Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.
Long-term, prosperous relationships are built on adding value and focusing on outcomes to customer problems.
Finding things in common with prospective clients is the surest way to build rapport and make the sale.
Attentive listening is a key component in the salesperson’s armoury; so why do so many of us tune out?
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.
Taking a patient, but thorough, approach to building your name and your brand takes dedication and determination.
When it comes to branding your business, it pays to find ways you can stand out from the competition.
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
Attitude is one of the most important factors in determining your, and your sales team’s success, or otherwise.
If you’re looking for competitive, motivated salespeople, those who play (or have played) sport won’t disappoint.
No-one is indispensible, and those who do best are those who take responsibility and work hard to educate and rededicate themselves.
Mastering the elements of the sales process requires you to control outcomes and ownership, not simply deliver sales presentations and closing techniques.
Valuing and helping people are key to an effective approach to selling.
The immediacy provided by mobile technology places even greater time constraints on today’s workforce.
Far from being a waste of time, daydreaming can open the door to a bright future – if you apply some structure to the process.
Booking a lunch appointment with a prospective customer is the first step; doing it right takes a bit more work.
If you want to improve the way you sell, take note of how, and what, you buy.
‘Value’ is something you are offering the customer, not what you can get out of a sale.
If your prospect (or even customer) has no interest or sees no perceived value in your product, you’ve already lost the sale.
Visualising success and a positive self image are the foundation blocks on which to build a successful career.
The value of your business is highly dependent on the quality of your relationships.
Are you tapping in to your ultimate power … the power of your ‘master mind’?
There is no single ‘best’ way to make a sale; it’s a culmination of your best performance across the board.
Offering prospective and existing customers real value gives them confidence to keep doing business with you.
Are you worried about not making sales?
Self-belief may not be easy for some, but it’s the essential foundation for your success.
Becoming referable is a matter of earning, not asking.
The difference between most salespeople and the sales masters is that the latter ‘lived’ their principle for success.
Hard work makes luck, get people to like you, and know your product – more money-making advice from the masters.
Every salesperson is looking for an edge, a way to get through the door to the decision maker. It has always been that way.
Finding the pathway to the decision maker’s door can be tough, but is the only place you want to be.
Making emotional connections is the key to successful engagement with potential customers.
Managers can encourage or discourage sales with their policies and actions, so what makes a great sales manager?
Opinion: Stop blaming your run of outs on others; how you respond to challenges is entirely up to you.
OPINION: Making a good first impression and then asking the right questions are two important elements of the cold call.
OPINION: This edition’s column is an extract from The Little Gold Book of YES! Attitude, first published in 2009.
There’s a raft of online resources available to increase your profile and grow your ‘outreach’.
I recently received an email from a copier salesman in New York City; in fact the top rep in the country.
The words your manager uses, and the actions that follow, provide an insight into the type of leadership they’re offering.
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