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.

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.

Get out there and get noticed

Taking a patient, but thorough, approach to building your name and your brand takes dedication and determination.

Brand strategy can set you apart

When it comes to branding your business, it pays to find ways you can stand out from the competition.

Make ethical, valuable sales your mission

A sales mission statement is your affirmation, philosophy, and purpose … your personal challenge and what you seek to do each time you try for a sale

Get your attitude right and feel the power

Attitude is one of the most important factors in determining your, and your sales team’s success, or otherwise.

Athletes know how to score

If you’re looking for competitive, motivated salespeople, those who play (or have played) sport won’t disappoint.

Famous last words – ‘I’m indispensible’

No-one is indispensible, and those who do best are those who take responsibility and work hard to educate and rededicate themselves.

Be prepared or pay the price

Mastering the elements of the sales process requires you to control outcomes and ownership, not simply deliver sales presentations and closing techniques.

Get the right philosophy for sales

Valuing and helping people are key to an effective approach to selling.

Manage your time or lose control

The immediacy provided by mobile technology places even greater time constraints on today’s workforce.

Make daydreams part of your sales strategy

Far from being a waste of time, daydreaming can open the door to a bright future – if you apply some structure to the process.

Lunch an art form in sales science

Booking a lunch appointment with a prospective customer is the first step; doing it right takes a bit more work.

Learn to think like your customers

If you want to improve the way you sell, take note of how, and what, you buy.

Customers want to know you care

‘Value’ is something you are offering the customer, not what you can get out of a sale.

Show me value or I’ll show you the door

If your prospect (or even customer) has no interest or sees no perceived value in your product, you’ve already lost the sale.

Start believing and get your act together

Visualising success and a positive self image are the foundation blocks on which to build a successful career.

Want loyalty? Think beyond the sale

The value of your business is highly dependent on the quality of your relationships.

Mastering the power of your mind

Are you tapping in to your ultimate power … the power of your ‘master mind’?

Are you bringing your best?

There is no single ‘best’ way to make a sale; it’s a culmination of your best performance across the board.

Do you offer ‘value’ to clients?

Offering prospective and existing customers real value gives them confidence to keep doing business with you.

Break free of the worry cycle

Are you worried about not making sales?

Create the future you want

Self-belief may not be easy for some, but it’s the essential foundation for your success.

Earning your ‘risk-free’ status

Becoming referable is a matter of earning, not asking.

Mastering the sales challenges

The difference between most salespeople and the sales masters is that the latter ‘lived’ their principle for success.

Master your craft, study the masters

Hard work makes luck, get people to like you, and know your product – more money-making advice from the masters.

The masters of the (sales) universe

Every salesperson is looking for an edge, a way to get through the door to the decision maker. It has always been that way.

Book a seat at the big table

Finding the pathway to the decision maker’s door can be tough, but is the only place you want to be.

Connections can elevate the conversation

Making emotional connections is the key to successful engagement with potential customers.



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.

The science of the cold call

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

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.

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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.