it’s your personal life, but whatever you have to do, this is Valentine’s Day. Marry yourself.
Jen Gluckow
Well, we’re a little past Valentine’s Day now-
Jeffrey Gitomer
Oh, we are?
Jen Gluckow
But we can celebrate it every day.
Jeffrey Gitomer
Oh, I see. We’re not telling people that this is … I got it.
Jen Gluckow
You know what? You have, this week, a promotion going on, the Sales Warrior Promotion.
Jeffrey Gitomer
Mm-hmm (affirmative).
Jen Gluckow
In that, salespeople can get access to courses on attitude, on overcoming objections,-
Jeffrey Gitomer
On closing the sale-
Jen Gluckow
On closing the sale.
Jeffrey Gitomer
And on value. We just added value to that.
Jen Gluckow
Yeah, so this-
Jeffrey Gitomer
Not added value, but we have included my value course in there. I hate added value. I can’t stand those words.
Jen Gluckow
I know. I know. It’s a limited time promotion. We’ll put the information in the show notes, and it’s an amazing course that people have been raving to us about, and now you’re adding more and more to it, that it’s just … Wow!
Jeffrey Gitomer
I’m putting personal insights into it. I’m sitting in the studio and recording my thoughts about what happened when I was … How did I close deals when I was in New York City, or how did I overcome objections when I was in New York City? I think that those insights will help anybody in Kansas City or even Dallas, but I think that what you need to look at, as a salesperson, is you have frustrations, and if you add those frustrations to the drama that’s happening out in the world, you can’t win.
Jen Gluckow
Mm-hmm (affirmative).
Jeffrey Gitomer
You absolutely can’t. You’re going to be slamming doors and knocking down glasses off of bars. It’s not the right thing to do. You have to maintain your own personal calm.
Jen Gluckow
I love it. A way to maintain your personal calm and to really focus in on yourself is to begin by focusing in on your health and your nutrition.
Jeffrey Gitomer
I agree.
Jen Gluckow
This is an amazing interview from, now a friend, but a true expert on health and nutrition.
Jeffrey Gitomer
Put down your Milky Way and help us welcome-
Jen Gluckow
The great Margaux Gunning.
Jen Gluckow
Our guest today is nutritionist, Margaux Gunning, so excited to have Margaux on the show. After turning to the medical community for help after a serious medical complication, it was only when she turned away and turned within that her healing began. She used her inner wisdom, knowledge, and intuition to acquire a vast amount of information on hormonal health, including hormone balancing foods, supplements, identifying everyday hormone disrupters, and living a harmonious lifestyle. Today Margaux is eager to help others develop their healthiest selves from the inside out. Her compassionate disposition, combined with a non-diet approach to nutrition, helps her clients find nutritional balance for their individual body. She’s here to share her wisdom with us today. Let’s welcome Margaux Gunning!
Jeffrey Gitomer
Haa-aah. That was the crowd going wild.
Jen Gluckow
Margaux, I am personally so excited to have you on our show, because … Am I allowed to disclose that I have been working with her, Doug?
Doug
Sure.
Jen Gluckow
All right, because I’ve been working with you for quite some time now, and you’ve helped me tremendously.
Jeffrey Gitomer
No, it’s working.
Jen Gluckow
It is working.
Jeffrey Gitomer
You’re still the same old grumpy old soul, but you’re a hell of a lot healthier.
Jen Gluckow
I am not grumpy!
Jeffrey Gitomer
No, no, no, no, no, you’re Jersey. There’s a big difference.
Jen Gluckow
All right, I’ll take it.
Jeffrey Gitomer
Yeah.
Margaux Gunning
No, it’s been a blast working with you, Jen, and I think you’re someone that proves that hard work does pay off. I mean, I see it in your business. I see it physically with you. Hard work does pay off, and if you put in the work, it definitely pays off.
Jeffrey Gitomer
Well, you have to be committed to it.
Jen Gluckow
Well, thanks.
Jeffrey Gitomer
There’s no doubt about that.
Margaux Gunning
Exactly.
Jeffrey Gitomer
You have to do it on a daily basis. I can tell you that Jennifer wakes up, and she’s committed to it every day.
Jen Gluckow
Well, Margaux, you’ve done some content on that. I know. I’ve seen some of your videos. You talk about consistency and people taking off from their diet over the weekends. What’s that about?
Margaux Gunning
Exactly, yeah, and I see so much of this, “Well, I’m just not getting the results that I want, and I really wish that I could.” Then we go back, and it’s, “Well, how many days have you been consistent?” I see the three-day consistency, with the two-day break, with the few other sprinkles of consistency, and then these dramatic breaks. Even these 72-hour breaks, so to say, they really throw your body for a loop. The body is so adaptable and just loves to be on a routine, really, on a rhythm. When we’re consistent for three days, and then we just go haywire for 72 hours, let’s say, it really causes a disruption in the body.
Margaux Gunning
I think so many people are not really tapped into their bodies and what’s going on. We have this, “Well, I fell off the wagon for a little bit, but, ah, it’s okay. I’ll get right back on.” They don’t understand that getting back on is much harder than just staying on.
Jen Gluckow
Yeah, it’s like trying to make your quota by making your cold calls or your meetings with prospects only two or three times a week and taking two days off to go horseback riding and whatnot.
Jeffrey Gitomer
Yeah, yeah, yeah.
Margaux Gunning
Exactly! Exactly, and then there’s no followup, and there’s nothing after that.
Jeffrey Gitomer
Well, I would tell you that I am perfectly nutritionally balanced, with the exception of, perhaps, Oreos and Milky Ways and, of course, popsicles, ice cream sandwiches, and bacon. Other than that, I’m the picture of health. I think that there has to be an understanding that we live in a society where everything is available literally at arm’s length. If you go down the grocery store aisle, typically you need to get some dinner, so you want to go get some, whatever you’re going to have for dinner, steak or green beans or whatever, but you pass the cookie aisle, and then you pass the pretzel aisle, and then you pass the potato chip aisle.
Jen Gluckow
I avoid those aisles.
Jeffrey Gitomer
I don’t avoid those aisles. I go down those aisles very slowly.
Jen Gluckow
I know. I know. We now get our own carts at the grocery store, just for the record.
Jeffrey Gitomer
Exactly, yeah, we use separate carts, which I’ve found is-
Jen Gluckow
Mine balances his.
Jeffrey Gitomer
It’s the secret to a longterm relationship: separate bathrooms, separate closets, and separate grocery carts. The reality is, Margaux, it’s real easy to fall off the wagon, isn’t it?
Margaux Gunning
Yes.
Jeffrey Gitomer
Okay, so let’s say we’re talking to a very disciplined audience of salespeople, who always do the right thing. They wake up in the morning, and they go through all of their habits. Why should somebody hire you to help them balance themselves physically and nutritionally, so they can be better mentally?
Margaux Gunning
Definitely, so I pride myself in not taking a diet approach, because I think that so often people hear the word diet, and it’s immediately like, “Oh, my gosh, I have to go to the grocery store and buy the most restrictive food.”
Jeffrey Gitomer
Yeah.
Margaux Gunning
Like you were saying, the grocery store is literally made for you to pick what’s convenient and typically most unhealthy, because of the way that they stock their foods, and so oftentimes … Let’s say, for example, Lucky Charms and those sugary cereals are all at the bottom at kids’ eye level when they’re walking through the grocery store, and so it’s like, mom, dad, here we go, because it’s literally in their view versus some other more healthy options. I noticed the brand, Kashi, for example, they’ve done this middle ground thing, where it’s like, okay, it’s kind of kid friendly, but it’s more adult friendly, and so-
Jeffrey Gitomer
Well, I watch Jen shopping, and she buys things that I won’t buy. I won’t eat her smoothie in the morning, but I want to do something that’s palatable to me, so I’m going to issue you this challenge. I’m willing to be a customer of yours, and so are probably thousands of salespeople, but I’m not willing to eat rope, in order to be able-
Jen Gluckow
I don’t eat rope.
Jeffrey Gitomer
Oh, bullshit, you-
Jen Gluckow
That’s appealing to me.
Jeffrey Gitomer
Right, right.
Jen Gluckow
Margaux could create a menu that’s appealing to you.
Jeffrey Gitomer
Now, you’re talking, so Margaux.
Margaux Gunning
Yeah, and-
Jeffrey Gitomer
Here’s I think something you can do for our listeners. Why not prepare a salesperson’s daily menu for men and a salesperson’s daily menu for women and those that can’t make up their mind. Give us a couple or three things that we can choose from that, during the day, will help us stop reaching for a Milky Way or stop reaching for a soda, like, “Well, I’ve got to grab a fast lunch. Let me stop at McDonald’s where I’ll fricking die. If I just eat this for another 10 years, I’m dead.” Tell me what I can do when I’m hungry, and it’s fast. We’re in a culture where you’re running from place to place.
Margaux Gunning
Yes.
Jen Gluckow
Margaux, I think you’re coming out with something like that.
Margaux Gunning
I am, yeah. I just finished a recipe book, actually. It’s very geared towards easy, quick things for people that are busy, entrepreneurs, but my big thing is that, especially with that kind of situation, on the go, what happens frequently in the body physically is that there’s a serious blood sugar imbalance, and so the reason that you’re grabbing the cheeseburger or the fries or the whatever’s quick and convenient is, A, because it’s quick and convenient, but B, it’s also going to keep you full, because there’s-
Jeffrey Gitomer
No, you crave it. I will tell you, I can’t stand Burger King’s-
Jen Gluckow
Wait. Why do you crave it?
Jeffrey Gitomer
Yeah, I don’t know.
Margaux Gunning
Exactly, and it’s because it’s a vicious cycle. What they put … I joke that they put drugs in McDonald’s, because what they do is they put stuff so you keep coming back, and there’s no flaw in that, but-
Jeffrey Gitomer
Right, the French fries have heroin. What’s your point? Everybody has to have a McDonald’s French fry every once in a while. You drive by 100 of them, and by the 101st, you go, “Screw it. I’m grabbing the French fries.”
Margaux Gunning
Exactly, and it just comes down to that where you’re like, “Shoot, well I don’t know,” but a big thing in the body, that a lot of people are not realizing, is that that craving, and that “I have to have it,” is really a serious blood sugar imbalance. A big thing for on the go, for in a hurry, is protein. I think that protein is a little bit too dramatized and over talked about, but at the end of the day, and this is especially for women, but it’s really, really crucial that you’re getting in an adequate source of protein, and carbs, too. That’s what keeps those cravings more minimal, I should say.
Jeffrey Gitomer
Okay, so does your book have a title?
Margaux Gunning
It does.
Jeffrey Gitomer
What’s it’s called.
Margaux Gunning
It’s called the Un-F Your Recipe cookbook.
Jeffrey Gitomer
The un-what?
Margaux Gunning
The goal behind it is because we have a lot of very skewed recipes out there.
Jen Gluckow
Say the title again. We missed it.
Margaux Gunning
Un-F Your Recipe guide.
Jeffrey Gitomer
Un-what?
Jen Gluckow
Un-F, like Unfuck Your Recipe guide.
Jeffrey Gitomer
Oh, oh. I sure apologize. I didn’t get it. I was thinking along to something like fast, and then in the middle a very small word, healthy food.
Margaux Gunning
Yeah.
Doug
I was going to say, when you said you had a book title already, I know you disappointed Jeffrey, because I knew he had one locked and loaded.
Jen Gluckow
Yeah, Jeffrey loves … I know you’ve been listening to our show. Jeffrey loves singing out book titles.
Jeffrey Gitomer
But you out-F’d me.
Margaux Gunning
I love your podcast. I know.
Jen Gluckow
Oh, man. Talk to us about the connection you’ve found between nutrition and productivity.
Margaux Gunning
Oh, my gosh, so huge, huge, huge, especially with entrepreneurs, is that … so aside from just the food intake, food affects your hormones dramatically. Cortisol really, really, really important is what basically wakes you up in the morning and puts you to bed at night. If our cortisol is at all skewed, we have some serious problems, A, with productivity and then, B, on top of that, with eating properly because when cortisol is out of whack, our cravings go haywire and it turns into a vicious cycle. It just gets really out of hand very fast. For example, cortisol is the stress hormone, so it’s the fight or flight hormone. I think a lot of people just think of it as bad like we don’t want stress, bad news. At the end of the day no matter what you’re going to have stress. It’s how you utilize the stress and how you manage the stress to proceed.
Jeffrey Gitomer
Wait a minute. I don’t have stress, but I do get tired.
Jen Gluckow
Well, this isn’t only about you.
Jeffrey Gitomer
No, now hold on a second. Some people have stress.
Doug
That’s breaking news to Jeffrey, by the way.
Jeffrey Gitomer
What? That other people stress out?
Jen Gluckow
Well, some of our listeners do have stress.
Jeffrey Gitomer
I understand that.
Jen Gluckow
If you have a million dollar deal on the line, you’re stressed.
Jeffrey Gitomer
No, I’m not stressed.
Jen Gluckow
You’re not, I’m sorry. Someone else might be.
Margaux Gunning
Even physical stress from working out.
Jeffrey Gitomer
Mentally, I get fatigued, and I want a Milky Way.
Margaux Gunning
Well, there’s actually a lot of studies showing that lack of sleep contributes to wanting to eat everything in sight. A big thing is lack of sleep, so Jeffrey, are you getting eight hours of sleep?
Jeffrey Gitomer
No.
Margaux Gunning
Would be-
Jeffrey Gitomer
I get a solid five or six hours-
Jen Gluckow
How many hours of sleep did you get last night?
Jeffrey Gitomer
I get a solid five or six hours.
Doug
The question is are you eating more Milky Ways than hours of sleep.
Jeffrey Gitomer
Yeah, and the answer is they about balance out. No, the thin Oreos right now are what I’m addicted to, the lemon thin Oreos, because they’re thin, so they’re not that bad.
Jen Gluckow
If you’re listening, please do not send us any. The store has plenty.
Jeffrey Gitomer
Thin Oreos, lemon flavor are-
Jen Gluckow
Oh, my God.
Jeffrey Gitomer
The brand new addiction. All right, go ahead.
Jen Gluckow
All right, so-
Margaux Gunning
That’s –
Jeffrey Gitomer
You’re right. I don’t get enough sleep, and I wake up and I grab anything.
Margaux Gunning
Yeah, and that’s a huge correlation is sleep. They’re finding that sleep really is the number one reason for ravenous cravings, aside from-
Jeffrey Gitomer
I eat sugar fruit. I’ll eat grapes or melons or things that will satisfy me, but I know they’re kind of sugary.
Margaux Gunning
Yes, and so what I really like to do is opt for lower glycemic fruits, because I think that fruit is great, at the end of the day, but lower glycemic, meaning that the sugar index is quite reduced, so things like berries over bananas, things like pomegranates and blackberries over an apple. Small, little changes definitely add up. I think that that’s something that a lot of people don’t realize is that these small, little hacks … Fruit is great, but let’s opt for an upgraded, a better fruit than an apple, for example.
Jeffrey Gitomer
I love apples.
Jen Gluckow
I like apples, too.
Margaux Gunning
Apples are great. A big thing that I really like to do, especially with people on the go, is using those types of food in conjunction with something else. Apples are not the devil. I mean, apples have a great amount of fiber. They have a great amount of nutrients, but pairing that with a handful of nuts or pairing that with a couple tablespoons of peanut butter or almond butter, or whatever it may be, is slowing down that spike of insulin. A, it’s going to keep you fuller a lot, lot, lot longer, and B, it’s also providing more nutrients for the apple, because apples need a fat, typically, to absorb better, so I like to –
Jeffrey Gitomer
Hang on one second. I want to eat roasted, salted almonds, and you’re going to tell me to eat raw almonds. I hate raw almonds. I don’t even like people that eat raw almonds.
Jen Gluckow
Well, I like raw almonds.
Jeffrey Gitomer
Well, all right, well, you’re an exception, but I think that I explained earlier, I’m not eating rope. If you want me to eat nuts, I’ll eat nuts. I’d open up a bag of pistachios that are already shelled, and I’d take a handful, but they’re salty.
Margaux Gunning
Yeah, and I personally don’t think that there’s anything wrong with that. I think that-
Jeffrey Gitomer
All right, you can come back, then.
Jen Gluckow
Oh, man.
Margaux Gunning
I think that, oftentimes, it’s the context that the roasted almonds are in. For example, if you are eating a … If you walk into an office, and there’s a big box or bowl of trail mix, let’s say, and that has roasted almonds, salted peanuts, raisins, M&Ms, there’s a lot of other junk going on in there that may not be so beneficial. I don’t have a problem with salted … I love salt. I think salt’s great. I think it’s a great electrolyte. It’s the type of salt, typically, that we’re concerned about, but I love almonds. I love a good roasted almond.
Jen Gluckow
You have so much info and background information on foods and nutrition. When did you start thinking about nutrition, how early in life?
Margaux Gunning
I would say when I was about six.
Jen Gluckow
Whoa!
Margaux Gunning
Yeah, so [crosstalk 00:24:29]-
Jeffrey Gitomer
Well, you look like you’re nine, so you’ve been in it for three years. You’re the-
Margaux Gunning
Exactly!
Jeffrey Gitomer
You’re the youngest looking human being I think I’ve seen in a professional setting. Did you ever get carded?
Jen Gluckow
I think that’s a compliment, Margaux.
Margaux Gunning
[crosstalk].
Jeffrey Gitomer
Wait a minute.
Jen Gluckow
I think it’s a compliment.
Jeffrey Gitomer
Do you get carded when you go to a bar?
Margaux Gunning
Oh, yeah. A lot of people still think that I’m in high school. Sometimes it’s frustrating.
Jen Gluckow
I get carded.
Jeffrey Gitomer
I told you. She looks nine.
Jen Gluckow
Oh, man, okay, so when did you start thinking about health and nutrition.
Margaux Gunning
Really young, I really had a passion for cooking, and I released a cookbook when I was about eight and sold it just for fun to family and friends, went around the block, sold a lot of copies. Then I knew, okay, here, I’ve got something going on, but I didn’t quite know what. I just loved cooking. Then I found myself in culinary school and realized no, no, no, no, no. This is not for me. I like cooking at home. I like cooking for friends. I like cooking for family. I do not like cooking for hundreds of people.
Margaux Gunning
Culinary school definitely shaped me. I mean, that is bootcamp, essentially, for cooking. I went to a school where they don’t fool around. They produce very well-known chefs, but that was not my thing, so I proceeded to their bachelor’s in nutrition program and did that, and it was a merge of cooking and then clinical lecture. That’s where I think I really got my passion for infusing nutrition and cooking together, because, without that, I see a lot of people going to nutrition school, and they’re not learning the chemistry behind the actual food. You need to know why you’re cooking the food the way that you are, because you’re either developing nutrients when you’re cooking it or you’re killing them.
Margaux Gunning
You need to figure out what foods you’re developing the nutrients in and do that, or figure out your situation, because food is not just food. If we use it as medicine, and we properly cook it or we properly don’t cook it, then things can go a lot smoother and, frankly, a lot healthier in the body, just simple little hacks.
Doug
Margaux, what are we cooking wrong right now? What are most people preparing incorrectly?
Jeffrey Gitomer
Yeah.
Margaux Gunning
There’s a few big things, but two big things I see are tomatoes. Raw tomatoes are great. By all means, eat your raw tomatoes on your sandwich. Enjoy. Cooked … There was a big thing about raw food. A couple years ago, everyone was going raw. The problem with raw food is that, A, it’s a lot harder to digest and, B, nutrients come out in tomatoes when they’re cooked. We have 10 times more lycopene, which is that red nutrient substance in tomatoes that comes out when they’re stewed, let’s say, for example, for a couple hours over a stove versus eating a slice of a tomato. You’re getting about one tenth of that lycopene, not really strong nutrients.
Jen Gluckow
What does lycopene do for you?
Margaux Gunning
Lycopene’s great for everything. I like to think of red foods being really great for the blood. Keep it really simple. Red … really great for blood, really great for brain. That’s the way that I like to think about it. Black foods contain a lot of dark, chi nutrients, as we like to say, so really blood boosting, but you can think of nutrients in color schemes, beta carotene, obviously, carrots really good for the eyes, so things like that. I like to just keep that stuff really simple.
Margaux Gunning
Another food thing that I see a lot of, especially lately, is beans, cooking beans and rice, separately. I don’t mean together, but beans, pressure cooking beans is amazing. A lot of people are developing digestive issues or have had digestive issues with beans, because they’re very high in lectins. By pressure cooking beans, we see a dramatic, dramatic reduction in lectins, which is that hard to break down substance. It’s also called an anti-nutrient, which, in a long term, it develops or it prevents other nutrient absorption. The less lectins the better. Lectins are found in grains, beans, legumes. If we can reduce the lectin content, and that happens through pressure cooking … Those are two big things: tomatoes, and I would say beans.
Jeffrey Gitomer
I still want to know. I’m a red sauce eater, but I’m not a tomato eater. I can tell you that. I’m a pizza guy. I’m a spaghetti guy. I’m a … You name it. I want red sauce on it, and I want a lot of it. I hope that’s not killing me, because, well, so far, for 71 years it has not. I’m almost at 72. I’ll let you know in another 20 years how the red thing is going, but I want to know. What are my alternatives? I’m out on the road. I’m in a car. I’m hungry. I’ve got an appointment. I’m passing a 7-Eleven. Is there anything that I can eat in that 7-Eleven, besides Hostess Twinkies, that will get me to feel better and do better. Should I just get a hard boiled egg instead?
Margaux Gunning
Definitely. That’s the one thing that … I know Jen can probably attest to this, is one thing that I really, really preach is, for a snack, a fat and a protein, because those are the highest satiety, essentially. Carbs are sugar. While carbs are great, and I don’t think that we should eliminate, ever, a food group, that’s not really going to keep you longterm satiated. Things like a hard boiled egg, even, if you don’t have a dairy issue, things like some cheese at a 7-Eleven. I’m trying to think what else. I love a good on-the-go protein shake, so just keeping protein powder in a little shaker cup in your car. There’s always water available everywhere. You can just dump some water in.
Margaux Gunning
Some other things … Trail mix is not the best from stores, but making just big bags of trail mix the week before and keeping them in your car. Another thing at 7-Eleven that’s real great is tuna packs.
Jen Gluckow
What would you put in the trail mix? If you make it at home, what is some ideas to put in it?
Margaux Gunning
So I love a good unsweetened, shredded coconut, a good, nice, healthy fat that’ll keep you satiated for a while.
Jen Gluckow
Like bacon?
Margaux Gunning
I just like these kind of things … Yeah, bacon’s great, too.
Jeffrey Gitomer
What? Hold on. What about a trail mix that has in it, among other things, raisins and salted almonds?
Margaux Gunning
Yeah, raisins, salted almonds, maybe some shredded coconut. I really like Brazil nuts, as well. Two Brazil nuts a day has your daily dose of selenium, which is a really, really, really important nutrient, mineral, so I really like things like that.
Jen Gluckow
Do we get selenium in any other way? How do we normally get selenium?
Margaux Gunning
Typically, people use trace minerals. In water, they can add these little drops to your water. It’s in a lot of foods, but not high doses. A lot of people take a supplement. To be honest, a supplement is … You’re peeing it out. It’s just a complete waste. Eat two Brazil nuts, and you get some healthy fat, and you get way more nutrients-
Jeffrey Gitomer
Yeah, but it’s a nice color. It has a rainbow kind of color to your pee.
Jen Gluckow
Oh, Jeffrey.
Margaux Gunning
I really like getting nutrients from food instead of supplements, and supplements definitely play a role, but if you’re diet is poop and you’re just supplementing, you’re just having expensive urine. Anyway, back to trail mix … Yeah, bacon is actually really great, to be honest. I think bacon’s a really actually just a great food, because it’s very high in fat. It’s very high in protein. It’s really great for on the go. Another thing is, if you are stopping somewhere, so like a 7-Eleven, tuna. Even just tuna and carrots or tuna and crackers. They have those packs everywhere.
Jeffrey Gitomer
Hmm, how about tuna from Jimmy John’s in a sandwich.
Margaux Gunning
Yeah, I mean, maybe a little less mayo.
Jeffrey Gitomer
I don’t use any mayo. I hate mayo.
Jen Gluckow
I think Jimmy John’s uses mayo.
Jeffrey Gitomer
Yeah, but they use it a little bit in their tuna, but not on the sandwich … I refuse to have mayo on the-
Margaux Gunning
A little like in how much,?
Jen Gluckow
If you’re … I don’t want to say “like Jeffrey,” but Jeffrey’s a little reluctant to eating healthy. Should people just-
Jeffrey Gitomer
A lot of people are reluctant to eating healthy. Doug, do you eat healthy?
Doug
I try, absolutely. I try to make small, better choices.
Jeffrey Gitomer
I hate him.
Jen Gluckow
Margaux, if someone is coming to you, and they’re eating unhealthy, is it an all-at-once thing that you try to do, like quitting smoking or whatever, you quit cold turkey, or is it trying to make small changes at a time? What have you seen worked?
Margaux Gunning
Definitely, so I see a little bit of both work. I think the dream combo is a little bit of both, because one or the other, we get carried away. What I see best is getting sugar eliminated 120% cold turkey, done, because, as you know, sugar is just so freaking addicting. The issue here is that the brain craves sugar, and it’s not that your body is like, “Give me more sugar.” The brain literally is sending signals to one another, saying, “Give me more sugar, because we had some yesterday.”
Margaux Gunning
Studies are showing that it’s way more addictive than cocaine, and so sugar is my big, big thing. Get off of sugar immediately. I don’t want the little, “Oh, I’m going to have one candy bar a day, instead of five.” Get out of it, because what happens is that one candy bar sends so many little signals of, “I want more. I want more. I want more.” Then it’s like, “Okay, tomorrow, I’ll have one more.” Well then, what about the next day? Cut the sugar completely. Go cold turkey. Everything else, I do little changes, because all at once it’s just a disaster, so little, small changes, little hacks, even going from eating a ton of raw tomatoes to let’s start cooking your tomatoes, little things.
Margaux Gunning
Let’s start pressure cooking your beans, so you can still eat beans, but you don’t have so much gas and indigestion, because it’s uncomfortable, so little small things. Let’s get two workouts out in this week, instead of let’s go for seven, because that’s just unattainable. You’re going to be sad at yourself. I’m going to be like, “What the heck? Why did we even set that goal? It’s pointless.”
Jeffrey Gitomer
Yeah.
Margaux Gunning
All right, so little things, and I think that so oftentimes, especially nutritionally, we set these huge expectations, and then we’re disappointed in ourselves. Well, you set the expectation, so just lower the expectation a little bit, and you’ll be really proud of yourself.
Jen Gluckow
It’s all about mindset, it seems like.
Jeffrey Gitomer
How do you bridge the mental gap between, “I know I shouldn’t eat that donut,” and actually picking up the donut and wolfing it down?
Margaux Gunning
Exactly, and I think it’s different for everyone, this kind of a thing, because some people want to lose that weight, and so, for them, that donut is extra weight. Their motivation is, “Well, I don’t want to have to work out extra tomorrow,” if that’s your mentality. I don’t believe in working out to burn off calories. I believe in working out to sustain a healthy body, but a lot of people will want to go for the donut, and then go excessively work out, and so, instead, just teaching the mind. What’s going to be the consequence of eating X, Y, and Z? It might not be bad. The donut might be okay, but it’s really assessing, to you, what the consequence is after, because everyone has a different reward for wanting to eat healthy.
Jeffrey Gitomer
Some people justify the fact. “I had a donut. Now, I’m going to go work out, and I’ll work the donut off.”
Doug
A trade-off, essentially, so is what you’re saying, Margaux, that trade-offs don’t work?
Margaux Gunning
Exactly, and one of the first things that I do, coaching pretty much any client, is mindset, because if you’re binging on donuts, and then I’m putting you on a workout plan, let’s say, and you’re going to go work out, well, that’s really, really, really freaking toxic, because what’s happening is we’re binging, which is the first problem. Then we’re going to go use workout as a burn off tool instead of a mental sanity tool.
Doug
Got you.
Margaux Gunning
I use working out as let’s keep the body healthy. The body is meant to move. The body is not meant to be stagnant and sitting, and we’re sitting far too much. I don’t need someone to go to the gym for two hours and burn off the 10 donuts that they ate in that.
Jeffrey Gitomer
I agree. I agree with that. I don’t do it myself.
Margaux Gunning
Frankly, I think 40 minutes in a gym, short, sweet, to the point, done.
Jen Gluckow
Okay, I feel better, because that’s all about what I did this morning.
Jeffrey Gitomer
What do you mean?
Margaux Gunning
Yeah, I mean, especially for women. I just want to touch on this really quick, because I think that so oftentimes women are prone to going to the gym for a long time, way too long, and doing all sorts of little things, machines, this, that, and the other. If you can go to the gym with a plan, compound movements, movements that target multiple body parts, you’re going to have a lot more success, A; B, you’re going to enjoy yourself a lot more, because it’s not this reward and punishment system. You’re going because you want to get strength everywhere. We don’t spot-treat workouts. It’s not like, “I have bat wings. Let me just do tricep movements.” If you can go to the gym with that kind of mindset over, “I’m going to go burn off these five donuts,” you’re much better off.
Margaux Gunning
For women … It’s a natural stress on the body for everyone, but it’s especially a stress for women on the body, working out. It’s a good stress, but you need to keep that in mind. Going ham seven days a week lifting weights is not beneficial for a woman. It’s just not.
Jen Gluckow
I want to-
Doug
Eating ham seven days a week-
Jeffrey Gitomer
Right.
Doug
Is not beneficial for anyone.
Jen Gluckow
Anyone.
Margaux Gunning
Anyone.
Jeffrey Gitomer
Bacon is okay, but ham will kill you.
Jen Gluckow
If there’s a small change that some of our listeners could make that would make them feel better and more able to be more productive and sell better, of course, what would you recommend?
Margaux Gunning
Definitely what I would recommend is blood sugar stability. If you’re out there selling, and you ever get “hangry,” and I know there are people that do, it’s because your blood sugar is not stable. If you ever feel like, “I’m full. I’m full. I’m full,” then, all of a sudden, “I’m starving,” your blood sugar is out of whack. Your blood sugar is out of whack. A lot of people think that this is normal. A lot of people think that this is a sign of hunger. This is not a sign of hunger. Your body should slowly, slowly, slowly start to get hungry. Then, once you are hungry, you should never get shaky. You should never be like, “I need food this second,” really rarely.
Margaux Gunning
What I would really recommend is keeping always in your bag, and whether you travel a lot, whatever it is, a protein option. I really like Epic bars. They’re meat-based bars. They’re a little bit high in sodium, but they’re great in protein, and they have a nice fat content, a decent carbohydrate ratio, and they’re just very clean, not a lot of ingredients, very simple, but things like that.
Jeffrey Gitomer
What flavor do they come in?
Margaux Gunning
They come in chicken, bison, deer-
Jeffrey Gitomer
Oh, those things.
Margaux Gunning
And salmon, and then as well as grass-fed beef.
Jeffrey Gitomer
Yeah, bison. I can’t wait to have a buffalo meltdown.
Jen Gluckow
Bison’s pretty good, Honey.
Jeffrey Gitomer
Yeah.
Margaux Gunning
Yeah, they have quite a few flavors. Now, they have-
Jeffrey Gitomer
I think buffalo only comes in chips.
Margaux Gunning
Well, now they have these little packs that Jen grew me onto.
Jen Gluckow
Yeah, they’re so good.
Jeffrey Gitomer
Got you, all right, okay, so-
Margaux Gunning
No, things like that, I would really keep fats high and protein high, for people that are on the go, really trying to sell. The last thing that you want is to be “hangry” in the middle of trying to make a sale.
Jeffrey Gitomer
I agree.
Jen Gluckow
Oh, yeah.
Jeffrey Gitomer
I totally agree with that. You have to be balanced. You have to go in centered, or you’re going to lose your cool and your creativity.
Margaux Gunning
Exactly.
Jeffrey Gitomer
If you lose your creativity in the middle of a sale, you’re dead.
Jen Gluckow
If you don’t feel right, it’s really hard to perform right.
Jeffrey Gitomer
Yeah, I agree with that.
Margaux Gunning
One really interesting thing that I do want to make is that a lot of sales is a lot of brain power. Our brains are a ton of fat. Our brains are made up of so much fat. Keeping your healthy fats really high is really important. You also burn the most calories using your brain. Really fueling your brain properly is extremely important in this industry, extremely important.
Jeffrey Gitomer
I’m going to go upstairs and have an avocado.
Jen Gluckow
Okay.
Jeffrey Gitomer
It’s got good fat, doesn’t it?
Margaux Gunning
I’m so proud right now.
Jen Gluckow
We have a lot of avocados.
Jeffrey Gitomer
Yeah, somebody just sent us a bunch to watch the Eagles game, to watch the Eagles beat the Patriots.
Margaux Gunning
Yeah.
Jen Gluckow
By a bunch, he means like 20 avocados.
Jeffrey Gitomer
They sent us from their own private garden or something, so we could make our own guacamole.
Jen Gluckow
Oh, yeah. All right, Margaux, this-
Jeffrey Gitomer
By the way, I don’t put tomatoes in my guacamole, if anybody’s listening.
Margaux Gunning
Good.
Jen Gluckow
Well, that’s good, because they would be raw, and you wouldn’t get all the nutrients anyway.
Jeffrey Gitomer
Anyway, okay.
Jen Gluckow
Margaux, this has been so informative and fun.
Jeffrey Gitomer
Exactly, we need to have you back and have some salespeople that are out of whack, and maybe you can give them some advice, so that it becomes a real online kind of-
Jen Gluckow
Yeah, if you have questions for Margaux, you can just email sellordie@gitomer.com, and we will ask Margaux those questions on our next episode with her, because I think you’re going to be our resident nutrition, Margaux.
Jeffrey Gitomer
Yeah, we need you.
Margaux Gunning
I would love to.
Jen Gluckow
You’re already my resident nutrition, but it sounds like you’ve turned the skepticism out of Jeffrey.
Jeffrey Gitomer
How do people find you, Margaux? Do they go to Margaux I’m balanced and healthy dot com.
Margaux Gunning
It’s actually margauxgunning.com, and I’m a little unique and French, so it’s M-A-R-G-A-U-X Gunning dot com.
Jeffrey Gitomer
G-U-N-N-I-N-G?
Margaux Gunning
You got it.
Jeffrey Gitomer
Okay.
Jen Gluckow
We’ll put her website and everything in the show notes.
Jeffrey Gitomer
Yeah, we’ll get you in there.
Jen Gluckow
Margaux, I know you’re going to be giving away something to our listeners about what is it? 10 snacks that they can do while traveling.
Margaux Gunning
Yeah, 10 Easy Travel Snacks.
Jeffrey Gitomer
Oh, cool.
Margaux Gunning
Very field friendly, very easy, on the go, and just at your fingertips, so nothing that you really have to think about.
Jeffrey Gitomer
Cool.
Jen Gluckow
Cool, so we’ll put that in the link in the show notes, as well.
Margaux Gunning
Two things that I’ll leave you with is sleep is so much more important than you give it credit for-
Jeffrey Gitomer
(snoring sound)
Margaux Gunning
And balancing your blood sugar, reducing the sugar, increasing your proteins and your fats. Those are the two big things. Sleep!
Jeffrey Gitomer
Okay.
Jen Gluckow
Cool.
Jeffrey Gitomer
Thank you, Margaux.
Jen Gluckow
Thank you so much.
Jeffrey Gitomer
Thank you so much.
Margaux Gunning
Thank you so much.
Jeffrey Gitomer
Pleasure.
Jen Gluckow
Isn’t Margaux phenomenal?
Jeffrey Gitomer
I feel healthier just having listened to her. I do.
Jen Gluckow
I’m sorry. I’m laughing, because I know what you ate this morning.
Jeffrey Gitomer
I was vicariously rolling through the process of, oh yeah, I’ve got to do that; oh yeah, I should do that; oh yeah, I should … This is the biggest “oh yeah,” I think, segment that we’ve ever had. She was insightful, not only about what to do healthfully or healthily, but it has all kinds of overtones to selling.
Jen Gluckow
Yeah, Margaux does not speak about anything that she does not know in depth. A lot of “experts” know a little about-
Jeffrey Gitomer
Were you just giving me the quote sign?
Jen Gluckow
Yeah, I was. I was.
Jeffrey Gitomer
Okay cool.
Jen Gluckow
Know a little about a lot.
Jeffrey Gitomer
Yeah.
Jen Gluckow
Margaux has really crafted her passion, and she has narrowed it down to this area and become a true expert in it by doing tons of research, going to conferences, reading the latest. I mean, I’ll ask her anything about this subject, and I am amazed about what she knows. I mean, she is like a walking encyclopedia that’s currently getting updated.
Jeffrey Gitomer
She’s a nice person. She’s a gentle person. She’s not angry about anything. She’s very calm and directed, and she’s on a mission.
Jen Gluckow
Oh, yeah, yeah. She talked about bridging the mental gap.
Jeffrey Gitomer
Yeah.
Jen Gluckow
Between knowing you shouldn’t eat a Snickers, for example, but then going and eating a Snickers. How do you make that happen?
Jeffrey Gitomer
You have licorice instead, right? Red licorice.
Jen Gluckow
As long as it’s the red kind.
Jeffrey Gitomer
Right, well, I like the black kind, though, so, but, yeah.
Jen Gluckow
I know. I do. I do. I want to talk about how that relates to sales.
Jeffrey Gitomer
Okay, well, first of all, what she said is resist. What she said is you have a feeling. You have a craving, and maybe you need to substitute it or just go with something that you know is a better choice.
Jen Gluckow
Well, to me, it’s about self-discipline.
Jeffrey Gitomer
Yeah, totally.
Doug
I guess the question is what mental gaps are there in sales?
Jen Gluckow
I’m going to give you a classic one.
Jeffrey Gitomer
Okay.
Jen Gluckow
I know I need to follow up with that customer, but I don’t want to just email and say, “Just checking in.”
Jeffrey Gitomer
“Can I have the money?”
Jen Gluckow
“Just checking in,” and so, instead, I don’t do anything. Not me personally, but I see this happen a lot.
Jeffrey Gitomer
What they could do is take a look at what that customer’s needs are, outside of your product or service, and provide them with something that might say, “Whoa! This guy’s on target. He’s helping me.”
Jen Gluckow
If the only thing you have to say to a customer is, “Just checking in,” what you should do with the next customer is-
Jeffrey Gitomer
Is.
Jen Gluckow
Establish a better relationship from the get-go, so that you have something more interesting to talk about and more interesting to follow up with, so that you can follow up with how you can help them.
Jeffrey Gitomer
I-
Jen Gluckow
It may be followup about your product or service, but it’s more likely it’s followup because you found this cool article that’s going to help them, or something you were talking about. I mean, we met with your lawyer last week, and then he sent us six articles as a followup to that, that were super interesting-
Jeffrey Gitomer
Yeah, oh yeah.
Jen Gluckow
Not something that I think he’s billing us for, but who knows?
Doug
I’ve got to check. We’ll check that.
Jeffrey Gitomer
Yeah.
Jen Gluckow
We’ll have to check.
Doug
Right.
Jeffrey Gitomer
We’ll see articles on his next bill.
Jen Gluckow
He sent it-
Jeffrey Gitomer
Listen. Here’s the deal. Ask yourself, as a salesperson, is my customer going to benefit as a result of this call, or is this just a bullshit call asking for money? I think that’s … Am I trying to get the order, or am I trying to prove that I’ve got relationship in my heart and that I want to help this person get further? Oh, by the way, I sure hope he buys my stuff, but I’d rather earn it than beg for it.
Jen Gluckow
Yeah, and then the key is forming that relationship on the next sales call, and then the call after that, so that you can bridge that mental gap. Let’s think of other-
Doug
I know I need to make those calls.
Jen Gluckow
Ooh, that’s Doug. Go ahead.
Doug
I know I need to make those calls, but I do something else instead.
Jeffrey Gitomer
Yeah, I’ve got other things to do. I’d rather just email. It’s safer and easier. Then the guy doesn’t respond to-
Jen Gluckow
Well, that’s because then you don’t get rejected. Maybe you’re scared.
Doug
Ooh, so yeah, we’re talking about fear now. How much does fear play a factor into the mental gap?
Jeffrey Gitomer
Mm-hmm (affirmative).
Jen Gluckow
It’s total. I mean, you have to create the right mindset. You can’t have the self-discipline if you’re not waking up with a desire to get rejected. I mean, you say something all the time, Jeffrey, about someone rejects you. Someone says, “No, I’m not going to buy that from you,” and you say, “Yes! Thank you so much! I know I need four nos to get to a yes, and you are my third no of the day.” If you’re not excited about that and super ready for it, then you’re going to have fear.
Jeffrey Gitomer
Well, what’s going to happen is if you’re pissed off that you got a no, you’re going to take that feeling into the next call, or you’re going to be reluctant to make the next call, because you don’t want another no.
Jen Gluckow
Yeah.
Jeffrey Gitomer
You have to look at it … There’s a barn full of horse shit, and you have to look for the pony. If you don’t find the pony, you keep looking.
Jen Gluckow
Oh, yeah.
Jeffrey Gitomer
In sales, you keep digging. Sometimes, and this is pretty interesting, someone will tell you no. Call them back. Exercise … Just because somebody says no to you doesn’t mean it’s a final no.
Jen Gluckow
I always thought no was just not right now.
Jeffrey Gitomer
Yeah.
Jen Gluckow
That’s my mentality on no, but-
Jeffrey Gitomer
Just go for another phone call. Big deal!
Jen Gluckow
The way to bridge that mental gap, for the calls that Doug was talking about is, A, mentality and mindset about keeping it positive, even though it might be something negative and, B, it goes back to resilience-
Jeffrey Gitomer
Yep.
Jen Gluckow
And self-discipline.
Jeffrey Gitomer
Yep.
Jen Gluckow
I love the correlation between sales and health and sales health and your personal health. They’re directly correlated.
Jeffrey Gitomer
I think that you have to look at it from the perspective of … Ask yourself, first, how do you feel? How’s your body responding to you? Do you have a headache? Are you tired? Are you in search of sugar? What’s the feeling in your body? Because that is going to be reflected in your conversation. Margaux was right on the money with the way she talked about how you’re supposed to discipline yourself in how you eat, so that you can discipline yourself in how you act.
Jen Gluckow
I can tell you this, and I’ll share it with our diehards. I feel like you guys know us well enough now, but this is a little personal.
Jeffrey Gitomer
Is this personal, Jen?
Jen Gluckow
Yes.
Jeffrey Gitomer
Ooh.
Jen Gluckow
For a couple of months, I was getting headaches on a daily basis for a week or two at a time.
Jeffrey Gitomer
Wow.
Jen Gluckow
I mean, pretty massive headaches, where it was hard for me to function and smile at people, let alone go into sales meetings, let alone present, be in the front of the room, because I’m doing everything … I was doing everything with a headache, a really bad headache existing. I’m trying to focus on the people who I’m with, but when you’re in pain, that’s really difficult. I don’t know if you’ve ever experienced anything like that, Jeffrey.
Jeffrey Gitomer
I have.
Jen Gluckow
It’s really difficult to get past that, even though I wanted to, and I was staying positive, and I was trying to stay kind, even though everything was boiling up to my head, so to speak. Through nutrition, I was able to really fix that, and now it’s like, “Wow! I did all that with headaches. Imagine what I can do healthy!”
Jeffrey Gitomer
Yeah, I would just say this. You don’t always have to look at it through nutrition. There’s other ways you can get over that particular situation, because it may not be something that you ate or didn’t eat. It can also be something mental that upset you or frustrated you.
Jen Gluckow
Oh, yeah, 100%.
Jeffrey Gitomer
My recluse, and you know it very well … My recluse is I’ll go sit down, and I’ll write something or I’ll read something that will put me in a different frame of mind/better frame of mind. Then I’ll-
Jen Gluckow
It’s like you take your own timeout.
Jeffrey Gitomer
Right, exactly. I … right. I give it to Gabrielle. Then I give it to myself. All right, timeout!
Jen Gluckow
Timeout!
Jeffrey Gitomer
I only do it for maybe 15 or 20 minutes, until I’m re-calmed down. I’m older than most of the people that are listening to this show right now, so-
Jen Gluckow
No, you are not.
Jeffrey Gitomer
Okay, well, I’m older than the majority of people that are listening to this-
Jen Gluckow
Well, you’re older than I am.
Jeffrey Gitomer
That’s because everyone’s older than you are. I think that you have to look at it from the perspective that, when it doesn’t go your way, you have to ask yourself why it’s not going your way. If it’s diet, then you need to look at that discipline. If it’s mental, then you need to look at that discipline, and you have to do something for yourself. This is … You’re talking about things right now that affect you tremendously.
Jen Gluckow
Yeah, and things that … For me, it was like, “Well, I have a headache, so I’ll just take more aspirin,” or French Advil, as I like to take, because the French make better Advil, but I was just trying to live with it, not even thinking like, “Oh, there are other solutions and other ways to fix this.” If you take away one thing from this episode, it’s ask yourself how you are feeling, because in order to be-
Jeffrey Gitomer
Secret of sales success-
Jen Gluckow
Ask yourself how you’re feeling, because in order to be your best self and your best, the best salesperson, the best sales manager, you need to first feel best.
Jeffrey Gitomer
I think that when you look at yourself, it’s hard sometimes, because you’re focused on what you have to do, rather than how you feel, and you’ll power your way through it, or you’ll push your way through it to a point where it’s stupid.
Jen Gluckow
Yeah.
Jeffrey Gitomer
You have to be somewhat introspective and take a look at what’s going on right now? How am I feeling right now?
Jen Gluckow
Yeah, exactly.
Jeffrey Gitomer
Maybe sometimes it’s just walking around the block.
Jen Gluckow
Oh, yeah, fresh air is so critical. I am really happy that Margaux came on our show.
Jeffrey Gitomer
Yeah, me, too.
Jen Gluckow
What we’re going to do, she has … We talked offline after the episode, and she is going to this is pretty cool she’s going to be preparing stuff specific for diehards on a monthly basis, with nutrition tips, health tips, various things that you can get access to. Go to sellordiepodcast.com. Find the link in the show notes that talks about how you sign up for Margaux’s tips, and, I mean, just implement one of them. She came out this week with a, or last week rather, with a Valentine’s Day chocolate recipe that is amazing, that you can freeze and, if you’re traveling and want some chocolate with you, but want healthier chocolate than like a Hershey’s bar, you bring your own chocolate. No big deal, and it’s good! It’s not rope, Jeffrey. It’s good!
Jeffrey Gitomer
Yeah, what you do is you start out with Milky Ways, and you melt them, and then you put them in a little bag.
Jen Gluckow
Oh man, oh man, oh man, oh man.
Jeffrey Gitomer
Listen. Everybody falls off the wagon, diet-wise. I don’t care who the hell you are. There’s so few people that can actually maintain that eating habit that you know is best for you.
Jen Gluckow
Well, that’s the thing. It’s not … To Margaux and what she has taught me, it’s not a diet. It’s a habit that she is instilling. One meal is not going to make the difference. Now, if you go off the wagon all weekend, well, yeah, that’s probably not the best, but one meal here or there, when you’re eating healthy and healthfully all week, is no big deal. One Milky Way? No big deal.
Jeffrey Gitomer
One and a half?
Jen Gluckow
You can have your extra half.
Jeffrey Gitomer
I only eat the little ones, and that way you don’t feel like you’re really-
Jen Gluckow
I know.
Jeffrey Gitomer
Yeah.
Jen Gluckow
Doug wants us to wrap.
Jeffrey Gitomer
Thanks for listening today. The Sales Warrior Course is available for you to purchase, and an upgrade is available for you to get the entire Gitomer Learning Academy. We are having a blast on Sell or Die. Our audience is increasing, and that is thanks to you. If you could tell a few other people to listen to the podcast, maybe send them a link to what you’ve listened and learned today, there’s going to be all kinds of new stuff coming out on Sell or Die. We’re getting big time guests.
Jen Gluckow
Oh, yeah, March is going to be huge.
Jeffrey Gitomer
Right. March Madness is going to prevail on Sell or Die.
Jen Gluckow
No, it’s, yeah, Sell or Die Madness, because we have some guests lined up, who are really unbelievable.
Jeffrey Gitomer
Hit the Subscribe button. Please, tell both of your friends. Please, and let’s rock it out. To all the people that are the diehards-
Jen Gluckow
Diehard swag is coming.
Jeffrey Gitomer
Jen and I are very grateful for your listenership.
Jen Gluckow
Yes, we are.
Jeffrey Gitomer
We will look forward to seeing you again, same bat time, same bat channel. I’m Jeffrey Gitomer, author of The Little Red Book of Selling.
Jen Gluckow
I’m Jen Gluckow, founder and CEO of Sales in a New York Minute.
Jeffrey Gitomer
I’m telling you to get out there and sell something, even if your ass falls off.
