Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.
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.
LinkedIn is great for business – er, I mean smart business.
Getting the best value out of social media can challenge many wedded to the ‘old way’ of doing business.
HOW do you communicate? How good a communicator 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?
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.
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.
I AM amazed at how many times someone in a service environment delivers lousy service.
HOW do you define the word ‘reflection’?
ARE you passive, aggressive, or assertive? Only one way wins.
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?
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.
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.
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.
THE amount of time management spends measuring sales activity and salespeople is generally wasted.
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.
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.
I GET a lot of emails from people seeking insight or asking me to solve sales dilemmas.
THE most misused word in sales will surprise you; it’s ‘value’.
I’M angry about the (mis)information offered by ‘experts’ about referrals.
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.
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
DECISIONS - either by you, your coworker, your boss, your family members or your customer - drive your success, your lifestyle, and your attitude.
WHAT’S the difference between you and all of your competition?
Customers want to buy outcomes; it's up to you to deliver.
SALESPEOPLE want to make sales, and for the most part feel alone in the 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: 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.
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.
“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.
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.
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.
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