Jeffrey Gitomer

Know your client’s needs

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OPINION: You may go into a presentation with expectations, but it's the client's point of view that makes or breaks the sale.

Sales success starts with self-worth

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OPINION: For those who make a living selling a product or service, the value of building strong relationships cannot be overestimated.

The science of the cold call

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OPINION: Making a good first impression and then asking the right questions are two important elements of the cold call.

Make your sales pitch all about them

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OPINION: Are your sales presentations centred on achieving the best outcome for your client?

Manage your own sales success

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Opinion: Does your C-suite management really understand what's needed to win at sales?

Study sales history and cut your losses

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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

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

Happiness is your decision

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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

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

Making engagement emotional

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

Harmony helps find the sweet sales spot

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

Winning play on home turf

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

‘Lost’ customers a valuable resource

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

Know-alls tend to come up empty

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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?

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

Positive spin helps spark sales

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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

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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

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

Benefits of commitment clear

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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

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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

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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

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

Make mobility work for you

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

The ‘stall’ is your golden opportunity

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

Time wasters need not apply

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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?

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

Service, attitude set you apart

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

What are you waiting for?

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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

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

How serious are you about success?

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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?

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

Solid steps ensure customer loyalty

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