How Salespeople Learn With AI

You.

I'm going to talk about elephants, and I'm going to talk about the elephants that are not in the room. Before I get into AI, I'm going to give you some sales lessons very quickly because it's important that everybody have an understanding of selling and why it's good. So I'm going to talk about the elephants that are not in the room. There's 7.5 of them. There are critical elements, strategic elements, imperative elements that are not in your room, and some may be partially in there. And so what I want you to do, instead of saying, oh, I know that. I want you to rate yourself from 1 to 10 on these 7.5 elements. That's fair enough, right? They are missing from your sales, your relationships, and then your wallet. The first one is attraction. Many people cold call, and I'm not in favor of cold calling. I'm in favor of attracting people. Keep in mind, I've given more than 2,500 speeches around the world and never made one sales call. I post and send value messages that attract new customers and keep existing ones. The second is referrals. Referrals are earned, not asked for, and they're actually a report card. Not only are they the lifeblood of your. Of your. Of your sales funnel and your. And your sales prospecting process, but they tell you that you did everything right. When someone gives you a referral, it's because they trust you enough to go to one of their friends or one of their associates. That's the whole deal. And everyone's looking at their. At their pipeline. Believe me, I'd rather have it full of referrals than cold calls. The fourth is social proof. When you're online and people are talking about you, that is the fodder that you need to be able to get to that next level. Someone's going to Google you. What are they going to find? Someone's saying great things about you online. And when people talk about you, they're going to say one of five things about you behind your back. Something great, something good, nothing. Something bad, or something real bad. And you choose exactly what it is.

And the fifth is podcast, and I'm challenging you. You listen to podcasts, but you don't have one. All you need is an iPhone and an Internet connection, and you have all the gear that you need to do a podcast in today's world. And my recommendation to you is invite your best customers as your guests. You'll blow them away with value. And when you send them the episode, they're going to Send it to everybody, thereby making your customer subscribers more viral and the cost is nothing more your time.

The sixth is Google Juice. What happens when someone Googles your name? What pops up? Because the answer for most people is not enough. When we're done with this today, Google my name. When I Google you, what pops up? Because it's everything you've ever done. And your customer's going to Google you way before you ever walk in their door. They're going to look you up on LinkedIn, Facebook, Twitter, Instagram, everything, especially YouTube. And you have to be there. That's Google Juice. The seventh is reputation.

What are you known as? What are you known for? And what do people say about you when you're not there? That's what's going to happen. And when you Google yourself, your reputation shows up as well. So are we cool on those seven things? I'll give you 7.5 in a minute, but I want to recap what we said. Put in the chat what you think you need the most improvement on. Of these seven things, where do you need the most improvement? What do you wish you had that you don't have right now? More attraction, more referrals, more testimonials, more social proof, a podcast, better Google Juice and a better reputation. These have nothing to do with closing the sale, but they have everything to do with earning the customer. Oh, by the way, closing the sale, you don't close the sale. You earn the sale. And these are the things that help you earn it. Ready to go to the next level? Cool. Oh, let me interrupt myself. There is one elephant that is in the room, and it is the most dangerous wild elephant on the planet. It is distractions. Your phone dings more than it rings and you notify yourself of everything which is not good. I only notify myself of text. That's it. Distractions lead to procrastination, and distractions are also habits, maybe even addictions. Just ask yourself, what could you eliminate to buy back your time? I have a book called Get Shit Done and it will tell you all about the distractions of life. I recommend that you not just get it, I get. I recommend you read it and study it. The challenge is that you.

No matter what you say, the distraction is taking away your time. They rob you of your time and they take away your concentration, which is a key element in your process. This is Alice in Wonderland. If any of you know when Alice in Wonderland was written, she was distracted by the rabbit.

It was written in the 1850s, just by the way. And all of you have gone down rabbit holes, especially during COVID And my favorite rabbit hole is Bugs Bunny. But that's a whole other story.

The biggest risk that I. I saw this on Instagram the other day, and I want to share it with you. Okay? The biggest risk to your future is not your competition. It's the distractions you insist on on keeping in your life. Think about that rather than doing the things that you know you should be doing but aren't. People delay doing things that they don't like for longer than it takes to actually do them. So my advice is do it now.

There's three ways to use your time. Two are bad.

Waste time. Spend time. Also bad. Invest time. That's the best way. And what are you investing your time in? How do you invest your time? Put that in the chat. Because if you're watching Netflix and drinking a beer, you're pretty much wasting your time. And you should be investing that time in learning AI. So my 7.5 is artificial intelligence. Of course, AI is the next thing. The elephant that is not in the room yet. It's been around for 30 years, but only the last two or three in your purview. And the question is not how do I use AI because you don't really care about how to use it. You just want to monetize it. And I'm going to share with you right now how you can use AI, my platform, AI, in order to be able to monetize your sales and your life. Because AI is no longer an option. I love this question, Jeffrey. Will I be replaced by AI? No, you won't. But people who use AI will replace people who do not use AI. Let me make it more granular. Salespeople who use AI will replace salespeople who don't use AI. Can I be any more plain than that?

I know it's artificial intelligence, but my platform is actual intelligence, authentic intelligence, and accurate intelligence. That's what I'm trying to be able to provide to you so that you can have a more fruitful, more more productive, and obviously more lucrative sales career. Here's the present reality.

Way too much incorrect information about AI And I'm not going to blame anybody or anything, but the noise creates confusion and all kinds of claims are being made. But the reality is, I don't want to say no one, but not many people actually know. They're all coming by this by the seat of their pants. And if they're telling you they're a guru about how to use something, why don't you just ask Them this, where's their platform, where's their AI platform?

You don't need to learn AI, you just need to bank AI. And there's two sides of AI. One is open and one is proprietary. I'm going to ask to my buddy Richard Brasser to join for just a second because he's the one who found me my platform. Are you there, Richard?

I'm here.

Hey, Jeffrey, go. Hey. Can you explain the difference between open and proprietary?

So I think, I think it's pretty simple, but I think that the easiest way to look at it is where is your data going, who has access to it, what is it being used for and do you have control of it? And those things are really important when you're not trying to do something that's relatively.

Low risk or you're not trying to monetize it, but having the ability to have private information where only your data is being used for your own purposes and not being uploaded to OpenAI or ChatGPT or Gemini or one of those, it's a, it's a huge difference. And so happy to go into more detail, but I'll just answer simple question, okay.

Proprietary. If you want my information, I'm on a proprietary platform, you have to subscribe to get it. If you go to ChatGPT, they guarantee that it will not be correct. If you look at, if you just look at their dialogue in, in the, in what they say about their program, you come to my AI, I guarantee you it's going to be correct and I'll tell you the source of the information and I'll tell you where you can go get more of it. That's the cool part. You need answers that are proprietary, not open, and you can only access it by subscription.

I don't have a search engine, I have an answer engine. It's a sales answer engine and it's the one that you need in order to be able to count on secure sales information to move forward. Look at Chat gbt. This is their actual limitations section in their own website. ChatGPT sometimes writes plausible sounding but incorrect nonsensical answers. Is that crazy? Fixing the issue is challenging as there's no source of truth. When you get me, you get absolute truth. This is what's in my platform. All my books, all my eBooks, 1600 videos, 4100 blog posts, everything I've ever done is in one place. So you can ask me anything. You don't need to read my books, you don't need to do anything. You don't need to Study. You just need to say, hey, I'm in the middle of a sale. How do I close this? And I'll answer you. Oh, by the way, in any language.

There'S a sales assessment that comes with the platform. I have a series of questions that you can ask me. You can do it in any language. Of course you don't like it, you can have your money back. But just go to gitamer AI. It's so simple. It's not a search engine, it's a sales engine. It's not just a sales answer. I'm going to give you a sales education so you can begin to answer your own questions over time, more fluently, more rapidly and close more sales as.

A result of it.

So I'm going to ask the rhetorical question, do you want to see it? But it here, here it comes. Whether you like it or not. You ready? Let's go to get them or AI.

Boom.

And I did it before I. I asked myself a question. How do I close a sale? But I'm going to ask it anything you want right now. So what.

Is the best way to open.

Sales call?

That's pretty simple, right? Make sure I spell everything right.

And boom. And you'll.

You'll.

Best way to open up a sales call. It's going to think for about five seconds and then what you're going to get is something that.

Open. A sales call is crucial. I can actually play a generate the audio response.

And the audio will come through in the same language that you asked the question. You ask it in Spanish, it'll record in Spanish and it's my voice. A sales call is crucial. It sets the tone for the entire conversation. Here's how you can nail it.

1.

Be professional and friendly. Your professionalism and friendliness are the first things a prospect notices. Your opening line should immediately establish a positive impression. This sets the tone for the sale and determines how the prospect will listen to you. 2. Use their name. People love to hear their name associated with pray. Okay, so you got that part now, but I got a lot of stuff. So let's do more.

On making.

A sales call.

And I can do this 10 times and it's going to keep giving you more. I don't just want to give you answers. I want to give you an education. And that education will help you literally for life, not just for a sales call. Got it? Let's talk about making. And this is the whole deal. This is.

This is everything you need to know about selling. And you can do it right on the spot. If you're sitting, waiting in someone's waiting room or you're on, you're waiting for your zoom call, you can ask me this, these questions and I'll give it to you. You can ask me the question right in the middle of a sales presentation. Now I also have in here I told you, I have a sales assessment. It's normally 99 bucks but when you subscribe you get it for free. It's 30 questions about sales skills and it will give you a full report. And that report you can start using my AI to get better at selling like immediately. There's also the user questions and I've put in 50 questions here about what you can ask me in order to be able to.

Get the advice you need to be able to make the sale right now.

Even what's the best way to deliver memorable service. How do I become a trusted advisor? Let's try that one.

How do I become a trusted advisor? That's a pretty good question, right?

Because everybody wants to become one. Boom. Let's see what it says.

And keep in mind, you can ask me a thousand questions about your sales career or your sales life and all these things here. Website, source, there's all kinds of other things that will tell you exactly where to go and how to do it. See what the audio has to say.

Come on, you can do it. Becoming a trusted advisor in sales isn't just about selling a product. It's about focusing on the outcome. After the purchase, you need to ensure that the outcome exceeds your customers expectations. Creating a lasting relationship. Start at the top. Engage with decision makers like the CEO. This approach makes it easier to work with people at all levels of the organization. Follow through is crucial. Don't just follow up. Make sure you close the sale, deliver the product and create a positive outcome. Okay, so you get the fact that this is pretty robust and you can ask it anything that you want any time of the day or night. Let me go back to the presentation.

It's, it's the coolest thing I've ever seen in sales. It is. When they showed me this prototype, it blew me away. And keep in mind, I'm New York raised, Philadelphia raised, New York raised, sold in New York City. Cold call for years. This beats anything I've ever done because you have all my wealth of knowledge right at your fingertips. How much does it cost? Here's how much it costs. It's 600 bucks a year if you, if you pay now, the second year is free.

You can customize. If you, if 200 people from your organization. Sign up. I will customize the program for you. Pretty easy. And all you got to do is go to get them or AI. Now we have some time and Richard's here and I'm here, and we'll take your questions or Gerhard take your questions if you need. And to know anything, just put in the chat and I'm happy to do this for you. With you.

That was pretty good, actually. Didn't take too much time.

You guys with me.

That was fast. That was great. So energetic, and it was wonderful. We do have some. We have a lot of comments in the. In the chat. And so one of the questions is.

Please ask, do people like to be sold?

No, people don't like to be sold.

But they love to buy.

That's the whole deal. And I own the trademark to that phrase. And the reason I own the trademark is because no one else had it. I applied for it 25 years ago and got it. And so the challenge, obviously, is how do I create a buying atmosphere inside that meeting rather than trying to go through my pitch and go through my slides. I ask, I don't tell. That's the secret behind my selling process. And you'll see that in my AI. It's loaded with questions. I mean, literally loaded with questions.

Great. And thank you for that. There are some other questions here. Will the slides be available.

Of your presentation? Someone says they have your books, they subscribe to your sales caffeine blog, Huge fans.

Send me your television and I'll send you my slides. I think that's the easiest way to describe it, but let me take it further. You don't need the slides. If you want a private meeting with me, just ask me. I'll get you a private meeting. I'll talk to your boss or I'll talk to your people. Whatever you need. You know, we'll create a demo for you that'll blow you away, and that will include my slides. But I go where my slides go.

Okay, that makes sense.

Absolutely. And let's see, Being an early adopter, I regularly use it, and it's helped me tremendously. Oh, wow. These are a lot. A lot of really kind comments here. A lot of big fans of yours. See.

Let'S see, there's so many. There's a. There's a solid platform, they're saying.

And listen, the platform is robust. It can take a million people at one time. It's on the proprietary side. And their main. Richard, just correct me if I'm wrong, but the main customers of our platform are the government agencies with three initials and Fortune 500 companies that don't want their stuff dumped into chat GPT to lose their, their copyright or their trademark or their identity. Literally.

Yes. Yeah, that's huge. Another person says, are we only drawing insights from Jeffrey with these questions or does it source other sales leaders out there? Other resources.

I've interviewed.

30 major gurus from the past, from the present, and all of that information is in there as well, including Gerhardt.

Now you should actually think about, I mean, this is a totally different and new and innovative way to, to engage in learning. Right. And so if you think about it, my, my 89 year old father really wanted to understand this and I said, you have to think about it. Not like technology. You have to think about it. Like Jeffrey was sitting next to you. Could you ask Jeffrey if he was sitting next to you, what he thought of XYZ other sales consultant?

Of course.

Would he have an answer? Absolutely. So anything that Jeffrey would have an answer for this will have an answer for, including all the stuff that Jeffrey has forgotten. So there's a whole ton of stuff we did while we were testing it. And Jeffrey go, oh man, that's, that's a really cool answer. I really, I totally forgot about that. And, and I can tell you that Gerhard tried to stump, stump the host and ask some very complicated, very incredible questions. Like what were the three main topics in the selling power interview from however many years ago?

And it knew that.

And so just think of it as having Jeffrey sitting right next to you. It's, it's amazing.

I want to, I want to chime in because I was very impressed with, with the tool and we had, you know, all your technology guys behind it and I wanted to put myself in a position of a sales manager that needs to create a session for salespeople to help them overcome customer objections. So I came up with that long prompt. I need a one hour session. I need to have.

I think it was price objections installed. And I have to think about it and I want to, you know, have a lesson plan for one hour. And what is the material that you can get. Get me from G Collective Intelligence to lay this out so I can cover one hour of training without doing anything else. And it created it.

Wait a minute, how long did it take to create it?

10 seconds.

Right, exactly. It's, and it's. Oh, it's. We're in beta right now. It's slow. Wait till we make it faster.

Right.

Wow, this is incredible.

See the, the thing that I came up with, the, the Realization. The thought that I had is. It is actually difficult. More difficult to frame the right question than to come up with the right answer.

Yeah, exactly. And. And keep in mind, I'm gonna. I'm the only person in AI right now that will guarantee correct answers.

I'll guarantee.

In 40 languages.

Yeah, right.

Wow.

And then another question came in, is you only.

Hold on.

If you only speak Swahili, you are in luck.

Love your T shirts. Susan Kramer.

Jeffrey, we're asking, is this a proprietary coaching program as an add on.

Well, right now I'm doing a proprietary coaching program, but you can ask me. You can. As a. As a customer of my coaching. I get five grand an hour. An hour to coach somebody privately. Just for 600 bucks. Subscribe to the AI thing and I promise you, I'll give you this. I'll give you better answers because I've forgotten stuff that my AI will remember immediately.

I was gonna say that. I was gonna say, you know, it must be so fast and so smart, and it's not going to get tired. It's gonna always know what you said.

And to go back to my theme, it's an elephant. It doesn't forget.

Yeah. So that was the elephant that's not in the room.

Yeah, exactly. If the elephant's in the room, bring a shovel.

Because you never know.

You know what I mean? You know what I mean?

We have some more questions on here.

Go for it, Stephanie.

Let's see. How do you convince management that doesn't want to go down the AI trail?

I would. I would change jobs, but that's just me. Because you're. You're going to be at a deficit if you can't use AI. Look at how I've just proposed it. You're sitting in a sales SEM. A sales call. You're on your own. It's you and whoever's in the meeting. Sometimes it's one on one, sometimes it's one on a group. Why would you not take me with you? Why would you not have me in your pocket on your phone? It's ridiculous not to have that for. For pennies.

How many people are already using it in Bethlehem?

A couple hundred?

We're gonna.

We will have.

We will have by the end of this. By the end of the month of October, we'll have a thousand people. And hopefully by the end of the year, we'll have 2, 500 people. And then there's going to be a second version of my language. We're going to go with Jersey, Jeffrey. So you'll Be able to go either way to have a more of a ribald answer. And it'll be so viral. It's will be so viral, people wonder what to do with it. But imagine you're on the New Jersey turnpike going from Philly to New York.

It's. It's so funny because someone in the chat said to ask about Jersey Jeffrey, and then I didn't know if this is going to be some, like, Jersey Shore story or something related.

All I'm going to. I'm just going to be more ribbled in my answers.

I see.

If you don't.

If you want PC, I'll gladly give you PC. But if you want it to be more fun, if you want to have a better time on your way to your next sales call, talk to me in the car. I'll answer you right in. I'll answer you anywhere you are. It's amazing what this is going to do. Stephanie, I. I am as excited about this as anything I've ever done in my career.

Now, do you have any programs? I've seen some educators from sales organizations or sales institutions. Some of my colleagues are here from different schools, and they have sales students. Do you have any programs for people that are in college?

Yes, of course. But let me explain something. Beginning sales and advanced sales, there's very little differentiation. People want. Well, I need more advanced because I've been doing this for 20 years. You know, I'm fine with that. I specialize in talking to salespeople that already know everything. But the bottom line is a. A young student coming out of college, they want to know exactly the same stuff. They want to get ramped up instantly. And I can, I can help them with that as well. And we're going to probably create a licensing program for universities like, like Ohio University or Baylor, you know, University of South Florida. They already.

Courses and I can enhance it.

Can I jump in with a rap song about Kima?

Yo, step into the game It's a sales revolution Giddimus wisdom that's the solution People don't like to be sold but they love to buy Build relationships strong let that.

It stopped here Sales is not just numbers It's a way of life Motivation in my soul Cut through the strife from the little red book man I'm taking my shot with gitamus teaching I give it all I've got Attitude is everything that's the first key Positive vibes only let them flow free Knowledge is power so I stay on my grind Learning every day Keep that hustle aligned Sales isn't just numbers that's the chorus again and.

Follow up, follow through that's how I play in the game of life I'm here to slay Value of a price that's the golden rule with passion and purpose I'm nobody's fool People buy from people remember the phrase so I'm building connections let em play Sales is a journey not just a deal With Gitamus Insights I'm ready to feel Sales ain't just about numbers It's a way of life With Gitama's teaching I give it all I've got so here's the hustle, the grind and the flow With Jeffrey Gitamer I'm ready to grow in the world of sales I'm making my mark with motivation and passion I'm igniting the spark.

Whoa. If I had Angus Young playing lead guitar, we could go to if we could be number one.

Yeah. This is chat sheet pt. 4.0.

Yeah.

4.5.

That's classic. You know, Angus Young is almost 80 from ACDC. Let me throw something at you that you may not understand, but this will relate to sales. Incredibly, in 1978, AC DC was broken. They were an average rock band. They used creativity and added one thing to their rock band. And overnight they all became millionaires. Put in the chat if you know what it is.

What did they add to their band that nobody else had? And ignited their stardom literally overnight. Stephanie, are you looking?

We have someone that says makeup.

Nope.

Come on.

The song is. It's a long way to the top. If you want to rock and roll, look for the live version where Bon Scott is still alive and singing. Rolling down the street. They added bagpipes.

And that made them. And instant. Oh my gosh. They added and it became the talk of the music world and it catapulted them to number one immediately.

That's awesome.

And that's the rest of the story.

We are out of time. I go on forever. This is so much fun.

I know. Me too.

This is a very. It's a great ending to a two day AI sales summit. By being very practical, by going back to basics and have Gitama AI help you become the best version of you.

Happy to do it.

Wow. Bagpipes. I had no clue. That is what made AC dc. That is incredible. What a powerful tool. When you think about AI being used and the questions you can ask and of course for somebody like Jeffrey Gittermere. But put this into perspective. Does this move you to the next level? Jeffrey, I believe you're on the line. Right. If you're on the line, unmute yourself.

We were having some connection problems. That's why we had to go with. Go with a video that we had pre recorded. So apologize. If some of you were maybe led astray, we should have said that up front. But we just had some connection issues. So hopefully there's Jeffrey there. There is Jeffrey.

I have my arsenal hat on. I'm at the. I'm at o' Hare airport waiting to board a plane. And it's totally crazy today because it feels like it's a million degrees below zero. I'm used to the south. This is. It feels like it's zero outside.

Yeah.

Right now, like I said, we were hoping to get the connection to work for you, but it did not work because you're, you're. You're in Chicago right now. So that's why we had to go last, last minute to the pre record.

That's okay.

Thank you.

How are you, Mark?

I. I am doing absolutely terrific. Hey, we got some new questions that have come in. One of them is what's the. What's the role of the sales leader in this whole AI world? Do they need to take on a new job?

No, the sales leader needs to get my AI and master it so that he can lead a group in questions that pertain to their customers and I'll be able to answer that easily for them. I give you in my AI, Mark. I have a hundred questions that you can ask me, but customize it for your stuff. If you're selling air conditioners or you're selling food to restaurants, ask me. There's. It's likely that I'll have something in there just for you.

And by the way, the Phillip Eagles are 10 and 2 if you don't know that.

Yes, I know Eagles. And of course I'm in. I'm in NFC east country here in Dallas, but we don't go down that path.

So are the Cowboys still in the NFL?

Yeah. Don't even go there.

Okay.

Okay.

Hey. But they are on a two game win streak. Okay.

So they beat the crappiest teams in the league.

Hey, it's okay.

So another question, Jeffrey, from the audience. A lot of sales trainers and consultants are using a tool like this. Are you using a third party tool for this or no? Did you create this customer?

I use someone else's platform. If anybody wants to know what it is, they'll go to my. The guy that got it for me, Richard. He's richard@carltonrichards.com and he'll he'll get anybody connected with them. I'll pre warn you, it's expensive. But you know, what's the value of keeping your intellectual property forever?

What are the limitations of that tool?

None.

None that I found. I mean.

It takes all of your, it takes, it takes all of your intellectual property, homogenizes it and, and sorts it out in a matter of an hour.

So if you are the king of sales, what is your AI tool? The emperor of sales.

No, I'll still remain king because when my competitor looks at my AI site, they're gonna hate me.

Hey, we gotta, we gotta shoot. Go ahead.

You said in October you had 200 customers, now it's December. How many?

We have a lot. We have a lot of customers.

How many?

I'm not at liberty to say that, but we're, we're. Let's just say that it will be a, a five figure event by mid next year.

Wow. Yeah, I know.

Okay, here's a question. Why is proprietary AI better than open AI for a salesperson who's looking?

I want to know too. Yeah.

Okay. Proprietary. If you look at Chat GPT's limitations statement, they will tell you that it is likely that what they're telling you is not accurate. If you go to proprietary AI that's available only by subscription, the answer that you get is from my personal database, not an open source database. Anyone can put anything they want into Chat GPT and they do. But in mine, it's only mine. And obviously the people that I've, I've interviewed along the way and I mean I've, I've written columns and I've, I've done interviews with people dead and alive and you know, every guru on the planet. So if you want Dale Carnegie's thinking or Napoleon Hill's thinking, or artisan sweat Martin's thinking, being dead, or, or you know, Jim Rohn's thinking or Gerhard Schwander's thinking, it's all in there. So you're going to get other people, do you.

Can you safely say that this is hallucination proof?

Yeah. Oh yeah. I mean, not if you smoked open and start asking questions, but I would, I would say that if you're sober, it's pretty sober back. And, and you gave me the ultimate test. Care hard. You know what happened in an interview that we did 20 years ago and it popped it out in two seconds.

Yeah.

So I'm, I'm comfortable with. Well, it's amazing.

Yeah. And we probably didn't remember what we talked about.

We don't Us, we didn't, because again.

We already said we don't remember 10 of what we heard this morning.

You don't remember what you had for lunch two days ago.

You're right, because I haven't had lunch yet. Hey, Jeffrey, here's an observation. I'm going to make it because it's very fascinating. You said chat GPT, if you want status quo, if you want, if you want to be average, you go to, you go to an chat. But if you want to truly be that exceptional salesperson who jumps to the next level, that's why you need a proprietary platform.

I'm going to throw a surprise at you. AI is evolving by the day.

Within, I'm told, within a few months, you'll actually be able to chat with me live. Just to sit down and say, jeffrey, how's it going? I go, fine, how's it going with you?

And we'll have a talk.

It's what's happening in AI is beyond belief and it's only going to get better. It's only going to get more sophisticated. And as I stated earlier in this, in the talk that I did, salespeople who use AI will replace salespeople that do not use AI. And that's the bottom line.

Bingo. Hey, here's an observation.

Are there any ethical considerations with AI?

Not with mine. But if you use open source AI, there's all kinds of ethical, like, where'd they get the information? They don't tell you where they got it. They don't acknowledge the writer or the, or the person that created it. With mine, I acknowledge me or I acknowledge anyone else that I'm quoting. So yes, there's ethics, but you know, salespeople just want answers. They're not.

What. And Lewis is asking a wonderful question. I love that. What if I can put your books and your content that's available online? What will be the difference with your solution?

If you put my books online and it's an open source, anyone can add anything.

So if you say, what's Jeffrey Ginormer's philosophy of sales? And you put it in the chat GPT, it might be accurate. It probably will not be accurate.

But what if someone buys all 17 books or 18 books you have on Amazon.com scans him into a private AI tool, they could actually duplicate everything, you know?

Yeah, they could. I'd be screwed.

Right?

Here's the situation. If I want to fly from Philly to Dallas, I can go out on YouTube and find all the videos to go out and build an airplane. Wouldn't it just be smarter for me just to get on a flight and.

Fly for a couple hundred. For a couple hundred bucks, you can own it, right?

I mean, that's fetal. I love what somebody wrote there. What happens when procurement comes out with their own AI?

Oh, believe me, that I'm sure they already have.

Right?

I'm sure they're sitting in a room right now thinking, how can we bust these sales guys ball? So you're going to have to be aware that everyone is going to use AI, not just me. And the question is, how do they use it to build themselves and how do they use it to build their business? That's what they're concentrating on. And if you're sitting there drinking a beer, watching Netflix, you're a fool.

You're a total fool. Although I will tell you, I watched Wicked with my daughter this last this past weekend. It's unbelievable. So you might want to take three hours out of your life and go watch that.

But it will win every Academy Award. Every Academy Award.

But knowing you, how you limit your screen time for that type of stuff. I know. That's.

Oh yeah, three hours. That took me two weeks to get that hour. Yeah, it took me three hours to build that time up.

Because again, you know, for everybody who doesn't know Jeffrey Gitter, you understand he masters his time better than anyone. That's how he has become the New York Times bestseller. That's how he's written the 17 books. That's how he's been able to do everything. He is a master of understanding time and how to leverage it.

So, Jeffrey, I have a question for you. What was your most memorable sale ever?

It has a lot of swear words in it. Gerard in my if you subscribe to my AI, I have videos on the five best sales I ever made.

But I sold Mad magazine the Alfred E. Newman T shirt in the 70s, and I sold it to Bill Gaines, the guy who invented the comic book.

And I didn't. It was a cold call.

But I did not say, who's in charge of T shirts. I walked in and I had a little statue of Alfred E. Newman, knowing that they didn't make them anymore. And I said, I want to buy 5,000 statues. And the lady said, well, we don't make them. I said, come on, 5,000, go make them. And some guy comes out and he's yelling at me. And it's the New York scene on Madison Avenue. And finally I said, I want to talk to Bill Gaines. And Bill Gates, big guy comes out. He goes, what do you want. I said, I want 5,000 of these statues. And he said, we don't effing make them anymore. I said, okay, forget that. Give me 5,000 Alfred E. Newman T shirts. He said, we don't have them either. I said, I do. And I unbutton my shirt. I showed him the shirt. He blew his doors up. He goes, get in my office right now. And they bought 50,000 shirts.

In New York. In New York, within an hour. And I. He signed me a copy of his books. I have all the stationery. It was like my field day in Mad magazine that I've been a fan of. And then he gave me the, the name and phone number of Don Martin, the, the cartoonist. And I had him do Fonzie and sold that to Paramount. It was pretty cool. It was a great day.

On a cold call.

Wonderful story.

On a cold call.

Hey, there are a couple people who are saying time management and discipline. Because that's a hallmark of you, Jeffrey.

Yeah, well, let me share. Let me take it further. I don't manage time. I allocate time.

Big difference. I don't manage time, I allocate time.

You want to manage something, manage yourself.

That right there is a mic drop.

Moment for those of you who would.

Put that in the chat. There it is.

So, Jeffrey, here's a very intelligent suggestion by one of our participants in this summit, which I highly endorse. Why don't you let your AI hallucinate to adapt to the current market dynamics as well.

Oh my God.

We are in for a market sweep the likes of which we've never seen before in our lives. We're about to go from one administration to another administration. And I, I'm excited for what's going to happen, but no one knows what's going to happen. You know, crypto is going to go nuts. The stock market's going to go nuts. Just do what you feel comfortable with.

Well, the stock market, the, The Dow is at 45, 000 today. Yeah, it's a new record high. So you're optimistic, you're optimistic about 2025?

Oh, I'm so optimistic. I can't stand it.

That's awesome. Yeah, I wish that more people would share your sense of certainty and, and confidence in the market. There's still a lot of people that are uncertain. And the best way to deal with uncertainty is building your knowledge. And that's why we have that sales 3.0 summit about sales training and sales enablement. And in this conversation today, we talked a lot about self enablement And Jeffrey, what I want to know from you, because you are more of a Renaissance man than anybody that I've ever known. What is the key to a. A good life?

Wake up in the morning and be happy with yourself. And then when you start your day, if you have family, you call them up or you're with them, you tell them that you love them. Most important thing on the planet. And then you start to do something that you love. If you hate to go to work, quit tomorrow and go find something that you love so you can be passionate about it. I do what I love, and I've been doing that for the last 40 years. So far, it's working. But I'm going to challenge you with this, Gerhard. I will text you when I'm going to be. I'm thinking about just taking a quick trip to Paris for Christmas, but it's most likely I'll go in February or March. So I'll text you and I'll invite anybody who's in the listening audience. Come on over. I'll. I'll do a private seminar in Paris for a thousand bucks a day for anybody who's there.

And I'll show you where the best croissants are. I'll show you where the best food is. And my buddy who's a magician will come and do a magic act for you.

And included is a dinner with a roundtable discussion. Of course.

Yeah, of course. We're. Screw around. This. This will be it. We'll. We'll rent out a restaurant.

In the Maret.

Is there anywhere else?

Of course.

We'll eat at a restaurant called Mishnon.

There is the Eiffel Tower restaurant.

Yeah, of course.

Yeah. But I.

It's hard to get in.

Yeah. It's too crowded. No one goes there anymore. It's too crowded. Yogi Berra.

Well, thank you so much, Jeffrey, for joining us today, and have I. I'm.

Happy to be here, Garrett. And I'll tell you, the programs that you're putting on right now exceed anything you've ever done. You're right on the market. Your thumb is. You're right on the business. And partnering with people like, like Stephanie Boyer, where the kids are coming out of school with AI degrees. Their job placement rate is 99 of graduates.

Yeah. And. And the average graduate of the average college is what the.

Yeah. 30% if they. They're right next door to Brown, who won't even tell you what their graduate rate is. Well, here's the dealer. AI is going to go into colleges in A big way, because I want those kids. I. I spent a weekend there a few weeks ago. It's unbelievable. They had 400 kids come from around the country to participate in her event. She's on fire. She is the freaking queen of this. And I'm. I'm loving every second of it.

It's the biggest. There's a. There's under 200 schools that offer sales courses. There's 5, 600 colleges. It's a pretty big, wide open new market.

Yeah.

And I'm gonna. I'm jumping in it.

And there are 15 million salespeople in the United States.

Yeah, exactly.

Turnover is what, 30 at least.

Yeah.

Well over 50. Never making a quota. Yes. So we've got a lot. We got a lot of work to do out there.

There's room for 5 million talented young people to get diversity education. Make a good big time.

There is.

All right, now listen, you guys. Two more things and I gotta go number one, my plane is boarding and they have a new thing now that if I'm not there, they just leave. That's number one. I know it. I know that comes as a surprise, but I'm Also, because of the college market, I've decided to sell 25 of Gitamer. AI. Anybody's interested in writing a check. It's an amazing return, but let me know. Or Gerhard, collect a name or whatever and let me know.

Awesome.

Love it.

You guys take care of yourself.

Thank you. Jeffrey, great to see you.

My pleasure.

Zack is on and we'll see you in Paris.

I'll be there.

Avida Zane.