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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.

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.

Making sure you get the message out there

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

Finding and listening to your sales voice

Your sales voice is a key to your success, find it and then listen to it.

Proactive marketing approach to loyalty

Companies such as Amazon have benefited from taking a proactive approach to marketing.

Creating your own internal mastermind

Are your calls not being returned?

Global sales needs are local sales needs

After a couple of Skype interviews I discovered that, although the US and Poland are about 7,000 km apart, our sales needs are the same.

Are you keeping up with changing times?

It's no surprise the late Steve Jobs' favourite music was written and performed by Bob Dylan and The Beatles.

Pages

Most-read

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.

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.

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.