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.

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.

Credibility key to securing the sale

A large number of conditions need to be met if you are to become your prospective customer’s salesperson of choice, and none of them involves price. 

Conform and perform the model ‘type’

The ‘type’ of salesperson you are will go a long way to determining how well received you are by your boss, your co-workers, and your clients.  

Fast track to the decision maker

Lots of time and money is wasted on sales proposals that are turned down, but if you think it’s not you … think again.

A proposal and sale are miles apart

When it comes to sales proposals, the first thing you need to do is determine if it’s a price proposal or a value proposal.

The art of the referral

The most coveted prize in selling, other than a sale, is an endorsement.

Customer questions open sales door

Prospective clients signal their intent to buy from you by asking questions about your product and service, but many salespeople miss the cues. 

Never miss an opportunity

If you play close attention and listen, you won’t miss the signs that your prospect is ready to buy.

Taking tolerance to the edge

Where you set your personal ‘edges’ says a lot about the relationships you are capable of building.

Performance reflects attitude

It’s not the company, it’s the people in the company – it’s you.

Nothing succeeds like self-belief

Price shouldn’t be a problem for a salesperson who has done their homework and believes in their product.

Beware bright lights of ‘the other’

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

Get into the persistence habit

Napoleon Hill was on to it almost eight decades ago when he wrote that knowing your purpose was the first step in developing persistence.

Forget the quick fix, focus on outcomes

Long-term, prosperous relationships are built on adding value and focusing on outcomes to customer problems.

Make your engagement emotional

Finding things in common with prospective clients is the surest way to build rapport and make the sale.

Don’t make me say it again

Attentive listening is a key component in the salesperson’s armoury; so why do so many of us tune out?

Resolve to go ‘all out’ this year

Great ideas are a good start, but without a clear strategy for how you’re going to implement them, you will be no closer to achieving your targets.



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.