The Sales Evangelist EP1: The Art of Selling with Jeffrey Gitomer

After a week of gleaning from podcast episodes, this was the best episode based on its takeaways.

The primary goal of is to help listeners choose podcasts by providing information before they even listen to an episode. This will help them assess which one will provide them with maximized learning and enjoyment.

The Podcast Episode of the Week winner is:

The Sales Evangelist EP1: The Art of Selling with Jeffrey Gitomer!

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Donald Kelly, the sales evangelist, is the host of the Sales Evangelist show – and this, in fact, was the very first episode! Donald started in sales from scratch and eventually transformed his income, achieving a remarkable growth with the help of top sales experts he met along his entrepreneurial journey. The show’s intent is to evangelize listeners using sales principles, tips, and real-life experiences to help create a significant difference in their income!


The launch of the show moved as Donald Kelly, with co-host Jared Easley from Starve the Doubts, interviewed guest, Jeffrey Gitomer, to talk about The Art of Selling!

Jeffrey is the author of The New York Times best sellers The Sales BibleThe Little Red Book of SellingThe Little Black Book of Connections, and The Little Gold Book of YES! Attitude.

Jeffrey also gives around a hundred presentations a year and does public and corporate seminars. He also runs annual sales meetings and Internet training programs on selling, customer loyalty, and personal development. Jeffrey was also inducted into the National Speaker’s Association Hall of Fame! 

Jeffrey says, “I give value first.  I help other people.  I strive to be the best to what I love to do.  I establish long term relationships with everyone.  I have fun and I do that every day!”


Here’s what you’ll learn from this episode:

  • When Jeffrey was starting in the business
    -          He lived in a successful home environment.
    -          He started making money at a young age.
    -          He knew what he was capable of doing.
    -          He never doubted himself.
    “Even I went broke a couple of times, I never doubted myself.”
  • Jeffrey’s advice for people who may not have a positive background in success
    -          Think positive, avoid negative stuff, live positively.
    -          Quit a job you don’t love doing.
    “Wake up and do something positive every day.”
  • Jeffrey talked about his stand: “People don’t like to be sold, but they love to BUY.” 
  • aggresive scary man salesAssertive Sales versus Aggressive Sales
    -          An aggressive sales person tells you everything.
    -          An assertive sales person asks you everything.
    “Ask more questions rather than tell a bunch of facts.”


  • How does Jeffrey get someone to buy?
    -          Determine your customer’s motive and urgency for buying.
    -          Know the value of the product for your customer.
    -          Never ask their budget.
  • Jeffrey’s reason for moving into sales
    -          Jeffrey didn’t want to rely the sales of his business on other people.
    -          Jeffrey wants to take ownership working with his sales.
    “Be the standard of how to make sales before hiring your own sales team.”
  • Is academics a factor in sales? -“Everyone can get a job in sales.”
    academics boy writng in board
  • Fail first to move forward?rejected
  • Why people fall away from sales?
    -          They can’t take rejection.
    -          Rejection comes 7-8 times.
  • Jeffrey’s failures in the business and how he made his rebound
    -          Name your desired outcome and get there in every possible way you can.
    -          Try your best to get to the next level.
    -          Put yourself in a winning position.
    “I don’t think you need to fail in order to succeed, but it can help you.”
  • How Jeffrey overcame his life challenges
  • Training yourself with a positive mental attitude
    “Your attitude stays with you.”
  • How being an early bird benefits Jeffrey and his company wake up alrm clock

    “Accomplishing majority of your work early in the morning will make you feel great the rest of the day.”



  • How to face sales people who already know everything
  • Making yourself available in the new platforms
    “Make sure your customers can find and interact with you in a unique way.
  • How to develop your own brand
    -          Start a website and a blog.
    -          Have a platform in the different social media.
  • Jeffrey defines hard work! 
  • hard work man pushes big stone aheadJeffrey’s encouragement for everyone who wants to let go of laziness, get pro-active, and pursue hard work:

“Laziness happens when you don’t love what you’re doing.”

“Shout for the love you want and quit if you don’t.”

  • Encourage yourself: Right self talk = Positive performance!
  • The importance of self-assessment to identify holes that need attention.
  • Applying good sales principles to other areas of life.



“Have a self-assessment. Gauge yourself from 1-10 on the things you’re capable of, on the relationships that you build with your customers, on the love of your brand, and all the things that you need to do that are the foundations to your own success.” – Jeffrey Gitomer


Additional Tips:

  • People don’t like to be sold, but they love to BUY.
  • Plant facts and let your market decide what they’ll do with it.
  • Take away your “TV time” and have more time in the social media to connect with your market/audience.
  • You’ll be a solid mediocre player if you’re doing a job you don’t love.
  • Wake up earlier, have a good time, sleep later.



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