Master the Art of Selling with Jeffrey Gitomer

Joe Ciccarone

2 min readFeb 6, 2024

“People Don’t Like to Be Sold, But They Love to Buy.” — Jeffrey Gitomer

Built Not Born (Episode X-Ray): Jeffrey Gitomer, NY Times Best Selling author talks how to build your personal brand, earn trust and grow your business.

‎Built Not Born: #130 - Jeffrey Gitomer - Master the Art of Selling on Apple Podcasts

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Jeffrey Gitomer is the New York Times Best Selling author of 18 books, including The Sales Bible and The Little Red Book of Selling.

The Little Red Book of Selling, the #1 all-time selling book on the topic of sales, has sold more than five million copies and been translated into 14 languages.

Jeffrey has given over 2,500 paid speeches and has worked with the likes of Apple, Comcast, Microsoft, NY Yankees, Barnes & Noble and Coca-Cola to train their sales forces.

Jeffrey is also the host of the “Sell or Die” podcast which has over 3 million downloads.

Jeffrey and I discuss the creative process, how to earn trust, the mindset of an elite sales person, and how to build your personal brand.

5.5 Ideas from NY Times Best Selling Author Jeffrey Gitomer:

1) Friendly Wins.

“Begin Friendly or Don’t Begin at All.” — JG
Friendly is Free.
Be the Friendliest Person Your Customer Works with All Day.

2) Voice of Customer is Powerful.

“When you say it about yourself, it’s bragging. When somebody else says it about you, it’s proof.” — JG
Your Current Customers are Some of Your Best Sales People.
Voice of Customer is One of Your Most Powerful Sales Tools.

3) The Power of Questions.

“You become known by the questions you ask.” — JG
Improving the Quality of Your Questions is One of the Fastest Ways to Elevate Your Sales Game.
“No Questions, No Answers, No Answers, No Sales, No Sales, No Money. Any Questions?” — JG

4) Tell Me About…

“Tell Me About…” is a killer phrase to generate meaningful dialogue.

5) Fair Enough?

“Fair Enough?” is a simple, powerful close that moves the sale to conclusion.
“Mrs Customer…How about I do X and you do Y? Fair Enough?” — JG

5.5) Get Emotional

“The sale is made emotionally then justified logically.” — JG
Come prepared with emotionally engaging , thought provoking questions that makes your customers stop, think and respond with a meaningful conversation.