Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.
There’s a whole lot more to networking than turning up to an event with a pitch and a business card.
However good your product or service is, the client needs to be sold on you first.
Assertiveness is in when it comes to the ‘new’ way of selling; but be careful the client doesn’t perceive this as aggression.
Successful salespeople focus on the present, it’s where their sales are.
Asking the right questions and offering appropriate solutions is a recipe for more business.
Salespeople want to make sales – and for the most part feel alone in the process.
Research, preparation, knowledge, and enthusiastic presentation skills are among the ‘new’ strategies you need to make sales.
If you and your team aren’t making enough sales, maybe you’re not asking yourselves the right questions.
The power of observation on the sales call will lead to the right question, the right dialogue … and big sales.
Classic writers offer timeless and peerless advice we should all heed to be successful.
The overall support and encouragement a company gives its salespeople are the main ingredients to making the sale.
Take the time to communicate on a more direct level with the customer to win the sale.
Blaming the circumstances rather than taking responsibility is a dead-end response to a tough sales challenge.
Knowing what your customer is thinking is the first step to making the sale.
A real sales pro will use all means available to unearth and secure business leads.
Attracting new leads requires the use of every form of social media and electronic outreach to find prospective clients.
Whether you get a good or bad RAP from your customers is entirely within your control.
If your clients and prospective clients don’t ‘like’ you, they’re never going to buy from you.
Technology avails us with boundless opportunities to ‘get out there’, so what steps are you taking to grow your exposure?
If you want to know how good you are at business, ask your customers – and then honestly assess how much you can improve.
How is a cup of coffee like a sale? When it’s with a customer.
Do you believe you are a trusted adviser? Do your customers perceive you as a trusted adviser?
A few core principles form the heart of a successful sales career.
Rather than moaning about all the time you spend in the car on the way to sales appointments, use that time to finesse your presentation.
Performing at your peak at all times is challenging, but regularly reaffirming your goals is a good place to start.
Four simple words to guide your success in 2014.
Is your business making the most of the opportunities presented by Google, and if not, why not?
The results you achieve for yourself and your business will improve if you look at the big picture.
An honest appreciation of your own strong points will help you better connect and empathise with others’.
Understanding your clients’ motivation is the best way to get them buying … from you.
Many companies have become smart buyers, but some have become too smart.
Managers can encourage or discourage sales with their policies and actions, so what makes a great sales manager?
OPINION: This edition’s column is an extract from The Little Gold Book of YES! Attitude, first published in 2009.
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.
Those who think the grass is greener on the other side need to think again.
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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