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Jeffrey Gitomer

Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.

Study sales history and cut your losses

Opinion: Often in sales the simple and most obvious solutions are the most effective. But if that’s true, why are those solutions so often overlooked?

Buy in to business social media

Opinion: The way we make connections is changing, led by technologies that enable us to ‘meet’ people worldwide.

Happiness is your decision

Opinion: Stop blaming your run of outs on others; how you respond to challenges is entirely up to you.

Don’t delay, make your move

Opinion: Making the step from a trade show to a sale requires pre-planning, and speed is of the essence.

Making engagement emotional

Opinion: Connecting with clients on areas of shared personal interest is worth the effort.

Harmony helps find the sweet sales spot

Every sales presentation is different, and must be adapted to meet the customer’s needs.

Winning play on home turf

Opinion: Home-ground advantage works for sports teams, and it can work for your business, too.

‘Lost’ customers a valuable resource

Lost customers needn’t be lost forever; you just need a strategy to win them back.

Know-alls tend to come up empty

Take the wrong attitude into a sales meeting and your prospect will more than likely walk out in search of a better deal.

Right. Any questions?

Opinion: Knowing the right questions to ask a prospect can be the difference between sales success and failure.

Positive spin helps spark sales

Any day is only as ‘bad’ as you let yourself believe it is, and the same is true on the upside.

Ask the right questions and you have the power

Ask the right questions and you have a good chance of making the sale; making the wrong statements will likely have the opposite result.

Good leaders inspire their teams

Managers can encourage or discourage sales with their policies and actions, so what makes a great sales manager?

Benefits of commitment clear

All the marketing in the world won’t help your business if the people who work there aren’t great, and committed to doing their best.

Set the pace on social sales

Opinion: Businesses not fully engaged with the shift to social media are doing themselves and their customers a disservice.

Take charge when the sale stalls

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.

Be prepared

Opinion: As with the boy scouts, in sales it pays to do your homework.

Make mobility work for you

If your business hasn’t already gone mobile, chances are your customers are thinking of making a move.

The ‘stall’ is your golden opportunity

The more prepared you are for a knockback, the better the chances it won’t derail the sale.

Time wasters need not apply

Ultimately, the choice between spending time or investing time is yours, and whichever you choose will have a bearing on how well you sell.

Are you thinking what they’re thinking?

How well you know your customers’ needs will go a long way to determining whether they remain your customers.

Service, attitude set you apart

If you want to know how your service levels stack up against those of your competitors, ask your customers.

What are you waiting for?

Waiting for the ‘right time’ to take action is just another excuse for not taking the risk to go after what you really want.

Stepping-stones to a better name

OPINION: Becoming known is a key step on the pathway to sales success.

How serious are you about success?

OPINION: Being serious is a way of life – deliver on your promises, be committed, organised and serve your customers well.

Are you closing a sale, or open to opportunity?

There is no ‘fastest’ way to close a sale, but there is a strategy to earn it.

Solid steps ensure customer loyalty

OPINION: Before you receive loyalty from your customers, you’ll need to show some within your own workplace.

Self-belief key to a positive you

OPINION: This edition’s column is an extract from The Little Gold Book of YES! Attitude, first published in 2009.

Sales techniques are good, friends are better

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.

I think I can, I think I can

OPINION: Distinguishing between fact and fantasy, truth and falsehood, logic and emotion are valuable tools in sales, as in life.

Wake up and write

OPINION: Without regular engagement with your social media followers (potential customers), your social media business strategy is going nowhere.

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Good leaders inspire their teams

Managers can encourage or discourage sales with their policies and actions, so what makes a great sales manager?

Happiness is your decision

Opinion: Stop blaming your run of outs on others; how you respond to challenges is entirely up to you.

Self-belief key to a positive you

OPINION: This edition’s column is an extract from The Little Gold Book of YES! Attitude, first published in 2009.

Sales techniques are good, friends are better

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.

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Creating the habits of attraction

There’s a raft of online resources available to increase your profile and grow your ‘outreach’.

Good leaders inspire their teams

Managers can encourage or discourage sales with their policies and actions, so what makes a great sales manager?

Maintaining connections when your contact leaves

I recently received an email from a copier salesman in New York City; in fact the top rep in the country.

How leaders say ‘follow me’

The words your manager uses, and the actions that follow, provide an insight into the type of leadership they’re offering.