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.

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.

Are you getting the message across?

HOW do you communicate? How good a communicator are you?

Winner, whiner, smart, dumb … which two are you?

QUESTIONS: Who’s going to win the next Super Bowl? Who’s going to win the next World Series? Who’s going to win the next Masters Tournament?

Create a vision and the sales will follow

WHEN you’re asking an existing or prospective customer a question, the object is to get them to think and respond emotionally. To most salespeople this strategy sounds like a foreign language.

Fix lousy service once and for all

LAST week I promised the answers to why lousy service occurs and how to fix it; the answer revolves around four words you already know -positive attitude, personal pride.

No secret to why the service is poor

I AM amazed at how many times someone in a service environment delivers lousy service.

Ready to reflect? Sales will follow

HOW do you define the word ‘reflection’?

Make assertiveness your state of mind

ARE you passive, aggressive, or assertive? Only one way wins.

Is your sales style working for you?

SALES reps get a bad rap for trying to sell too hard. You’ve heard the term ‘pushy salesman’, ‘aggressive salesperson’ or even ‘obnoxious salesman’. How do those phrases make you feel?

Inject a little bit of sincerity into your day

WHEN someone tells me to ‘have a nice day’, I don’t think they mean it. I think they’re just saying it as a kind of mundane, almost impolite, form of politeness. Forced nicety.

Words to live by for the next 12 months

I AM sick of reading claims hyping me to ‘have my best year ever’ FYI: The trend of ‘best year ever’ was originated more than a decade ago by the late, great, Jim Rohn.

A new year means a new sales approach

IN case no-one has told you, the old way of selling is dead. Problem is, people are still using the old way and, even worse, the ‘experts’ are still teaching the old way.

Are you making sales or measuring activity?

THE amount of time management spends measuring sales activity and salespeople is generally wasted.

‘Fifty Shades of Sales’ puts price second

IT seems society is loosening up; the internet, music, movies, book titles, TV, and texting have created an ‘openness revolution’ not matched since the 1960s.

The passing of an industry legend

ZIG Ziglar, the iconic motivational speaker of our time, passed away November 28 2012. In his honour, I am updating an article I wrote in 1992 after meeting him for the first, time.

Sometimes sharing can open a few doors

I GET a lot of emails from people seeking insight or asking me to solve sales dilemmas.

The most misused word in all of sales

THE most misused word in sales will surprise you; it’s ‘value’.

Don’t ask for referrals, go out and earn them

I’M angry about the (mis)information offered by ‘experts’ about referrals.

Beyond the sales pitch ... timing is everything

AS a collector of sports memorabilia, I’m on a bunch of mailing lists. Most of the offers I get are for items I can buy almost anywhere - except for the offers from Steiner Sports.

Get comfy and read a good book ... or 12

WHEN renowned entrepreneur, author and motivational speaker Jim Rohn said, “All the information you need to succeed already exists, the problem is you haven’t exposed yourself to it,” it was one of th

How good are you at making decisions?

DECISIONS - either by you, your coworker, your boss, your family members or your customer - drive your success, your lifestyle, and your attitude.

Are you a dominant or a bland brand?

WHAT’S the difference between you and all of your competition?

Drill down and start delivering outcomes

Customers want to buy outcomes; it's up to you to deliver.

Don’t be a chicken, go out there and sell

SALESPEOPLE want to make sales, and for the most part feel alone in the process.



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.

most commented

Brand positioning a sales solution

For years I have looked for the best way to impart sales knowledge. I found it. Small bites. Chunks. Bits. Sales is learned one thing at a time, layered in over years.

The science of sales, the art of lunch

“LET’S do lunch. Well, let’s do lunch the right way.Too often, salespeople think that getting a lunch appointment is the victory and forget to make the sale.

The wisdom of success

Ever see an athlete on the sideline suddenly appear on camera—and the first thing the athlete does is say: “Hi, Mum”.Mothers rule. And their rules live forever.

Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!

I’m against all systems of selling. So are all salespeople. Oh, sales systems are taught all the time. In fact, almost all salespeople learn one along the way.