Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.
The better prepared for the objection you are before you make the sales call, the more likely you’ll get past the customer’s blocks.
Opinion: As with the boy scouts, in sales it pays to do your homework.
If your business hasn’t already gone mobile, chances are your customers are thinking of making a move.
The more prepared you are for a knockback, the better the chances it won’t derail the sale.
Ultimately, the choice between spending time or investing time is yours, and whichever you choose will have a bearing on how well you sell.
How well you know your customers’ needs will go a long way to determining whether they remain your customers.
If you want to know how your service levels stack up against those of your competitors, ask your customers.
Waiting for the ‘right time’ to take action is just another excuse for not taking the risk to go after what you really want.
OPINION: Becoming known is a key step on the pathway to sales success.
OPINION: Being serious is a way of life – deliver on your promises, be committed, organised and serve your customers well.
There is no ‘fastest’ way to close a sale, but there is a strategy to earn it.
OPINION: Before you receive loyalty from your customers, you’ll need to show some within your own workplace.
OPINION: This edition’s column is an extract from The Little Gold Book of YES! Attitude, first published in 2009.
OPINION: It’s estimated that half of all sales are made on the basis of an established friendship, so if you’re not making nice you’re missing out on half of your market.
OPINION: Distinguishing between fact and fantasy, truth and falsehood, logic and emotion are valuable tools in sales, as in life.
OPINION: Without regular engagement with your social media followers (potential customers), your social media business strategy is going nowhere.
OPINION: A commitment to daily outreach takes little time and has profound long-term benefits.
OPINION: If you want to know how good you really are, be your own customer and find out.
OPINION: Building relationships is a key element in the process of securing a strong portfolio of sales.
OPINION: Maintaining healthy relationships with your customers takes effort, and hard work.
OPINION: Working hard to help your customers achieve their goals will go a long way to helping you succeed in your own pursuits.
OPINION: If you consider your own purchasing decisions and understand the thought processes behind them, you will be better prepared to make sales to your customers.
OPINION: Sometimes you need a creative approach to get your message through.
OPINION: Words matter, and what you say can make or break your chances of making the sale.
OPINION: Existing clients are a valuable source of future business.
OPINION: Objections are part of the sales game, so you need to give your customers good reason to buy from you.
OPINION: Salespeople must make sure the hard work is done before they get into the CEO’s office.
Don’t view a knockback or similar hurdle as a reason to give up, but rather an added incentive to make the sale.
A major part of becoming successful in sales is understanding the customer’s motives, and connecting with them.
Learning to effectively deal with pressure and stress will have benefits at work and at home.
Personal things in common between you and your customer lead to a friendship, a relationship, and lots of sales.
Those who think the grass is greener on the other side need to think again.
Most people take networking for granted and fail to capture the opportunities on offer.
There’s a raft of online resources available to increase your profile and grow your ‘outreach’.
I recently received an email from a copier salesman in New York City; in fact the top rep in the country.
The words your manager uses, and the actions that follow, provide an insight into the type of leadership they’re offering.
A few core principles form the heart of a successful sales career.
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