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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.

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.

Outreach virtually seals the deal

OPINION: A commitment to daily outreach takes little time and has profound long-term benefits.

Your customers need you

OPINION: If you want to know how good you really are, be your own customer and find out.

Create the scenario for sales success

OPINION: Building relationships is a key element in the process of securing a strong portfolio of sales.

Keep your customers happy and healthy

OPINION: Maintaining healthy relationships with your customers takes effort, and hard work.

Mastering the art of non-selling

OPINION: Working hard to help your customers achieve their goals will go a long way to helping you succeed in your own pursuits.

Know why you buy and you’ll sell better

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.

Getting past the gatekeeper

OPINION: Sometimes you need a creative approach to get your message through.

Value-adding to optimise alignment a no brainer?

OPINION: Words matter, and what you say can make or break your chances of making the sale.

Your best new prospects are your current customers

OPINION: Existing clients are a valuable source of future business.

Build rapport and overcome objections

OPINION: Objections are part of the sales game, so you need to give your customers good reason to buy from you.

Make your first impression count

OPINION: Salespeople must make sure the hard work is done before they get into the CEO’s office.

Barriers are opportunities

Don’t view a knockback or similar hurdle as a reason to give up, but rather an added incentive to make the sale.

The makings of a top performer

A major part of becoming successful in sales is understanding the customer’s motives, and connecting with them.

Counting the cost of work worries

Learning to effectively deal with pressure and stress will have benefits at work and at home.

Shoot for emotional engagement

Personal things in common between you and your customer lead to a friendship, a relationship, and lots of sales.

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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.

Beware bright lights of ‘the other’

Those who think the grass is greener on the other side need to think again.

The rules of networking

Most people take networking for granted and fail to capture the opportunities on offer.

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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’.

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.

The secrets of their success

A few core principles form the heart of a successful sales career.