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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.

Really, why did you lose the sale?

Taking responsibility for your product and service level will help your sales much more than blaming others and complaining about price.

Make your sales play pay

Tailoring your sales pitch to specific customer needs can help you win business.

Times change, standards shouldn’t

Making a good first impression can be as simple as getting your spelling right.

Make yourself memorable

While many business owners understand the importance of customer loyalty, not all know how to get it.

Prepare or perish

Targeted preparation is the only way you can be confident you’ll make the sale.

Leadership by example

As you may know, I'm a regular flyer. I take about 200 flights a year.

Actions will prove your value

There have been hundreds of selling systems over the years, all designed to increase sales. I don't use them, I don't teach them, and I don't believe in them.

Engaging a wider audience

Well-developed public presentation skills enable you to connect with customers and lead your team.

‘Laws’ stand firm in new sales world

I have received a number of queries regarding to the content of my latest book, the 21.5 Unbreakable Laws of Selling, and thought I'd clarify some of the issues raised.

How high are your standards?

Great leaders don’t just lead by example – they set the standard all others at the business follow.

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.

Past a great pointer to the future

Learning from the lessons of the past can help you form ongoing relationships with your customers, leading to more sales.

Instagram – app of the future a great connector

Making connections through social media is just the first step. Who knows where it may lead you?

Give me a reason to ‘like’ your business

It’s one thing to be liked on social media but another to use the ‘like’ to become more interactive with your customers.

The right sounds can put you in the sales zone

The music you listen to can determine your mood and your fate, and can be a great way to connect with your clients.

Want to get personal? You’ve got the power

Establishing trust with your customers is a vital element in the quest for success.

Sales success power is in your control

Every salesperson wants to think of him or herself as powerful but, if asked, would have no idea where their power actually comes from.

Sales success power is in your control

MOST salespeople fail to understand their own power. The reason they don’t get it is the overemphasis on the negative – the heavy concentration on what cannot be controlled or what is not being done.

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.

Who’s taking responsibility?

Surely your inability to close the deal can’t all be the buyer’s fault.

Are you focused on outcomes?

Helping clients take ‘ownership’ of what you’re offering is a sure way to build a positive sales relationship.

Mix it up and take the lead online

Getting the best out of business social media requires more of a business than just being connected.

Twitter’s benefits sell themselves

Your Twitter strategy should be focused around what will achieve the best results for your customers.

Empty headed in equals empty handed out

For best results it pays to tailor your message for each customer.

Using your product knowledge to make sales

Many salespeople spend too much time explaining their product and not enough time selling it.

Everyday blessings to share

A simple smile or kind word isn’t much to ask, but it can have a profound effect.

Objections aren’t the issue, you are

For some reason the word ‘objection’ has been the prime topic of my email buzz and my customer requests recently.

Creating the habits of attraction

There’s a raft of online resources available to increase your profile and grow your ‘outreach’.

Log on to social media for marketing

I get many emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most importantly) your sales thought process.

Be smart, creative on Linkedin

LinkedIn is great for business – er, I mean smart business.

The Twitter you should know

Getting the best value out of social media can challenge many wedded to the ‘old way’ of doing business.

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Good leaders inspire their teams

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

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.

Beware bright lights of ‘the other’

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

most commented

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.