Sell or Die with Jeffrey Gitomer

Whether you like it or not, it's not enough anymore to be "just" a salesperson. Experts win the day. Trusted advisors win the day. But...how do you become one of those?

Our guest expert this week is David C. Baker, author of The Business Of Expertise. He believes there is a critical difference between sales knowledge and sales wisdom. Knowing how to bridge that gap can lead to a more abundant business life AND personal life. 

This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. 

On today's show...

3:15 - 1 million downloads? It happened. 

8:04 - David's first writing gig was ghostwriting about an interesting topic

10:05 - "I've said the process is not clarity and then articulation, clarity comes in the articulation." - David C Baker

13:45 - How many competitors are the right amount to have in your field?

18:13 - The secret to coaching in the expertise field

22:19 - Your business life needs to be so abundant that your personal life can flourish

28:01 - How do you go from salesperson to expert? 

37:46 - What is the Pomodoro method to working? 

More on today’s guest

David is the author of five books, three of which focus on the central elements of the business of expertise: positioning, financial management, and leadership.

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

FREE E-BOOK

For a limited time, get Jennifer Gluckow’s FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jeffrey’s new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

On today's Motivation Monday, Jen shares a positive announcement. Diehards will find out the connection between foster dogs and sales. Plus it's December 17th, have you made your 20 appointments yet? If not, Jen will instruct you on how to get started. All that and more on this jam packed Motivation Monday. 

This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

FREE E-BOOK

For a limited time, get Jennifer Gluckow’s FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jeffrey’s new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

Every Friday we present a supercut of the most insightful, most inspiring, most useful pieces of sales wisdom from the week that was. And in case you missed it, click the links below to listen to the full episodes.

This episode is brought to you by the Selling with Soul podcast, hosted by Meredith Messenger and produced by the Sell or Die Podcast Network. Selling with Soul discussed new sales and revenue growth strategies, demystifies sales concepts and develops sales skills through master classes and expert interviews. Listen today on Apple Podcasts or wherever you get your podcasts.

On today's show...

02:02 - Gina Trimarco unveils her "Yes, And.." strategy to the Sell Or Die Universe

05:27 - Dr. Greg Story tells a story of the most boring sales presentation alive

08:26 - On Motivation Monday, Jeffrey and Jen address what Diehards must do if their biggest sales rivals are their coworkers.

GET MORE SELL OR DIE

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jen’s new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

Ever think about taking your sales career international but don't know where to get started? 

Greg Story, President of the Dale Carnegie Sales Training in Japan, comes to Sell Or Die to add a few stamps to your sales passport.

Greg expounds on the mistakes that some sales people in Japan make, are you making those same mistakes? Find out why some of the best languages in sales are absolutely universal and if you can translate them can make you money.

Greg is also the author of Japan Sales Mastery: Lessons from Thirty Years in Japan

This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.

On today's show...

02:56 - Who was Dale Carnegie and why is he still influential today?

10:22 - Selling Enyclopedia Brittanica's door to door

16:53 - Adjusting to the differences between being a student in Japan and running a business

21:14 - Paying attention to the subtle clues in a sales meetings makes you money

26:42 - "The fundamentals of sales are not being applied here (in Japan) by salespeople because they're fundamentally untrained." -Dr Greg Story

30:33 - Are there enough qualified sales people in Japan?

32:10 - Greg reveals how to waste a 50 minute sales pitch?

39:09 - Are you missing any of the non verbal cues during sales pitches?

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

FREE E-BOOK

For a limited time, get Jennifer Gluckow’s FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jeffrey’s new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

Time for another Sales Manager Spotlight. We're talking to successful sales managers across the country to find out how they lead, what challenges they face and their sales philosophies.

Today we're looking at Daniel Costello Vice President Of Staffmark Drivers is Dallas. Dan discusses how his 25 years of has helped him succeed in his current position.

Daniel Costello is a proven executive leader with a strong history of delivering sales and operational results at national and regional levels within the Staffing and Business Services sector. Mr Costello is recognized for improvement in bottom line results, improving productivity, maximizing business operations and strategic customer relationships. Delivered improved results in turnaround and mature business models.

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!

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

FREE E-BOOK

For a limited time, get Jennifer Gluckow’s FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jeffrey’s new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

All the world's a stage...are your sales performing? If you're struggling with your lines, it might be time to call in an expert on improv. 

Our guest expert this week is Gina Trimarco , founder of Pivot10 Results and Carolina Improv Center. Gina reveals the secrets to boosting your sales presentations by saying two words: "Yes, and..."

This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.

On today's show...

13:09 - Where improv and sales are similar

18:54 - "yes,and..." is the ONLY response you should give to objections

24:15 - "One of the power questions I will ask is, 'What are you doing to get your people from behind their devices and in front of the customer?'" - Gina Trimarco

28:21 - Silence is golden for sales

32:25 - Doing the unexpected for a client can set you apart from your competition

37:27 - "Seeding" your sales conversations

More on today’s guest

Gina grew up in the hospitality and attraction industry from her first job in a Chicago bakery at age 13. After graduating from DePaul University, her career path took her through attraction marketing and operations, in addition to starting her own live improv comedy theater, Carolina Improv Company, in Myrtle Beach that continues to prosper as #1 for Nightlife Attractions since 2009.

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

NEW E-BOOK

Order Jennifer Gluckow’s NEW EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jeffrey’s new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

Start your week off MOTIVATED with Jeffrey and Jen! Every Monday chat with us live facebook.com/jeffreygitomer to get a dose of sales energy and inspiration.

This week we answer your sales questions including one Diehard who had a client snatched from her by a colleague. PLUS! We introduce two new segments: Newbie Question of the Week and Diehard Challenge. 

This episode is brought to you by Hidden Stories with Jeremy Fulkerson, a podcast from the Sell or Die Podcast Network. There are people in your neighborhood, community leaders, mothers, fathers, friends, who have powerful stories to tell...if we’re willing to ask. Listen to Hidden Stories today on Apple Podcasts or wherever you get your podcasts.

Click to Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds 🔥

NEW BOOK

Order your copy of Jen’s new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Sign up for the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

Get The New Edition of The Little Gold Book of YES! Attitude on Amazon. Get your copy here 👉http://bit.ly/2FZz1y1

Every Friday we present a supercut of the most insightful, most inspiring, most useful pieces of sales wisdom from the week that was. And in case you missed it, click the links below to listen to the full episodes.

This episode is brought to you by the Selling with Soul podcast, hosted by Meredith Messenger and produced by the Sell or Die Podcast Network. Selling with Soul discussed new sales and revenue growth strategies, demystifies sales concepts and develops sales skills through master classes and expert interviews. Listen today on Apple Podcasts or wherever you get your podcasts.

On today's show...

02:08 - Dustin Hillis explains why your sales vision needs to be 20/20

05:10 - Newest Member of the Sell Or Die Network, Meredith Messenger, gives us her origin story

08:47 - Dustin Hillis, back for round 2, tells a story about a wrestling tournament that changed his life forever

GET MORE SELL OR DIE

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! 

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jen’s new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

Workplace culture are the roots to your sales tree, so if the culture is off, your money tree won't grow.

Dustin Hillis is back with us to illuminate why workplace culture is paramount to your success. He reveals five steps to vision mastery that, if implemented, will improve your sales team's morale. 

If you missed Part 1 of Dustin's interview, listen here. 

Find out why Dustin believes that companies should "kill the quit" and focus on all the money that companies are leaving on the table. Also, learn why maintaining a constant vision of sales success can keep you hitting your monthly sales quotas with regularity.

This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.

On today's show...

3:09 - Recapping Part 1 of our Dustin Hillis Interview

10:18 - Workplace culture is just as important as sales activity

12:31 - What is the Southwestern Consulting creed, and why does Dustin credit it with building positive workplace culture?

20:54 - The five steps of vision mastery

23: 50- "The people that have a clear vision of wanting to do epic things are the people who do epic things" -Dustin Hillis

28:32 - A vision board could be the key to hitting your monthly quota

30:45 - The three stages of confidence that can help you maintain sales

35:06 -Why sales companies should "kill the quit"

39:30 - "If you're a Diehard out there looking at a clock, go and find another clock" - Jeffrey Gitomer    

More on today’s guest

As an entrepreneur and co-founder, Dustin has worked with over 10,000 teams and has a client list that includes Google, Wells Fargo, DIRECTV / AT&T, Bridgestone/Firestone and Verizon Cellular Sales.

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

FREE E-BOOK

For a limited time, get Jennifer Gluckow’s FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

NEW BOOK

Order your copy of Jeffrey’s new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!

This is a special insider look at host Jennifer Gluckow's upcoming book Sales In A New York Minute. Hear an audiobook preview of the book PLUS Jen gives you behind the scenes commentary that you won't find anywhere else. 

Order your copy of Jen’s new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.

On today's show...

03:47 - Tennis: the cure for Jen's writers block

08:01 - Jeffrey and Jen missed their 1st deadline to finish the book. What happened then?

12:21 - It's a Beautiful Bad Day in the Neighborhood, one of 212 minutes from Sales in a New York Minute.

17:17 - Blame vs Responsibility, why you should change your mindset. 

21:03 - What Jen learned from her ordeal in "Blame vs Responsibility" 

GET MORE SELL OR DIE

Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!

FREE E-BOOK

For a limited time, get Jennifer Gluckow’s FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak

Need more sales help?

Jeffrey’s website: https://gitomer.com

Jennifer’s website: https://salesinanyminute.com

Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy

SEE JEFFREY LIVE

It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He’ll be giving a seminar in a city near you. Be there!