Hello Shareable listeners! It’s October and to celebrate, we’re kicking off the month with Sales Week. All this week we’re bringing you sales advice from some of the top sales professionals in the world.
And we thought we’d really get you going with our guests: Jeffrey Gitomer and Jennifer Gluckow.
For those of you not in the know, if any, Jeffrey Gitomer is the King of Sales and one of the world’s top salesman. He’s a sought after sales trainer and speaker, and the author of several best selling sales books including The Little Red Book of Selling.
And Jennifer is equally knowledgable as a speaker and consultant behind Sales in a New York Minute.
AND they’re both the hosts of a little podcast, you may have heard of called Sell or Die.
If you’re a salesperson who has been looking to step up their game or the leader of several salespeople and ready to help motivate them to the next level, you’ll want to listen to every episode this week; especially this one. Okay, without further adieu, go ahead and listen.
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- Running time: 47:30
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It’s kind of difficult to put this episode into words, but we’re going to try for you.
(5:49) – How Jeffrey got started in sales:
He never made cold calls. He made targeted calls. He found out early on that if he just cold called someone, he would die.
(6:59) – How Jennifer got started in sales:
She started with cold calling and cold knocking, and quickly realized the power of the introduction.
(9:19) – The balls to sell. Where did you get em?
You have to create thick skin, and it comes from being told no – a lot.
(10:28) – How should you prepare to make the sale?
You need to be prepared with information about who you’re speaking to, but also you need to be emotionally and mentally prepared for a rejection.
You need to show up with right attitude because whether you want it to or not, your attitude will come through in your presentation.
You need to bring value-first, not added value.
(14:07) – How to build that sales confidence:
You have to ask emotional-based engaging questions.
Do your research. Google exists. Use it.
The sales person walks in exposed. And the person listening doesn’t want to hear a pitch.
They want to hear how they can win.
You have to go into that meeting knowing their needs and how you can fulfill them.
(15:46) – When you get a no, how do you overcome it?
Give humor a try. The right humor for the situation of course.
(17:30) – What are the most common mistakes in sales?
When Jennifer was selling knives door-to-door, in between sales she’d check in with her manager. Those motivational check-ins helped her reset from the last sale.
After you loss the deal, reset.
Before you even make the sale, you need to believe in yourself and care about the product your selling. Otherwise, no one is going to believe you.
(22:00) – What’s management’s role in helping you make the sale?
If you’re managing sales people, you need to see their performance as your responsibility.
(23:35) – What are the steps just starting out to be a great sales person?
- Read about attitude and make sure your’s is good.
- Talk to strangers and engage them deeply.
- Create an amazing work ethic and work your ass off ALL DAY.
(26:19) – How does a new salesperson build their book and start networking?
If you’re working for a company, meet with the top customers for 20 minutes and talk to them about why they use the product.
Find the people you want to meet, reach out to them, and find out how you can offer them value.
(30:50) – How does Jeffrey get people to open up?
An engagement question should make the responder:
- Stop and think.
- Consider new information.
- Respond in terms of the question asker.
(34:49) – How can you measure your success in sales?
You can tell by looking at how quickly their responding to your messages.
(36:51) – How do you know when to make the ask?
It’s a gut feeling that comes from experience.
(40:04) – Steps you can take to be prepared for the sale:
- Google like the wind.
- Look for common interests and their thoughts.
(42:20) – Last words on sales:
Jeffrey – You need three answers for everything, and to know which one to use based on who you’re talking to.
Jennifer – You have to ASK for the sale.
Jeff – Make sure to set the next steps.
CONNECT WITH JEFFREY
- His website
- His books
- Gitomer Learning Academy
- @gitomer on Twitter
- Jeffrey on Facebook
- Jeffrey on LinkedIn
CONNECT WITH JENNIFER
CONNECT WITH JEFF
- Email Jeff
- @JGibbard on Twitter
- Jeff on Facebook
- Jeff on Linkedin (make sure to introduce yourself)
- Jeff on Instagram
- Jeff on Snapchat
CONNECT WITH CAROLINE
SPECIAL THANKS TO
Caroline, our Producer.
Thanks for everything you do to make this show happen.
Ray, our Audio Engineer.
Thanks for cleaning up our voices and adding all that sexy production value.
Master Chef Junior.
Thank you to the purest source of entertainment on mainstream television. Congratulations, Jasmine. You earned that title girl.