I met the King! After reading seven of his books twice, watching 100 of his videos, reading more than 100 of his Sales Caffeine emails, downloading his iPhone app, and after more than 30 of my sales and contagious behavior presentations, I drove two hours to see him LIVE.
People celebrate too many dead heroes, instead of celebrating those who are still alive. When I arrived at the location, I noticed that everyone was outside of the room eating and the room where Jeffrey was going to be speaking was empty. I wondered if people knew who they were about to listen to. Not caring much for the food where everyone was, I rushed into the room and sat front and center with my pad ready to take notes. There was a table with a laptop right in front of me, and I was fired up that I was going to be face to face with my most inspiring sales teacher, writer and speaker.
As people started walking in, everyone sat starting from the forth row and back. Either they where intimidated by Jeffrey, because he can be intimidating, or they didn't do enough research to know who he is.
When Gitomer walked in, I was texting my wife about my awesome seat, the room got a little louder, he started signing books right away and I smiled knowing that I made it to his seminar. I took the two books I wanted him to sign and walked over to finally shake his hand. I once called his office and offered to fly to Charlotte and pay $500.00 just for his signature and his hand shake. I spoke to his right-hand person Michelle and his busy schedule never gave me a chance to book the trip, but I was more than willing to do it.
I'm sure Jeffrey had no idea he was about to meet a man that has followed everything that he has written about in his books and that everything that his books say have come true for me. So much more fortune has come my way due to his teachings. I have made so many new connections and have built so many more powerful relationships. I have earned many more sales and more money due to his words of action. Everything from writing my goals on my bedroom and bathroom mirrors, to video testimonials of my customers, to writing and taking speaking courses. There was no doubt in my mind I knew more about him than any one in that room. From his preferred font face that he uses on his Power Points that I got from reading the Sales Bible three times, to knowing his cat's name, and how many daughters and grand daughters he has. I want to become the best salesman in the world and for that, I have to know everything about the King of Sales.
It was my first opportunity to leave a mark. "Jeffrey I have two books for you to sign please. One for me and one for my son". The first book I handed him was the first Gitomer book I read. "The Little Black Book of Connections" was a book that attracted me due to its perfect hand size design and easy-to-read format. I found that book at a time when I needed to meet new people in my sales career. My wife is a reader, and I was not, so as we strolled through Barnes & Noble, I found his book between hundreds of other books, or should I say - it found me! Jeffrey writes everyone's name and his big signature in red when he signs books. I knew he was not going to sign differently this time. But then I handed him a book that I was sure he has never had anyone give him to sign - "The Little Engine that Could", by Watty Piper. This is a children's story which, in many, if not all of his books, he recommends everyone should read. Jeffrey pauses, smiles, looks at me and says: "Cool!" The ladies behind me said, "Awww!" and Jeffrey not only writes my son's name and his signature, but he writes, "Nico! This is not just a book for a kid. It's a philosophy for a lifetime!" I shook his hand. Mission complete! But why not accomplish more?
When Jeffrey started his seminar I was (as he says we should always be when we show up) PREPARED. When he asked how many people have more than 500 followers on twitter, my hand was the first one up. Boom! Almost 6 thousand followers, King! How about a Facebook business page with more than 1000 fans? Boom! Hand up again! Who sends weekly value emails with cool designs? Boom! Hand up once more! Who has a YouTube Channel with videos of value? Boom! Boom! Boom! Pick me, pick me! I was even whispering and finishing his quotes. "You know that old saying: No risk no rewards?" I whispered "No risk, no NOTHING!" He said, "The more you watch TV," and I whispered, "The more your competition will kick your ass". I got some new ones that are great: "Don't hate your competition, have them hate you." And another good one regarding being yourself: "Splash the puddle. Dance in Public." One guy asked Jeffrey, "What can I do when a prospect tells me he is satisfied with his current supplier?" I felt like telling Jeffrey to take a break and let me handle it from there.
I was so ready, I was not going to leave there with just what I went there for. The King was there, and I was getting some more gold. He says he has two rules when he gives away things for free. He only gives away free stuff to ladies and bald dudes. (And he calls all the ladies "Sweetie"). I rubbed my head a second after he said that and he said, "Dude you are in the loop!" So I got a free book, which I will give to someone I care about because I have that same book at home, with my annotations. He then spoke about successful business cards and that is when I knew he was going to take out his famous coin. He said, "How many people want my business card?" And then I whispered what he said next, "How many people want your business card?" I extended my hand and I got a coin. BOOM!
Jeffrey ripped a guy's business card in half in front of everyone to make a point that business cards need to be an extension of who you are. "Are you an average kinda' guy?" I was like, "He is the man!" Point taken! Now watch this: A guy lifts a business card and says, "Here is a good one Jeffrey". Jeffrey grabs it and says, "This one is ok! It has a dog with a bowtie". IT WAS MY CARD! Talk about a testimonial. Someone thought it was good enough to hand it to the king, and his majesty kept it. He would have liked it better if he would have read it. It would have reminded him of his cat Litto. Later on the man that handed him my card told me that my card was the best one in the room. Impression number 2!
Jeffrey answered questions written by the audience on little pieces of paper. If you knew Gitomer, you would know that he is the epitome of powerful and engaging questions, so I wanted to make sure mine was one to remember. I asked, "If a world-known museum was displaying one of your books in a glass container as the best book written by Gitomer, which book would you want to be inside the container?" Unfortunately, he didn't get to it.
We took a break! And it was time for me to engage. I went straight to him knowing that I had to have a good question in hand. I delivered an open ended question like he says we should do, "Other than impressing Michelle, what additional steps do I need to take to become a Jeffrey Gitomer Certified Speaker?" He delivered the answer and the solution I was looking for. The answer to my question, however, is a secret since I want to be crowned before you do.
And now I have been enlightened with the words and the solution to what I seek. The white sword that is rightfully mine needs to be earned and given to me by the King's knight. It just so happens this knight is a lady and her name is Michelle Joyce, whom I have spoken to before. So now the crusade is not only to once again shake the hand of the King when I am knighted, but to shake the hand and meet Michelle face to face for the first time. And I will be victorious!
Near the end of his seminar Gitomer was teaching how to Attract, Connect and Engage with Value using twitter. As he showcased his twitter page, I quickly grabbed my iPhone, concerned a bit that he might get tickled by someone texting during his seminar. He refreshed his page and there I was. I had tweeted him: "@gitomer You Rock! Front Row!" And I pointed to the screen. He smiled and said: "Cool!" He browsed through my twitter page displayed on the big screen in the middle of the seminar. I was beyond fired up!
When he was done, I was the first one to shake his hand and say: "Thank you very much for everything" and he replied: "My pleasure". But what I meant to say was, thank you for everything that your teachings have brought into my life. I turned around to pick up my things and a gentleman behind me asked me what I do for a living. I gave him my 30 second commercial and he said, "You are the man!"
The next day I gave one of my best performances of my seminar "Overcoming Objections" at the Double Tree Resort in Orlando. It was so successful that a personal sales leader, and now financially-free Ambassador by the name of Rick Ferrin told me that my seminar was one of the best presentations he had ever seen. And three time-share salesmen approached me and expressed how my seminar taught them more about sales than 4 years put together of their training. Most of all it was motivational to hear my mentor Mike Dobson express how "AMAZING" my seminar was.
I now know I must meet with Michelle, showcase the value that I provide and get knighted as someone that can share the words of the best. I leave her with this letter along with video testimonials and a vlog I made on my definition of sales, where I quote the King of Sales himself, Jeffrey Gitomer. Scroll up a bit and you will find them to the right.
I humbly ask Michelle: Knight Lady with thy Royal Certification. Let thy sword point to a topic from thy King you wouldst see me deliver. And I will grace you with the greatest performance you have ever seen.
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