Jeffrey Gitomer, the charismatic King of Sales, challenges the notion that sales professionals should solely focus on selling by delving into the world of Taylor Swift’s extraordinary success, igniting a lively football rivalry with the host, and introducing an AI tool, all while exploring the importance of personalization and emotional connection in driving sales.
In this Podcast episode:
- Unlock the secrets to Taylor Swift’s music and business success.
- Discover the power of personalization in sales and skyrocket your results.
- Master the art of building relationships and trust in the sales process.
- Understand cultural preferences to create winning sales strategies.
- Harness the potential of AI technology for revolutionary sales prospecting.
Build Strong Relationships and Trust
Establishing and nurturing trust with prospects plays a pivotal role in sustainable sales success, as emphasized by Jeffrey. Not only does this foster long-lasting business relationships, but it also facilitates in-depth understanding of customer needs and motives for buying. The interaction that follows, therefore, becomes less of a sales pitch and more of a consultation – a collaborative process aimed at effectively addressing the customer’s needs.
Our guest for this week
Jeffrey Gitomer, a renowned sales expert and best selling author, believes that the key to success in modern selling lies in understanding the past and building genuine relationships. In a conversation with Vengreso’s CEO Mario Martinez Jr. on The Modern Selling Podcast, Gitomer emphasizes the importance of personalization in sales and the value of turning relationships into friendships.
He shares how he has made more sales after midnight than anyone else by focusing on being a value provider, not just a product pitcher. Gitomer challenges young salespeople to embrace the depth of personalization and move away from relying on shortcuts like AI. He encourages them to go back to their roots, tap into their family and business values, and invest time in truly understanding their customers’ needs and desires. According to Gitomer, sales are made by engaging customers emotionally and proving their credibility socially. By customizing and personalizing their approach, salespeople can build trust and win more deals.
The past will predict the future every single time. Study what happened, and it’ll tell you what’s going to happen. – Jeffrey Gitomer
Jeffrey Gitomer is not your typical sales expert. With a charismatic personality and a no-nonsense approach, he has earned the title of the “King of Sales.” As an international sales trainer, President of Buy Gitomer, keynote speaker, and bestselling author, Jeffrey has revolutionized the way sales professionals approach their craft. His most recent book, “Get Sh*t Done,” is a testament to his belief in the power of productivity.
Jeffrey understands that success in sales is not just about closing deals, but about building genuine connections and providing value to customers. With a deep understanding of the history of sales and the importance of personalization, Jeffrey challenges salespeople to go beyond the convenience of technology and truly connect with their customers. His insights and strategies have proven to be game-changers for countless sales professionals, making him one of the most sought-after voices in the industry.
The key moments in this episode are:
00:00:08 – Introduction
00:01:35 – The Importance of Understanding Sales History
00:03:58 – Jeffrey Gitomer’s Background and Recent Book
00:08:41 – The Use of AI in Sales
00:10:51 – Embracing AI and the Future of Sales
00:16:30 – The Importance of Customization
00:19:05 – The Role of Emotional Engagement in Sales
00:20:12 – Adding Personal Voice to AI Responses
00:22:26 – Leaving an Emotional Impact
00:24:26 – Challenging the Sales Process
00:32:09 – How to Help Customers
00:34:45 – Understanding Why People Buy
00:36:05 – Jeffrey’s Dream Jobs
00:37:24 – Upselling and Emotional Connection
00:39:03 – Quality Forever and Customer Loyalty
00:46:47 – Taylor Swift’s Influence in Music and Business
00:47:30 – Eagles Games and Football Rivalry
00:48:18 – Friendly Hamburger Bet
00:48:29 – Call to Action
00:49:30 – Conclusion and Product Promotion
Timestamped summary of this episode:
00:00:08 – Introduction
Mario Martinez Jr. introduces the podcast and the guest, Jeffrey Gitomer, known as the King of Sales.
00:01:35 – The Importance of Understanding Sales History
Gitomer emphasizes the importance of understanding the history of sales and how it influences modern selling. He highlights the value of building relationships and emphasizes the need for salespeople to connect with customers on a personal level.
00:03:58 – Jeffrey Gitomer’s Background and Recent Book
Gitomer talks about his most recent book, “Get Shit Done,” which focuses on productivity. He mentions how he drew inspiration from a 100-year-old writer named Orison Sweat Martin. Gitomer also shares anecdotes from his early writing career and the impact his columns had on readers.
00:08:41 – The Use of AI in Sales
The conversation shifts to the use of AI in sales. Gitomer criticizes a company’s policy that banned the use of AI in sales communication. He believes that AI can be a valuable tool for salespeople, as long as it is used effectively and personalized for each customer.
00:10:51 – Embracing AI and the Future of Sales
Gitomer expresses his openness to embracing AI in his own work and future endeavors. He believes that protecting proprietary information is becoming increasingly difficult in the digital age. Gitomer also emphasizes the value of building personal connections in sales, rather than relying solely on technology.
00:16:30 – The Importance of Customization
The guest emphasizes the need to customize AI responses and not rely solely on generic messaging. He suggests that personalized responses based on the recipient’s background and needs can lead to better engagement and sales success.
00:19:05 – The Role of Emotional Engagement in Sales
The guest highlights the importance of emotional engagement in sales. He emphasizes the need to invest time in understanding the customer’s needs, desires, and circumstances, and to respond with positive emotions to create meaningful relationships and trust.
00:20:12 – Adding Personal Voice to AI Responses
The guest discusses the importance of adding personal voice to AI-generated responses. He gives an example of how he would modify a generic response to make it more personalized and engaging for the recipient, based on their background and achievements.
00:22:26 – Leaving an Emotional Impact
The guest explains that at the end of a call or meeting, people will remember one of five things about you: something great, something good, nothing at all, something bad, or something really bad. He emphasizes the importance of leaving an emotional impact, even if it’s a negative one, rather than being forgotten.
00:24:26 – Challenging the Sales Process
The guest shares his frustration with the traditional sales process, particularly the need to go through a qualification call with an SDR before having an intelligent conversation with a salesperson. He believes in providing upfront pricing or directly booking a meeting with an account executive for a more effective sales process.
00:32:09 – How to Help Customers
Jeffrey emphasizes the importance of understanding how to help customers and shares his approach of asking, “How can I help you the most?” He shares a recent conversation with a customer from India and how he provided valuable insights and recommendations, even though his own company couldn’t fulfill their needs.
00:34:45 – Understanding Why People Buy
Jeffrey believes that understanding why people buy is more crucial than teaching sales techniques. He emphasizes the importance of uncovering the customer’s motives and needs before presenting any sales materials. By focusing on the customer’s personal goals and challenges, salespeople can build a stronger emotional connection and increase their chances of making a sale.
00:36:05 – Jeffrey’s Dream Jobs
Jeffrey shares his dream jobs, which include being a Starbucks barista, a Walmart greeter, and a waiter at a high-end restaurant. He believes that these roles provide opportunities to connect with people on a personal level, upsell products, and make a positive impact on customers’ experiences.
00:37:24 – Upselling and Emotional Connection
Jeffrey discusses the power of upselling through emotional connection. He shares a personal experience at a restaurant where the waiter’s detailed descriptions of desserts made him salivate and increased his willingness to spend more. By understanding customer preferences and using persuasive techniques, salespeople can upsell effectively and enhance customer satisfaction.
00:39:03 – Quality Forever and Customer Loyalty
Jeffrey praises The Apple Pan, a restaurant with a motto of customer loyalty through quality.
00:46:47 – Taylor Swift’s Influence in Music and Business
The guest highlights Taylor Swift’s success in both music and business, emphasizing that she has created her own country and economy. He mentions her high ticket sales, with the lowest price being $1,000, and praises her ability to generate billions of dollars.
00:47:30 – Eagles Games and Football Rivalry
The conversation shifts to discussing their shared love for the Eagles football team. They talk about the excitement of watching games together and the upcoming Eagles-49ers game. They exchange playful banter and express confidence in their respective teams.
00:48:18 – Friendly Hamburger Bet
The guest challenges the host to a bet on the outcome of the Eagles-49ers game, suggesting a private hamburger meeting if he loses. They jokingly negotiate the terms of the bet and plan to have their teams face off in a friendly competition.
00:48:29 – Call to Action
The host encourages listeners to reach out to the guest and mention the podcast. He also promotes an AI technology called Flymsg.IO that can help with prospecting and engaging with target buyers. The episode ends with a request for a rating and review on iTunes.
00:49:30 – Conclusion and Product Promotion
The host wraps up the episode, thanking listeners and reminding them to download Flymsg.IO for increased productivity. He signs off with a closing statement and encourages good selling.
Watch the video version for this episode, directly below:
Tap into Cultural Preferences
Being sensitive to cultural differences can also significantly enhance the efficacy of the sales process. As Jeffrey points out, cultural nuances can shape the business engagement and preferences of a potential customer. By showing respect and understanding toward these differences, sales professionals can foster positive business relationships and open avenues for prospective sales within different markets.
Boost Sales with Personalization
Sales professionals can see a remarkable difference in their results with the strategic use of personalization. Tailoring the approach to each prospect’s specific needs and circumstances forms genuine connections and stands out in a sea of generic pitches. Jeffrey Gitomer’s insights on avoiding generic AI responses emphasizes the need for this tailored interaction, forming a central part of the modern selling process.
The resources mentioned in this episode are:
- Visit the website of Vengreso to learn more about their free personal writing assistant and auto text expander application, FlyMSG. You can also give it a try for free on their website right here.
- Subscribe to the Modern Selling podcast to hear from sales leaders, practitioners, and influencers who can help you grow your sales numbers at scale.
- Check out Jeffrey Gitomer’s books, including his most recent publication Get Sh*t Done, which focuses on productivity. You can find it on popular online bookstores.
- Consider studying the history of sales, like Samuel Smiles’ book Self Help and Character, to gain a deeper understanding of modern selling techniques and buyer expectations.
- Reflect on the value of turning relationships into friendships in sales. Remember that personal connections can lead to more sales opportunities, even outside of traditional business hours.
- Embrace the use of AI in your sales communication and processes. Explore AI tools and technologies that can enhance your productivity and effectiveness as a salesperson.
- Don’t be afraid to share valuable content and knowledge with your customers. Utilize social media platforms like LinkedIn and Twitter to provide helpful insights and ideas that can resonate with your audience.
- Recognize that protecting proprietary information in today’s digital age is challenging. Focus on building strong customer
