---
title: Jeffrey Gitomer On How To Make First Calls Not Cold Calls
description: Jeffrey Gitomer is the consummate salesman, trainer, speaker, and author of many best sellers including The Sales Bible. Hear his advice on selling today.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-1888014.jpg
---
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Jun 29, 2017
# Jeffrey Gitomer On How To Make First Calls Not Cold Calls
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Humanize and be yourself to maximize your promotions
## Sales Tips you'll learn in [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Some salespeople may be dead
- Stockbrokers have changed
- The MLS hasn't changed, but it will...Google is coming after them
- The car industry is being disrupted by Tesla
- Automation is taking over
- AI will help salespeople in call centers
- [Jeb Blount](https://thesaleswhisperer.com/blog/jeb-blount-sales-training) is a good guy
[](https://thesaleswhisperer.com/blog/jeb-blount-inked)
- Salespeople need to keep up with how buyers are buying
- Buyers are more sophisticated
- They are Googling you before you walk in
- You're not an employee...you're a person
- Don't watch a show
- Register your name
- Have a one-page website that says...
- Post on LinkedIn
- Tweet your thoughts
- Test their sense of humor
- Make friends with the tech people and break the ice
- Start with rapport
- "How much is it?"
- How to look at cold calling...
- Gift something that is personal and not over the top
- It's a "first-time call not a cold call" with a little research
- Train every day to truly get better
- Become a success...not just successful at sales
- Go apply what you learn immediately to see if it works
- Repetition is the mother of mastery
- Earn the sale vs. close the sale
- Will they do business with me again, and will they refer someone else to me?
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIv0DuMgCNZhw9kbaCO%2FRw4nZDIY7p1IbYXsxsl0ef1bh%2BHkz20tnawXT5lcdwEh4YKaDRSsJXHjT9%2BsnQX0c%2BomLIvqB6bK6Bwpc%2BMf5RVyVw%2B20Umq12L92r%2BYTvN10TTy2ewm2O59PSPYKgnKzbYhKMB3MihnPk2r2XuAMUC%2FKtMrsT0&webInteractiveContentId=184500196010&portalId=443614)
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Visit [Jeffrey Gitomer's home on the web](https://www.gitomer.com/)
- Follow [Jeffrey Gitomer on X](https://twitter.com/gitomer)
- Like [Jeffrey Gitomer's page on Facebook](https://www.facebook.com/JeffreyGitomer/)
- Get Jeffrey Gitomer's updated edition of "[The Sales Bible, New Edition: The Ultimate Sales Resource](http://amzn.to/2sRcTC1)"
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/bang-out-more-phone-calls-to-grow-sales-really)
[Sales Training](https://thesaleswhisperer.com/blog/topic/professional-sales-training)
## [Make More Phone Calls to Really Grow Sales. (Really)](https://thesaleswhisperer.com/blog/bang-out-more-phone-calls-to-grow-sales-really)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
"The phone is dead. Long live hiding behind your computer to make sales!" And Other Great Lies of...
[Read more](https://thesaleswhisperer.com/blog/bang-out-more-phone-calls-to-grow-sales-really)
[](https://thesaleswhisperer.com/blog/art-sobczak)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak](https://thesaleswhisperer.com/blog/art-sobczak)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jul 07, 2020
You're not selling products or services
[Read more](https://thesaleswhisperer.com/blog/art-sobczak)
[](https://thesaleswhisperer.com/blog/phoneburner)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [PhoneBurner: Make a LOT More Calls—and Sales—Fast!](https://thesaleswhisperer.com/blog/phoneburner)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
[Read more](https://thesaleswhisperer.com/blog/phoneburner)
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