Inspiration, Trust, and Sales Mastery with Jeffrey Gitomer

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Hello and welcome Inspired Podcasts community. This is your new episode. My name is Caroline

and our today's interview guest is Jeffrey Gittema and I hope I pronounced your name right.

It's perfect. Yeah, it's perfect because yeah, I'm so happy that you said yes and I would like to

present you a little bit to the audience of course. Okay. You wrote so many books and I have them

all, you know, the red book or who you have. I have the and I have the German ones. I have the

black one and green one. Can you read German in English equally? Yes and French by the way and I

heard about your passion for Paris. Yes. And I have the platinum. You see, I have them all.

And I came across your book last year in July, the red one. It is very famous and you wrote 17

books I learned and you are a biker as well. So I came across your profile and I said let's talk

about inspiration with Jeffrey. So my first question is what inspired you?

I'm a family person. I travel a lot. I grew up in Philadelphia but I now live in Charlotte,

North Carolina. I go to Paris once a year. I'm inspired by that. I am inspired by my daughters. I

have four daughters. I have four granddaughters and I have a great granddaughter. So I'm a family

person and I get inspiration from them literally on a daily basis. And then the challenge is okay,

what can I do for others? I'm inspired by helping other people which I do for a living but I would

do it for free if they only knew. And so that's basically what carries me through my day. I'm a writer

and I'm a reader and I inspire myself. Oh, this is the best answer. You know, to be able to inspire

yourself. Yeah. This is not not for everyone yet. No, but Caroline, I actually, I inspire myself first.

And if I can inspire myself first, then I can inspire other people easily.

Oh, that's true. That would be my next question. How do you inspire other people?

I give them information that they can relate to.

And I have, because I'm a writer, I have a lot of quotes that I've hung my hat on for an extended

period of time. People don't like to be sold but they love to buy. All things being equal, people

want to do business with their friends. All things being not quite so equal, people still want to

do business with their friends. And I have 500 of those quotes that people can find online and

then connect with me. So I inspire other people for free and then they come and pay me.

Oh, that sounds reasonable. Yeah. And logical. Yes. And it's easy. You know,

you know, we have different cultures. And I try my best, you know, I lived in Berlin for some

period of time and found it was a wonderful city, but it was very structured. And everything is

in line. There's no German, Germany has a far formal pronoun and an informal pronoun.

So it's zero to do. And I'm a, I'm a due person.

Mm hmm. Me too. This is why I do most of the things in English language, my coaching, my groups

and also my podcast. Now with you, thank you so much. And what inspired you to write your first book?

I actually did not write a book. I wrote a weekly column in a business newspaper here.

And after my second or third one, I said to myself, you know, if I write a hundred of these columns,

I got a book. And that's exactly what I did. I never wrote a book. I just wrote 750 words every

week for two years. And the book appeared. Wow. So it happened naturally. Yeah, very naturally.

Okay. And who inspires you? Well, early on, I was inspired by my family and my friends. And then

as time goes on, I was inspired by, inspired by other people, people that I read about, like

Napoleon Hill or Earl Nightingale. And then people that I know, like Arby McKay or

Wittsmall, people that are my, are my friends, but they're also my inspiration.

And you mentioned Napoleon Hill. I read in your bio that your next book is from the archives

of Napoleon Hill from material or so. They gave me, they gave me his earliest writings. And I annotated

it and put it in the book form. It's called Truthful Living. Oh, truthful living. Oh, I love that

time. It came out 20 years before, think and grow rich. So it was in 1917.

Yes, I'm well informed. Okay. And who was the best coach you ever had?

Interestingly, my best coach was my dad. He gave me more wisdom than I knew what to do with.

And I've tried my best since his passing. He's passed more than 25 years.

And I try my best to take his advice and put it into practice every day.

That sounds really good. I remember people. Yeah, the book think and grow rich, inspired

of many people. Yeah, I've been inspired by that. But I have, I'm in a library. This is my own

personal reading room. And everything around me is something that has inspired me.

So I sit in a room literally Carolina of magic. Everything in here is just is magic to me.

So I'm very comfortable here. And the room has a certain amount of electricity because it's a very

small room. It's three meters by three meters or nine by nine if you're one of the old people that

goes by foot in inches. And it had no windows or so? No windows. It is your library and you have

it's not my library. It's my reading room. My library is so quick. There's the, it has two doorways

and one that goes to the bathroom and one that goes outside. But it's very small room. But it's

full of energy and reading. And I'm usually in this chair reading or writing. But when I'm in

podcast mode, I try to sit forward. Oh, I love what you said about this little room. And I remember

very inspired people having having such a room and taking the time to let the inspiration come in.

Every day, every day, I'm in this room, every, unless I'm traveling. But if I'm not traveling,

I'm in this room every day. So this is where your inspiration comes from.

Actually, it's not just inspiration. It's also energy. When you're surrounded by the things

that you inspire you, you get a bunch, you get a charge in your body.

I love that you mention it because when we speak about all stuff, then we can, we can read it

within the line, the spirit, answering into the spirit. We know this famous text by Thomas

Troward, for example. Correct. Yes. Okay. And yeah, to how, yeah, I heard about that for you

conversations. It is important to have fun as well, especially in sales conversation. I have

the time. And so, but I study other people. Let me give you an example of what happened to me when

I was living in Berlin and how I understood the German culture as a result of it.

I lived there in the 70s, just so we understand each other early, early 70s. And I had a friend,

a girlfriend, who ran a car shop. And people would walk in and they'd say, I want a birthday card.

And she would say, lustig or the normal. Yeah.

Funny or normal? As though funny was not normal. Yeah, this is why it was not funny for me. It was

normal when you, when you say, I mean, so, but that's the society. They don't think funny first.

They, they're in, they're in the train on time, the train is on time, Espan, Ubon. And you have a culture of

people who basically are good people. They follow the rules and they do the right thing. Here,

we don't follow the rules. We don't do the right thing, especially lately. And the world is

looking at us and going, what the hell is going on over there? So, it's a whole different

society and wherever you are, you have to adapt your inspiration to their culture, to their way of life.

This was the best sentence. Adapt your inspiration to the culture you're in. Of course.

Yeah. And do you have other examples for differences in the sales process?

Um, yeah, I tried to ask questions before I make statements. And that way, I sort of understand who

I'm dealing with. I asked people where they grew up. So I know you grew up in a small town,

which means you're going to be more trusting than someone who grew up in a bigger city.

Yes. And so I try my best to understand who I'm talking to. You have your multilingual person,

therefore you understand other cultures, not just other countries.

Yes. So that means you connect to the person and you build trust first.

Totally. I don't, trust is built slowly over time. I just want to be friendly.

I want to make friends first. And that, if I make a friend, that can lead to trust.

That means you don't trust your friends. Well, I'm a trusting soul.

But, you know, you have to get the feeling. You have to understand them. You have to know where they came from.

And people will make statements based on their happiness.

If they're not happy, they're going to tell you what's wrong. If they are happy,

they're going to tell you what they just did. It was, it was fun.

And they buy everything when they are happy. Yeah.

Hopefully.

So what, what would be your advice when, when someone enters the, the sales business,

it's not a business, but the sales world, the world of selling for the first home.

Well, some people want to take a job for experience. I don't think that's the right thing to do.

I think you should find something you love and go do that. You know, make a list of the

10 things that you love to do that you would do for free. And then try to find work in that environment.

You'll be happier when you're there every day, doing something that you love to do.

And you're going to be talking from your heart, not from your head.

Yes. This would be the other way around when you, when you force yourself to do something,

because you think it would make you happy, but it always comes from within, right? Yeah.

So yeah. And do you think, what do you think, or would say about study, when someone wants to learn

how to sell? How, how much study does it, you learn by example, go to your best customers,

and find out why they buy. And that's going to teach you everything you know about selling.

Yeah. So you don't sit in class every day and stuff.

No, there's online things that will reinforce you and reinforce what you do.

But I think the bottom line is part of the deal. You know, you have to put yourself in a position

where you can teach yourself by example, live, rather than read it in a book. Yeah,

I don't think you get to be a great brain surgeon by reading a book on brain surgery.

I think you get to be a great brain surgeon by by operating on people. Same with sales.

By having some bad experiences and you get better and better.

You get, you get better day by day, not in a day.

Wow. This is the great statement. One of your 500 quotes. Exactly. We can read the title.

Read the sales in a day. You get great at sales a day by day. That's one of the 500.

This is really amazing. And I, and I heard about your podcast. I listened to your podcast,

said on time. Is it like, and, and I was impressed also. You had a write a retreat?

I do have a writing retreat, but I usually have it here in Charlotte. I'm going to try to create

one in Paris. It's going to cost a little bit more money, but you'll be in Paris. You don't care.

Yeah, it's, for me, it's like like 500 miles or so, Paris.

What do you mean? You could take the train. Yeah, I can take the train or yeah, flying is not so

healthy, but the environment, you know. Yeah, I'm not an environmentalist. I,

I think the earth has been here for a billion years. We're going to be fine.

Yes. The airplane ride is not going to hurt anything.

Although there are people that there are people that send an alarm that says, oh my gosh,

we're all going to die. We're not all going to die. We'll all be fine.

We'll be fine in the writers retreat. And what do you teach people? Do you have people to write

that first book to publish it? Yeah, I do. If anyone's interested, my email addresses my name,

jeffreyadgetamer.com, and write to me, and I'll get you all the details.

I love that it's so easy to reach out to you. Yeah, I'm very accessible.

Thank you so much. I get a lot of emails every day. I don't always get to everything every day,

but I always get to everything. And what are your goals for 2024?

I'm focusing on artificial intelligence, and that's going to be my main focus for 2024.

That sounds amazing. I'll have a panel where you can just ask jeffrey, and I will, and some kind

of avatar format be able to answer you. Okay. Yeah. And your last message, your message

now for the podcast community. Do you have a special offer? No, just find me, just email me,

jeffreyadgetamer.com. Tell me what you need, and I'll try to help you. Or you can just go to my

website, getamer.com. Everything I have there is for sale. It's very easy access, very easy to buy,

we'll ship it internationally. We're good about it. But I will tell you this, my last words of wisdom,

would be if you want to build wealth, first build the wealth of knowledge.

The wealth of knowledge? Study every day. And you'll get better every day.

Wow. And faith, faith as well? To not give up?

Faith is a good thing, but in Americans, misinterpreted as going to church on Sunday.

So I reinterpreted as belief. Yes. If you believe in yourself and you believe in your company and

you believe in your products, you can win. If you don't believe those, you have to quit and go

someplace else. Yeah. So you find out what is best and what where you have the most fun

experience. But never give up. No. Thank you so much for this interview. Please reach out to

Jeffrey. He's amazing.

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