Jeffrey Gitomer is an American author, professional speaker and business trainer, who writes and lectures internationally on sales, customer loyalty and personal development.
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 average sale takes a matter of hours. And that’s where 95 per cent of sales training is focused.
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
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
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;
YOU’RE a chicken.Let me correct that. You’re a dumb chicken.
IN my early, intensive days of learning sales and attitude (1972-1973), I was taking a four-hour sales and attitude training class every day from 8am-noon.
HERE’S the rock, paper, scissors game of selling: relationship is more powerful than price; relationship is more powerful than delivery; relationship is more powerful than quality; and relations
I RECEIVE a lot of emails asking me to solve sales dilemmas.
THINK about what have you learned from your father and mother. Their wisdom has been the foundation of your philosophy, your belief system, your personality, and your achievement.
’M in Las Vegas, home to nine of the 10 largest hotels in the world. Each hotel competes against the others for huge contracts. Business meetings. Conventions. Super Bowl. New Year’s Eve.
I OWE my positive attitude to Napoleon Hill, author of Think and Grow Rich.
YOU go through your entire one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times.
THE social revolution has changed the way you sell forever.
I GIVE more than 75 presentations a year at annual meetings and sales meetings. There are always other presenters – CEOs and VPs of everything from finance to marketing.
SOCIAL media has changed the world.Let me clarify that statement. Social media has changed your world.
I’M in Las Vegas at The Venetian having coffee at Espressamente Illy where they serve (arguably) the world’s best coffee. At the bar, I noticed someone obviously not from America.
NEW Year’s resolutions are a pain.
NEXT year might be the year. If it is, will it be yours?Australia’s economy is travelling along pretty well, and in the US it appears as though the economy is gaining a little momentum.
SLATE Magazine recently published an article about the ever-increasing number of disappearing salespeople. The headline read, ‘Death of a salesman. Of lots of them, actually.
PEOPLE who want to negotiate your price are, in reality, negotiating your profit.
I HAVE no business plan. I have no spreadsheet with five years’ of projected earnings.
SALES are made emotionally, and justified logically.Some people are ‘heartstrong’. Some people are headstrong.
SIMON has autism. Simon loves to win. Actually Simon needs to win, and thrives on coming first.
I RECEIVE lots of emails asking to solve sales dilemmas.
I ASKED an audience of 200 mature salespeople and sales managers how many of them had a Twitter account with more than 500 followers.Two people raised their hand; I was one of them.I couldn’t be
I’M getting all sorts of SOS calls and emails asking advice for what to do in Q4.
I GO to Las Vegas 20 times a year when the economy is normal – 10 times a year over the past two years.Times are not normal.But I’m here this week delivering four seminars in three days.La
THE time for systems of selling has passed. The time for sales manipulation has passed. The time for ‘finding the pain’ has passed.
WALKING through Seattle’s Pike Place Market (where the inspiration for the book FISH!
SALESPEOPLE are desperate to sell something – but customers want to buy.
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.
There’s a raft of online resources available to increase your profile and grow your ‘outreach’.
I recently received an email from a copier salesman in New York City; in fact the top rep in the country.
The words your manager uses, and the actions that follow, provide an insight into the type of leadership they’re offering.
© Business News 2019. You may share content using the tools provided but do not copy and redistribute.