Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.
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.
Taking responsibility for your product and service level will help your sales much more than blaming others and complaining about price.
Tailoring your sales pitch to specific customer needs can help you win business.
Making a good first impression can be as simple as getting your spelling right.
While many business owners understand the importance of customer loyalty, not all know how to get it.
Targeted preparation is the only way you can be confident you’ll make the sale.
As you may know, I'm a regular flyer. I take about 200 flights a year.
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.
Well-developed public presentation skills enable you to connect with customers and lead your team.
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.
Great leaders don’t just lead by example – they set the standard all others at the business follow.
The words your manager uses, and the actions that follow, provide an insight into the type of leadership they’re offering.
Learning from the lessons of the past can help you form ongoing relationships with your customers, leading to more sales.
Making connections through social media is just the first step. Who knows where it may lead you?
It’s one thing to be liked on social media but another to use the ‘like’ to become more interactive with your customers.
The music you listen to can determine your mood and your fate, and can be a great way to connect with your clients.
Establishing trust with your customers is a vital element in the quest for success.
Every salesperson wants to think of him or herself as powerful but, if asked, would have no idea where their power actually comes from.
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.
I recently received an email from a copier salesman in New York City; in fact the top rep in the country.
Surely your inability to close the deal can’t all be the buyer’s fault.
Helping clients take ‘ownership’ of what you’re offering is a sure way to build a positive sales relationship.
Getting the best out of business social media requires more of a business than just being connected.
Your Twitter strategy should be focused around what will achieve the best results for your customers.
For best results it pays to tailor your message for each customer.
Many salespeople spend too much time explaining their product and not enough time selling it.
A simple smile or kind word isn’t much to ask, but it can have a profound effect.
For some reason the word ‘objection’ has been the prime topic of my email buzz and my customer requests recently.
There’s a raft of online resources available to increase your profile and grow your ‘outreach’.
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.
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: 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.
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