The Learning Leader Show With Ryan Hawk 176: Jeffrey Gitomer - Why Sales Is The Greatest Profession In The World
Nov 21, 2016
Jeffrey Gitomer, a bestselling author and renowned sales trainer, shares his passion for sales as the ultimate profession. He emphasizes the importance of attitude, persistence, and ethics in achieving success. The conversation delves into how repeat business and referrals indicate a salesperson's effectiveness. Gitomer also recounts his humorous experience being banned from US Airways and provides insights on creating engaging sales tactics. He discusses the impact of companies like Tesla on traditional selling and the power of personalized customer appreciation.
41:59
Attitude Trumps Technique
- Top performers combine a great attitude with deep belief in themselves, their company, and their product.
- Approachability, humor, and being someone customers want to hang out with matter more than tactics.
Persist Past The Early Nos
- Persist beyond early rejections because most sales happen after multiple nos.
- Provide pre-sale value and proactive follow-up to build relationships and referrals.
Measure With Repeat Business And Referrals
- Use two metrics as your salesperson report card: will the customer buy again and will they refer you?
- Ignore superficial satisfaction metrics; loyalty and referrals are the real measures.
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Intro
00:00 • 3min
Traits of Top Salespeople
02:50 • 3min
Measuring Sales Success: Repeat Business and Referrals
05:37 • 1min
Ethics and Leadership Responsibility
06:52 • 6min
Being Banned by an Airline and the Aftermath
12:39 • 2min
How Jeffrey Sells Books on Planes
15:00 • 4min
A Typical Day: Writing, Calls, and Video
19:02 • 2min
Speaking Frequency and Customization
20:44 • 1min
Advice for New Managers
21:59 • 4min
How Sales Generates Business for Speakers
25:38 • 1min
Getting People to Want to Buy
26:40 • 2min
Reimagining Car Sales with Engagement
28:11 • 3min
How Tesla and Pricing Standards Disrupt Selling
30:57 • 1min
Why Jeffrey Drives Lexus and Trains Dealers
32:24 • 1min
Use Creativity to Differentiate and Dominate
33:27 • 2min
Saying Thank You with Personalized Gifts
35:12 • 2min
First Steps as a New Leader in an Unfamiliar Industry
37:34 • 3min
Outro
40:17 • 2min
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The Little Platinum Book of Cha-Ching!
32.5 Strategies to Ring Your Own (Cash) Register in Business and Personal Success
Jeffrey Gitomer
In 'The Little Platinum Book of Cha-Ching! ,' Jeffrey Gitomer presents 32.
5 actionable strategies designed to help readers create their own success in both business and life.
The book emphasizes the importance of a positive attitude, building genuine relationships, and taking consistent action to 'ring your own cash register.
' While the principles are rooted in sales, the lessons apply broadly to personal development and career growth.
Gitomer challenges readers not just to understand these strategies, but to live them every day for lasting achievement and fulfillment.
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Customer Satisfaction is Worthless, Customer Loyalty is Priceless
Jeffrey Gitomer
In this influential book, Jeffrey Gitomer argues that achieving customer satisfaction is not enough because satisfied customers often shop elsewhere.
Instead, businesses should focus on creating deep customer loyalty, which leads to repeat business and proactive referrals.
Gitomer shares his philosophy developed through extensive experience and seminars, offering practical advice, real-world examples, and self-assessment tools to help companies deliver exceptional service, exceed customer expectations, and turn customers into enthusiastic advocates.
The book stresses consistent dedication to outstanding service as the key to unlocking the true value of loyal customers.
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The Little Green Book of Getting Your Way
How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others
Jeffrey Gitomer
Jeffrey Gitomer's The Little Green Book of Getting Your Way explores the 9.
5 key elements that make persuasion effective.
The book guides readers from mental readiness to mastering the principles of persuasion, emphasizing preparation before presenting and turning presentations into performances.
It focuses on persuasive communication in business, including writing and selling persuasively, and teaches how to engage others without manipulation.
Gitomer challenges readers to persist and strive for excellence, encapsulating the idea that failure only occurs when one quits.
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Jeffrey Gitomer's Little Teal Book of Trust
Jeffrey Gitomer
In 'The Little Teal Book of Trust,' Jeffrey Gitomer explores the foundational role of trust in professional and personal success.
The book breaks down how trust is earned, how it can be lost, and how to rebuild it, offering actionable strategies for becoming a trusted advisor.
Gitomer emphasizes that trust is not accidental but the result of consistent value, integrity, and a genuine focus on helping others succeed.
Written in his signature straightforward style, the book provides insights and a step-by-step plan for anyone looking to deepen relationships and achieve lasting fulfillment in their career and life.
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The Little Black Book of Connections
6.5 Assets for Networking Your Way to Rich Relationships
Jeffrey Gitomer
The Little Black Book of Connections by Jeffrey Gitomer focuses on the power of giving value first in networking.
It offers actionable advice on how to build strong relationships without stepping on others, earn respect from powerful mentors, and make meaningful connections with customers, colleagues, and influential people.
The book is designed to be easy to read with checklists and practical steps, emphasizing relationship-building over transactional sales tactics.
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Jeffrey Gitomer's Little Book of Leadership
The 12.5 Strengths of Responsible, Reliable, Remarkable, and Resilient Leaders
Jeffrey Gitomer
Jeffrey Gitomer's Little Book of Leadership transcends theory and philosophy by offering pragmatic, actionable strategies that foster respect, loyalty, and long-term success.
The book challenges readers to self-evaluate their leadership, coaching, and communication skills through the lens of 12.
5 leadership strengths, including Mental Leadership, Resilient Leadership, Coach Leadership, and Legacy Leadership.
It emphasizes resilience as the core trait of relevant leaders and provides insights to improve natural leadership abilities with practical tactics and real-world applications.
The foreword is by Dr. Paul 'Doc' Hersey, creator of Situational Leadership.
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The Little Gold Book of YES! Attitude
How to Find, Build and Keep a YES! Attitude for a Lifetime of Success & Happiness
Jeffrey Gitomer
Jeffrey Gitomer's 'The Little Gold Book of YES! Attitude' is not just an inspirational read—it's a step-by-step, actionable game plan for mastering your attitude.
Gitomer argues that a YES! Attitude is the common denominator among all business winners, enabling them to achieve the seemingly impossible.
The book provides 7. 5 specific actions to maintain drive and commitment, 20.
5 'attitude gems' distilled from the author's extensive experience, and strategies to overcome the 10.
5 most dangerous 'attitude busters.
' Gitomer emphasizes that a positive attitude isn't innate—it's built through daily practice, resilience, and the right choices.
Readers are encouraged to study, live, and revisit the book to sustain their YES! Attitude for lifelong success and happiness.
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21.5 Unbreakable Laws of Selling
Proven Actions You Must Take to Make Easier, Faster, Bigger Sales...Now and Forever
Jeffrey Gitomer
In '21.
5 Unbreakable Laws of Selling,' Jeffrey Gitomer distills the essential, timeless principles that determine sales success.
The book presents 21.
5 laws—such as 'Deliver Value First,' 'Ask Before Telling,' and 'Create Loyal Customers'—that serve as the foundation for effective selling.
Gitomer emphasizes that these laws are universal and unbreakable; mastering them leads to easier, faster, and bigger sales.
The book is designed to help salespeople at all levels align their actions with proven strategies, reduce friction in the sales process, and achieve lasting results by focusing on value, relationships, and customer loyalty.
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The Little Red Book of Sales Answers
99.5 Real World Answers That Make Sense, Make Sales, and Make Money
Jeffrey Gitomer
The Little Red Book of Sales Answers provides 99.
5 concise, actionable answers to the most frequent questions sales professionals face, from making cold calls and handling objections to earning referrals and closing deals.
Jeffrey Gitomer draws on his extensive experience to deliver straightforward advice, emphasizing preparation, persistence, and value creation.
The book is designed for easy, on-the-go reference, making it a valuable desk companion for both new and experienced salespeople.
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Social BOOM!
Jeffrey Gitomer
Social BOOM!
presents a step-by-step approach to leveraging popular social media platforms such as LinkedIn, Facebook, Twitter, and YouTube for business success.
Jeffrey Gitomer emphasizes that business social media is the new cold call and focuses on providing value to attract, engage, and connect with customers.
The book offers tested strategies to build a personal or business online profile efficiently, highlighting the importance of value creation in social media interactions.
It also includes insights from other social media experts and covers the broader business periphery like blogs and e-zines to create lasting business relationships and generate revenue.
#13593
• Mentioned in 3 episodes
Little Red Book of Selling
Jeffrey Gitomer
#23128
• Mentioned in 2 episodes
The sales bible
Jeffrey Gitomer
The Sales Bible by Jeffrey Gitomer offers a wide range of practical sales strategies, including generating leads, closing sales, and using social media effectively.
It emphasizes the importance of relationship-building and personal enthusiasm in sales.
The book is highly recommended for its comprehensive approach to sales, covering topics from cold calls to networking.
Episode 176: Jeffrey Gitomer - Why Sales Is The Greatest Profession In The World
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, The Little Teal Book of Trust, Social BOOM!, and The Little Book of Leadership, and 21.5 Unbreakable Laws of Selling. Jeffrey's books have appeared on best-seller lists more than 850 times and have sold millions of copies worldwide.
Episode 176: Jeffrey Gitomer - Why Sales Is The Greatest Profession In The World
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The Learning Leader Show
"Most sales are made after the 7th NO."
In This Episode, You Will Learn:
- Common themes within the best performers:
- Great attitude
- Deep belief in themselves
- Approachable and good sense of humor
- You like to hang out with them
- How to judge a great sales professional:
- Will you do business with them again?
- Will you refer them to friends/family
- Understanding the ethics of a sales professional
- Why sales is the greatest profession in the world
- The duty of the sales leader
- The Wells Fargo Fiasco
- Why Jeffrey was banned from USAir
- A live role play -- How Jeffrey sells books on a plane (he sells to me)
- Keys to successful cold-calling: Engaging, approachable, having a good time
- Why Jeffrey believes he's the greatest sales professional in the world
- Why new managers need to be trained/coached (A LOT)
- Jeffrey's process for speaking to large audiences
- Why Jeffrey prefers to drive a Lexus
- Using creativity to differentiate and dominate
- Saying thank you like John Ruhlin
- The process of learning from customers: Why it's absolutely vital to your success
"People don't like to be sold, but they love to buy."
Continue Learning:
- Jeffrey's best-selling book: Little Red Book of Selling
- Jeffrey's book: Sales Bible
- See why over 110,000 people follow Jeffrey on Twitter: @gitomer
- To Follow Me on Twitter: @RyanHawk12
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Episode 107: Simon Sinek – Leadership: It Starts With Why
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Episode edited by the great J Scott Donnell
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