Jeffrey Gitomer

Jeffrey Gitomer
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Jeffrey Gitomer
Born February 11, 1946 (1946-02-11) (age 64)
West Palm Beach, Florida
Residence Charlotte, North Carolina
Occupation author, professional speaker, business trainer

Jeffrey Gitomer (born February 11, 1946 in West Palm Beach, Florida) is an American author, professional speaker, and business trainer, who writes and lectures internationally on sales, customer loyalty, and personal development. He lives with his family in Charlotte, North Carolina.

Contents [hide]
1 Education
2 Author/Writer
3 Speaker
4 Business Trainer
5 Praise
6 US Airways Controversy and Resolution
7 Honors and awards
8 Bibliography
8.1 Print
8.2 e-Books
8.3 Audio books
8.4 V-Books (video)
9 Discography
9.1 Audio/CDs
9.2 Teleseminar/CDs
9.3 Video/DVDs
10 Courseware – Online
11 References
12 External links

[edit] Education
Gitomer attended Temple University, but left after his freshman year to attend the Goethe Institute in Berlin, Germany, where he studied languages. In a Time Magazine feature article, Gitomer quips about his college education: "I went on the six-year you-don't-quite-graduate program, which I completed successfully."[1] The Charlotte Observer describes him as "...a college drop-out who has built a sales training empire."[2]

[edit] Author/Writer
Gitomer has written nine books, including New York Times best sellers, The Sales Bible[3] and The Little Gold Book of YES! Attitude.[4] His most successful title, The Little Red Book of Selling, has sold more than three million copies worldwide and has been translated into 14 languages. It was also chosen by business publishing experts Jack Covert and Todd Sattersten to be listed in their book of The 100 Best Business Books of All Time.[5] All Gitomer's titles have reached #1 on Amazon.com, and collectively his books have appeared on major best-seller lists nationwide more than 750 times. "Gitomer has earned his bragging rights..." and has "...turned his blustery style into best-selling books."[1] On September 16, 2006, four of Gitomer's titles appeared simultaneously on The Wall Street Journal best seller lists, the only business author to achieve this in the Journal's history.[6] Of The Sales Bible, Covert comments: "Every once in a while, one book defines a category."[7] Gitomer has also co-authored three other titles with writers Ron Zemke, Greg Dinkin, and Nikita Koloff.

Author David Dorsey writing in The Wall Street Journal comments: "What's especially solid about Mr. Gitomer's books is their grounding in ethics. Success, for him, comes from the heart. He reminds us that top sales reps don't peddle; they solve problems and make customers laugh while offering them something they genuinely need. If you want to be the best salesperson, first you must be the best person."[8]

Gitomer also writes a syndicated column, Sales Moves, which is published worldwide in American and European business journals and newspapers, and is available online at www.gitomer.com. He has been a contributor to Entrepreneur Magazine, and many other business publications.

He also publishes Sales Caffeine, a weekly, multi-media e-zine (online magazine), which is distributed internationally to 250,000 subscribers.[9]

[edit] Speaker
Gitomer has given more than 100 presentations annually for the past 15 years, including public and corporate seminars, annual sales meetings, and keynote addresses, and is ranked in the top 1% of non-celebrity speakers by the National Speakers Association.[10] Gitomer's seminar circuit includes appearances in North America, South America, Europe, Asia, and Australia. On August 4, 2008, at the National Speakers Association Convention in New York, he was inducted into the Speaker Hall of Fame.[11]

[edit] Business Trainer
Gitomer is the founder and president of TrainOne, Inc., www.trainone.com, which provides classroom and online training in sales, customer loyalty, and personal development. TrainOne offers e-learning on both a proprietary, customizable Learning Management System, as well as providing SCORM-compatible classes. TrainOne consists of a team of American and Canadian educators, designers, and programmers, and is franchised in the United States, Turkey[12], South Africa[13], and Singapore.

[edit] Praise
Gitomer's personal style is somewhat controversial, however in general he has received overwhelmingly positive response to his work as a writer, speaker, and educator. In a typical comment, Todd Horton, President of D.R. Horton writes: "As the nation's largest homebuilder, we have seen our sales grow, our customer loyalty enhanced, and our people's commitment re-doubled as a result of Jeffrey's unique style, wit, and great ideas combined with real-world sales answers.” Atlanta Business Chronicle Publisher, Ed Baker, comments: "Jeffrey is a weekly staple for our readers. He's a dose of sales energy (and reality) that they can't find anywhere else. He truly helps people – in a very common sense way."[14]

[edit] US Airways Controversy and Resolution
Gitomer gained notoriety in November, 2003 for being the first passenger ever to be banned from US Airways.[15] The airline cited chronic, unreasonable complaints, numerous confrontations with employees, and verbal abuse that allegedly brought employees to tears.[16] In an interview, Gitomer described himself as a demanding, but not abusive, customer and cited only one time that he made an employee cry, several years prior. In October 2004, Gitomer was quietly reinstated as a customer and passenger, having learned from the experience and documenting the positive outcome.[17] All his frequent-flyer miles were restored.

[edit] Honors and awards
2009 Audie Award for The Little Red Book of Selling. Awards recognizing distinction in audiobooks. Best Business/Educational title of the year.[18]
2008 ASTD Award for Excellence in Workplace Learning and Performance, Solution Sales Elite, Hewlett Packard & TrainOne, partners.[19]
2008 IPPY Axiom Book Award Gold Medal Winner in Sales for Customer Loyalty Concepts.[20]
2008 National Speakers Association's CPAE Speaker Hall of Fame. One of 146 living members.[21]
2005 IPPY Top 10 Outstanding Book Award “Business Breakthrough Book of the Year” for The Little Red Book of Selling.[22]
1997 Certified Speaking Professional (CSP) Award by the National Speakers Association.[23]
[edit] Bibliography
[edit] Print
Gitomer, Jeffrey (January 6, 2009). Little Teal Book of Trust: How to Earn it, Grow it, and Keep it to Become a Trusted Advisor. FT Press/Pearson Education. ISBN 978-0-13-715410-4.
Gitomer, Jeffrey (October 21, 2008). Customer Loyalty Concepts: The First Interactive Thought Book. Charlotte, North Carolina: Lito Press. ISBN 978-0-9719468-0-4.
Gitomer, Jeffrey (May 6, 2008). The Sales Bible New Edition: The Ultimate Sales Resource. New York: HarperCollins. ISBN 978-0-06-137940-6.
Gitomer, Jeffrey (October 27, 2007). Little Platinum Book of Cha-Ching: 32.5 Strategies to Ring Your Own (Cash) Register in Business and Personal Success. FT Press/Pearson Education. ISBN 978-0-13-236274-0.
Gitomer, Jeffrey (August 12, 2007). Jeffrey Gitomer's Little Books Collector Edition (5 titles plus CD). FT Press/Pearson Education. ISBN 978-0-13-236468-3.
Gitomer, Jeffrey (April 14, 2007). Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others. FT Press/Pearson Education. ISBN 978-0-13-157607-0.
Gitomer, Jeffrey (December 5, 2006). Little Gold Book of YES! Attitude: How to Find, Build, and Keep a YES! Attitude for a Lifetime of Success. Financial Times-Prentice Hall. ISBN 0-13-198647-3.
Gitomer, Jeffrey (September 26, 2006). Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships. Austin, Texas: Bard Press. ISBN 1-885167-66-0.
Gitomer, Jeffrey (March 10, 2006). Little Red Book of Sales Answers: 99.5 Real-world Answers that Make Sense, Make Sales, and Make Money. Financial Times-Prentice Hall. ISBN 0-13-173536-5.
Gitomer, Jeffrey (September 25, 2004). Little Red Book of Selling: 12.5 Principles of Sales Greatness. Austin, Texas: Bard Press. ISBN 1-885167-60-1.
Gitomer, Jeffrey with Koloff, Nikita (May 22, 2004). Wrestling with Success: Developing a Championship Mentality. Hoboken, New Jersey: John Wiley & Sons. ISBN 0-471-48732-5.
Gitomer, Jeffrey (April 16, 2004). The Patterson Principles of Selling. Hoboken, New Jersey: John Wiley & Sons. ISBN 0-471-66262-3.
Gitomer, Jeffrey (September 4, 2003). The Sales Bible Revised Edition: The Ultimate Sales Resource (perfectbound). Hoboken, New Jersey: John Wiley & Sons. ISBN 0-471-45629-2.
Gitomer, Jeffrey with Dinkin, Greg (March 7, 2002). The Poker MBA: Winning in Business No Matter What Cards You're Dealt. Crown Business/Randon House. ISBN 0-609-60986-6.
Gitomer, Jeffrey with Zemke, Ron (May 1, 1999). Knock Your Socks Off Selling. Houston, Texas: AMACOM/American Management Association. ISBN 978-0-8144-7030-5.
Gitomer, Jeffrey (May 5, 1998). Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Austin, Texas: Bard Press. ISBN 1-885167-30-X.
Gitomer, Jeffrey (October 18, 1994). The Sales Bible: The Ultimate Sales Resource. New York: William Morrow & Company. ISBN 0-688-13364-9.
[edit] e-Books
Gitomer, Jeffrey (January 6, 2009). Jeffrey Gitomer's Little e-Book of Staying Afloat: How to Sell Anything in Any Economy. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (October 21, 2008). React, Respond, Recover, +1: Jeffrey Gitomer's Little e-Book of How to Win Back Lost Customers. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (May 6, 2008). Jeffrey Gitomer's Little e-Book of Q&A: 53.5 of Your Questions and Jeffrey's Real-World Answers. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (October 27, 2007). Jeffrey Gitomer's Little e-Book of Winners and Whiners: How to Stop the 29.5 Most Common Sales Whines and Be Prepared to Win. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (April 14, 2007). Jeffrey Gitomer's Little e-Book of e-mail: e-licit e-motion and e-volve your e-mail from e-learning to e-earning. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (December 5, 2006). People of Attitude and Influence. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (September 26, 2006). Jeffrey Gitomer's Little e-Book of Listening: How to Listen With The Intent to Understand. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (October 22, 2005). Buying Motives: Jeffrey Gitomer's Little e-Book of Why People Buy. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (September 25, 2004). Jeffrey Gitomer's Little e-Book of Follow-Up. Charlotte, North Carolina: Lito Press.
Gitomer, Jeffrey (September 4, 2003). The Little e-Book of Closing. Charlotte, North Carolina: Lito Press.
[edit] Audio books
Gitomer, Jeffrey. The Little Red Book of Sales Answers: 99.5 Real Life Answers that Make Sense, Make Sales, and Make Money. Unabridged. (Pub date: March 10, 2009) New York: Simon & Schuster
Gitomer, Jeffrey. The Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of Success. Unabridged. (January 6, 2009) New York: Simon & Schuster
Gitomer, Jeffrey. The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Unabridged. (September 9, 2008) New York: Simon & Schuster
Gitomer, Jeffrey. The Sales Bible New Edition: The Ultimate Sales Resource. Unabridged. (May 6, 2008) New York: Simon & Schuster ISBN 978-0-7435-7266-8
[edit] V-Books (video)
Gitomer, Jeffrey. The Little Red Book of Sales Answers: 99.5 Real Life Answers that Make Sense, Make Sales, and Make Money. Unabridged. (Pub date: March 10, 2009) New York: Simon & Schuster
Gitomer, Jeffrey. The Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of Success. Unabridged. (January 6, 2009) New York: Simon & Schuster
Gitomer, Jeffrey. The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Unabridged. (September 9, 2008) New York: Simon & Schuster ISBN 978-0-7435-7376-4
Gitomer, Jeffrey. The Sales Bible New Edition: The Ultimate Sales Resource. Unabridged. (May 6, 2008) New York: Simon & Schuster
[edit] Discography
[edit] Audio/CDs
The 10.5 Commandments of Sales Success. (2008) Charlotte, North Carolina: Buy Gitomer, Inc.
The Fiction and Non-Fiction about the Book Business. (2008) Charlotte, North Carolina: Buy Gitomer, Inc.
Jeffrey Gitomer's Boot Camp. (2007) Charlotte, North Carolina: Buy Gitomer, Inc.
The Best of Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless. (2005) Charlotte, North Carolina: Buy Gitomer, Inc.
Customer Loyalty. (2004) Charlotte, North Carolina: Buy Gitomer, Inc.
Power Networking: Real-World Lessons for Networking Your Way to Rich Relationships. (2003 revised 2008) Charlotte, North Carolina: Buy Gitomer, Inc.
The Force: How to Find, Hire, Train, Build, Pay, and Keep a First Class Team of Salespeople on Fire. (2003 revised 2008) Charlotte, North Carolina: Buy Gitomer, Inc.
Instant Sales: A Condensed Sales Course. (2002) Charlotte, North Carolina: Buy Gitomer, Inc.
Got Attitude? (2001) Charlotte, North Carolina: Buy Gitomer, Inc.
Position, Don't Compete: Strategic Positioning in a Competitive Market. (1999 revised 2008) Charlotte, North Carolina: Buy Gitomer, Inc.
Cold Calling: How to Break the Ice and Get the Money. (1999 revised 2008) Charlotte, North Carolina: Buy Gitomer, Inc.
[edit] Teleseminar/CDs
Sales Revival Teleseminar. (2009) Charlotte, North Carolina: Buy Gitomer, Inc.
What Are You Giving Yourself For Christmas? Teleseminar. (2006) Charlotte, North Carolina: Buy Gitomer, Inc.
Voicemail Teleseminar. (2006) Charlotte, North Carolina: Buy Gitomer, Inc.
Sell Value, Not Price Teleseminar. (2005) Charlotte, North Carolina: Buy Gitomer, Inc.
Sales Manager Teleseminar. (2005) Charlotte, North Carolina: Buy Gitomer, Inc.
Objection Cure and Prevention Teleseminar. (2004) Charlotte, North Carolina: Buy Gitomer, Inc.
Making Powerful Connections Teleseminar. (2004) Charlotte, North Carolina: Buy Gitomer, Inc.
Local Market Dominance Teleseminar. (2003) Charlotte, North Carolina: Buy Gitomer, Inc.
How To Have Your Best Year Ever Teleseminar. (2003) Charlotte, North Carolina: Buy Gitomer, Inc.
How NOT to Lose the Sale to Price Teleseminar. (2003) Charlotte, North Carolina: Buy Gitomer, Inc.
Mining for Prospects Teleseminar. (2002) Charlotte, North Carolina: Buy Gitomer, Inc.
How Different Are You? Teleseminar. (2002) Charlotte, North Carolina: Buy Gitomer, Inc.
Getting the Appointment Teleseminar. (2002) Charlotte, North Carolina: Buy Gitomer, Inc.
Close the Sale Teleseminar. (2002) Charlotte, North Carolina: Buy Gitomer, Inc.
Creativity Teleseminar. (2001) Charlotte, North Carolina: Buy Gitomer, Inc.
C-Level Selling: Insider Secrets Teleseminar. (2001) Charlotte, North Carolina: Buy Gitomer, Inc.
Customer Loyalty Live! Teleseminar. (2001) Charlotte, North Carolina: Buy Gitomer, Inc.
Overcoming Holiday Objections Teleseminar. (2001) Charlotte, North Carolina: Buy Gitomer, Inc.
Bids, Quotes, Proposals Teleseminar. (2000) Charlotte, North Carolina: Buy Gitomer, Inc.
Buying Motives Teleseminar. (2000) Charlotte, North Carolina: Buy Gitomer, Inc.
Asking Powerful Questions Teleseminar. (2000) Charlotte, North Carolina: Buy Gitomer, Inc.
The 12 Most Important Answersl Teleseminar. (2000) Charlotte, North Carolina: Buy Gitomer, Inc.
[edit] Video/DVDs
Jeffrey Gitomer's Las Vegas Success Weekend. (2007) Charlotte, North Carolina: Buy Gitomer, Inc.
C-Level Secrets: Selling at the Highest Level. with Gerhard Geschwandtner. (2006) Charlotte, North Carolina: Buy Gitomer, Inc.
Little Red Book of Sales Answers iPod Video: 99.5 Real-World Answers. (2005) Charlotte, North Carolina: Buy Gitomer, Inc.
[edit] Courseware – Online
Gitomer, Jeffrey. The Little Red Book of Selling Online Course. (September, 2008) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Personal Development Online Course. (November, 2007) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Customer Loyalty Online Course. (April, 2006) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Sales Success Assessment Online. (October, 2005) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Core Selling Skills Level I Online Course. (September, 2005) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Core Selling Skills Level II Online Course. (September, 2005) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Core Selling Skills Level III Online Course. (September, 2005) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
Gitomer, Jeffrey. Core Selling Skills Mini Course. (September, 2005) Charlotte, North Carolina: Jeffrey Gitomer's TrainOne
[edit] References
1.^ a b *Sachs, Andrea. "Barnum Would Be Proud", Time Magazine, February 8, 2007 online, February 19, 2007 in print.
2.^ *St. Onge, Peter. "Aaron letter is history in his hands", The Charlotte Observer, July 6, 2008.
3.^ *"Hardcover Business Best Sellers", The New York Times, June 1, 2008.
4.^ *"Hardcover Business Best Sellers", The New York Times, February 4, 2007.
5.^ *Covert, Jack. [1], 800-CEO-READ, Jeffrey Gitomer's Little Red Book of Selling: one of The 100 Best Business Books of All Time, November, 2008.
6.^ "Best Selling Books", The Wall Street Journal, September 16, 2006.
7.^ *Covert, Jack. [2], 800-CEO-READ, The Sales Bible, May 6, 2008.
8.^ *Dorsey, David. "How to Make Them Want to Buy", The Wall Street Journal, May 3, 2006.
9.^ *"Sales Caffeine Free eZine", Issue 327, February 12, 2008.
10.^ *National Speakers Association. RSVP: 2007 NSA Membership Survey Special Report. Tempe, Arizona February, 2007.
11.^ *National Speakers Association, "NSA Speaker Hall of Fame Press Release" August 19, 2008.
12.^ Satis Factory TrainOne, Turkey.
13.^ Sales Guru TrainOne, South Africa.
14.^ *AOL Coaches. Jeffrey Gitomer, Business & Career Coach
15.^ *Huettel, Steve. "US Airways clips wings of frequent critic", St. Petersburg Times, November 17, 2003.
16.^ *Chiames, Chris. "Gitomer's US Airways complaints go too far", Washington Business Journal, November 7, 2003.
17.^ *Gitomer, Jeffrey. "Showdown with Airline Teaches Sales Expert a Lesson." Des Moines Business Record - BusinessRecord.com, October 24, 2004.
18.^ *Audio Publishers Association. "The Audies 2009", May 29, 2009.
19.^ *American Society for Training & Development. "2008 ASTD Award Winners", May 15, 2009.
20.^ *Independent Publisher. "IP FEATURE 2nd Annual Axiom Business Book Awards", February 20, 2009.
21.^ *National Speakers Association. "CPAE Speaker Hall of Fame", August 4, 2008.
22.^ *Independent Publisher. "Independent Publisher Book Awards 2005", March 5, 2005.
23.^ *National Speakers Association. "Certified Speaking Professional (CSP)".
[edit] External links
Gitomer.com | official website
SalesCaffeine.com | Weekly Sales Magazine official website
TrainOne.com | official website
Jeffrey Gitomer's SalesBlog | official website
BuyGitomer on YouTube.com | official YouTube channel
Facebook fan page
Linkedin profile
Gitomer on Twitter
GitomerGroupies.com | Gitomer Article Alerts Site
The Great Gitomer Challenge 2010
SalesHQ – 5 Best Sales Authors of All Time [3]
Jeffrey Gitomer Interview by Jim Canterucci [4]
Roth Talent Profile [5]
Satis