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…
These challenges and lessons you overcome as a young seller are what you draw on with every sale. It turns into a journey from the very first moment you started to sell and transforms into your own personal sales roadmap. But if you never find what inspires you the most in the beginning, you’ll never know where you’re going.
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Most of us are so focused on making that next sale and being the most successful salesperson we can be, we never stop to ask ourselves, “How did I get here?”
What we mean by that is, what inspires you the most as you go from sale to sale? What brought you to this moment? What propels you to the next moment?
When you’re in the middle of making a sale, you’re calling on all of your past experiences. You’re calling on all of the lessons that you learned that brought you into that salesroom that allows you to make that sale.
We’re not just talking about your most recent sales. Jen and I are talking about those stories where you think back to your earliest memories of making a sale and find what inspires you the most in your past as you sell in the present.
Think about those early stories and write them down. Then find out the common denominator of what inspires you the most based on the lesson you learned or the challenge you overcame
For me, it was failing at selling Encyclopedia Britannica but succeeding at selling baby pictures to mothers. That was a valuable lesson to me. I failed at one thing and succeeded at another, while learning about my target market. No one wanted to buy pictures of my kids, but they all wanted to buy pictures of their own kids, no matter how ugly they were.
That was a lesson I learned that I carry with me in every sale I make now, which is really getting to know who I’m selling to and why.
These challenges and lessons you overcome as a young seller are what you draw on with every sale. It turns into a journey from the very first moment you started to sell. What people don’t realize is that they started selling from the early moments where they first persuaded their mom to get them a candy bar.
Even our daughter Gabrielle realizes the impact she has as a young seller and is taking these valuable lessons with her as she moves through her sales journey. Gabrielle created a whole PowerPoint for what she wants for Christmas. She is selling us on those Christmas gifts by incorporating pictures and links and appealing to our emotions.
We guarantee you have some stories like that as a child where you might not have even realized you were selling and persuading is part of selling. Part of finding that is looking at your entire sales roadmap.
To find your roadmap to what inspires you the most, imagine a piece of paper where you can see a dot marked you are here. Then, imagine what your journey looks like that led you to get to that dot. It’s a winding road full of significant sales lessons you’ve learned along the way with treasure chests full of what inspires you the most.
If you don’t have any understanding of where you came from, you’re never going to know where you’re going. But, if you can navigate that, you can realize what inspires you the most in your sales and begin to carve your future.
The truth is, when you find what inspires you the most, it’s because you learned a valuable lesson from it and you were able to transform it into something. As a Diehard, we know you listen to these podcasts because you want to take away as much as you can and apply it to your sales journey.
That’s because you’re like us, we’re continuous learners and we always want to learn and improve upon ourselves. That’s why you keep coming back every week. There’s a brilliant famous quote by Jim Rhon that embodies this perfectly. “Formal education will make you a living; self-education will make you a fortune.”
So go back to your roadmap, Diehard, and find your significant lessons and your treasure chests of what inspires you the most. Then go to our Insider’s Club and post something about one of your earlier sales lessons because that will spark something for others. Being a part of our online community of self-educators is where we get to connect with you guys and really hang out and we would love to see you inside there. It is continuous learning and it’s going to be expanding. So, if you’re not in it, get it in now so you don’t miss out.
What are you waiting for? Go share what inspires you the most.
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!