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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.

Sales dilemmas can be solved simply

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

Watch out, I’m a man on a mission

CAN you recite your mission statement?  My bet is you can’t.

What do you ask of your people?

‘I WANT my people to be accountable.’ ‘I want our people to be more accountable.’ ‘Our main issue this year is ‘accountability.’

Mackay – all meat without the fluff

I READ Swim with the Sharks Without Being Eaten Alive by Harvey Mackay in 1992. It was a life-changing, and career-changing, book for me, and millions of other readers (hopefully you).

You’ve got to earn your reputation

YOUR reputation precedes you. Your reputation creates or destroys sales. What’s yours?

Apple legend left a basket full of legacy

I never met him, but I knew him. I never talked to him, but he spoke to me often. I never saw him present his creations live, but my vision of him is burned into my brain.

Networking – are you doing enough of it?

HERE’S a question I often get: ‘Where should I network to get the most leads?’ Wrong question.

Is there a webinar in your future?

‘FREE webinar ...’If you’re like me, you get at least 10 of these emails a day.

How to benefit from a mastermind group

THE idea of a mastermind group was put forward and expounded upon by Napoleon Hill in his two classic books, Think and Grow Rich, written in 1937, and How to Sell Your Way Through Life, written in 193

How capable are you of making a sale?

A QUESTION I’m asked all the time is: ‘Jeffrey, what’s the best way to make a sale?’ When I’m asked this question, what the salesperson’s really asking is: ‘What’s the easiest way to make a sale?’

How will you spend your summer break?

I HAVE fond memories of writing paragraphs during the first week of early grade school about how I had spent my summer vacation. You probably do too.  

The golden ticket is within your grasp

THIS article came about because of a spam email I received claiming that ‘excellent communication is the golden ticket’, and all you have to do to get it is give them some of your gold.

Looking for referrals? Here’s some advice

EVERYONE in management will tell every salesperson to ‘ask for referrals’, or ‘don’t forget to ask for referrals’, or ‘as soon as you make the sale, ask for a referral’.

Email rules – are you hitting the mark?

IF your emails are getting deleted or not getting returned, or you’re playing a numbers game (sending 1,000 and hoping for a few random responses), you’re probably also blaming the recipient or the in

Writing a key part of building business

I’M writing on writing; it’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach. 

Getting it right when it comes to writing

MY secret to writing is not complex; I write like I talk. Writing in ‘speak’ makes several things easy.

Fear of rejection is a totally bogus excuse

THE biggest myth in selling is that salespeople quit or fail because they ‘fear rejection’.  Give me a break; fear of rejection is totally bogus.

It’s not chance, you make your own ‘luck’

I WAS walking in the parking lot of my local Starbucks with Gabrielle, my 2-year-old daughter, in my arms, when a guy came over and started to talk to me.

Mission or promise ... or just a lot of hot air?

CAN you recite your mission statement?Come on, you’ve seen it 100 times, maybe 1,000 times.

Get some of that ‘wow’ right now

WHAT is ‘wow’?

‘The basics’ are so late 20th century

‘LET’S get back to the basics’ is arguably the dumbest phrase in sales.

All salespeople face similar challenges

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

Now is the time for you to write

MORE than a celebration of achievement, my 1,000th weekly column marks the celebration of a milestone. Milestones are not goals, they’re journeys.

Want to write a book? Then do it

AT every seminar I give, I ask my audience how many of them would like to write a book. The majority of the audience raises their hand.

Kids are the future, give them a break

KIDS! I don’t know what’s wrong with these kids today!Kids! Who can understand anything they say?Kids! They are disobedient, disrespectful oafs!

Time to finally come in from the cold

WE are in the year 2011 and it’s amazing to me that salespeople are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat trick

Social responsibility: have you got some?

WITH the advent (or should I say onslaught) of social media and business social media, people are finally coming to their senses about what constitutes social responsibility.But few are willing to do

The true test of a sales professional

THE average sale takes a matter of hours. And that’s where 95 per cent of sales training is focused.

Wrongs and rights. How right are you?

SOMETIMES sales go wrong, and when they do, salespeople blame someone or something.‘He wouldn’t return my call’, ‘he took the lowest bid’, ‘he bought from the compe

Objections are not the issue, you are

FOR some reason, over the past 60 days, the word objection has been the prime topic of my email buzz and my customers’ requests.Most objections are either bogus, or they’re stalls, or lies

Fewer mistakes means more sales

THINK about the last 25 sales you didn’t make.What happened?Why didn’t you make them?Did you study the problem, or just blame the symptoms?Symptoms like: couldn’t get an appointment;

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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?

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.

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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.