What You Can Control



What You Can Control in a Time of Uncertainty

Are you feeling overwhelmed by uncertainty or like your whole life is out of your control? You’re not alone, especially during the Coronavirus pandemic...which is why episode 499 of the Sell or Die Podcast is all about reminding YOU what you can control during times of uncertainty.

What You Can Control

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 all the way to the bank.

It’s time to sell or die…

In this episode, we’re sharing some important reminders of what you can control in a time of uncertainty, so read the four points below to find out! And for even more details on each point, listen to ALL of episode 499 of the Sell or Die Podcast on your fave streaming platform.

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What You Can Control in a Time of Uncertainty, Point #1: You can control only ONE thing fully: you.

We want to start by reminding our audience that you can be certain of one thing, and you’re in total control of it: and that thing is YOU. There are other things that you can influence based on your words and actions, like your family, friends, business customers and your social footprint. But that’s it. You can’t even influence the guy walking down the street.


So get over what you’re wanting to do and deal with the reality of what’s going to happen as you walk out the door. Try to get back to normal and deal with the new normal. And focus on the things you can control instead of the things you can’t control.

What You Can Control

What You Can Control in a Time of Uncertainty, Point #2: Your mindset and adaptability are two things you can control.

So now we want to talk about a few things you can control and be aware of. These include:

  • Doing your personal best.
  • Having personal integrity. 
  • Having a positive projection. 
  • Adapting to the recovering economy and adapting to the recovering customer. 
  • Positioning yourself as a leader 
  • Performing like a winner. 


Obviously, positive attitude is in there too, but I think that’s kind of a given.


Now, probably not everyone is certain that they’re in a place to check off all these boxes yet. Some people are going to need help getting to their personal best or taking that leadership position. After all, there is no pandemic handbook. No one’s lived through this before.


But here’s what we want you to do:  think about that list and rate yourself for each of those categories. Where do you stand for each of those categories? Are you performing at your personal best? Are you acting as a leader? Are you adapting to the customer? And are you taking action every day on behalf of yourself?

What You Can Control in a Time of Uncertainty, Point #3: Focus on what you can do NOW to set yourself up for success against your competitors in the near FUTURE.

Now, let’s discuss what things you need to be doing to recover more quickly than your competitors. Start by asking yourself, “What have I been doing that’s going to help you recover in a way that your competitors aren’t ready for?” 


Then, consider other questions like:


  • How good are you virtually now versus how good were you three weeks ago or four weeks ago? A lot of times you never broadcast from home. Now, you broadcast from home every day – and that’s probably going to be a new normal action you better get damn good at. 
  • What new technologies will you have to master? You’re definitely going to need new tools. You’re going to need video especially. 
  • What kind of selling strategies will you have to employ? Because there is going to be a new way to sell.
  • What do you believe the outcomes are going to be? How do you visualize that outcome?
  • What are the opportunities in front of you? 
  • What objectives do you need to set to be able to get a leadership position or a winning position?


And along the way, don’t forget to consider how cool it is to be able to see it from your home and connect with anyone in the world anywhere through your computer. Think about how many more contacts you can make, how many more prospects you can meet with because you’re not wasting time getting in your car, trying to get there and then wasting time in between the appointments.

What You Can Control in a Time of Uncertainty, Point #4: You’re going to need to adapt yourself and your business to the new normal.

If you’re feeling stressed at just the idea of trying to adapt your business to the “new normal,” you need to hear more about one of Jeffery’s new courses, The New Normal.

Because once quarantine has ended and everything has started to go back to normal, everyone’s going to know that they have to sell something. But the reality is not everybody is going to be ready to buy something. So you’re going to have to deal with a new reality as a salesperson or an entrepreneur and find the answers to questions like:

  • What’s the best way for me to interact with my potential customers? 
  • How can I know and deliver what my customers need? Because if I can’t deliver that, regardless if it’s my product or not, I’m not going to win. 
  • How can I sell to a customer that wants to buy from me, but doesn’t have the money? What kind of credit or better payment terms might I have to offer?

There’s gonna be three people that emerge from this pandemic: winners, watchers and whiners. And you have to define which one you’re going to be. You’ve already been a watcher. You’ve probably watched more crap on Netflix than you can even remember. 

Now, it’s time to emerge with information that people can use immediately. And that’s what this course is all about: helping people understand how to win. So that when you get out there and you put the course into action, you can win or you will win.

What You Can Control in a Time of Uncertainty: The Bottomline

I know that this pandemic has been a big time of uncertainty for all of us, and you may be struggling with not feeling in control. But now is the time to lace up your boots a little bit tighter and get ready to not hit the road, but to hit the video screen, Facebook, Zoom, whatever, and establish a new normal where instead of making one call a day while flying to Dallas, you can make 20 calls online in video before noontime.


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 all the way 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!