Newspaper article THE JOURNAL RECORD

Gitomer: `It's Not Just about How to Close the Sale -- It's about How to Win'

Newspaper article THE JOURNAL RECORD

Gitomer: `It's Not Just about How to Close the Sale -- It's about How to Win'

Article excerpt

Those familiar with the writings of Jeffrey Gitomer know better than to expect him to give some kind of coy, understated answer to any question, let alone when asked why it is that salespeople practically break down the door in order to hear him speak.

"My seminars are very real, very informative, and my concepts are easily transferable to the real world," Gitomer said. "I'm funny. I present information any salesperson can take out into the street one minute after the seminar is over and turn it into money."

He didn't stop there. "When people come to this event, they'll get a lesson about sales, a lesson about service, a lesson about loyalty and a lesson about life. It's not just about how to close the sale -- it's about how to win. At my seminars, you get both."

Perhaps that's why Gitomer said has never had to make a sales call in order to book any of the 100-plus seminars he's conducted every year for the last 10 years. Ever since he started writing, he said, people have sought him out in order to book him for speaking engagements.

"It's been amazing," Gitomer said. It all began when he read an article about himself that, in his opinion, was not written very well. "I thought, I can write better than this." And the rest is history.

"I did not come into the public eye until I started writing," Gitomer said, though he began training others in sales in 1976. In 1994, he took the best of the lessons he'd learned during his extensive sales history -- beginning at the age of 7 selling door- to-door, later going on to garment sales in New York and "a myriad of other sales jobs" -- and put them in book form. The Sales Bible has since gone into its 14th printing.

That was followed by two more books -- Customer Satisfaction is Worthless, Customer Loyalty is Priceless and Knock Your Socks Off Selling, co-written with Ron Zemke -- and his widely beloved weekly column, Sales Moves, which appears each Tuesday in The Journal Record. …

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