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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.

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;

Why are you afraid of social media?

YOU’RE a chicken.Let me correct that. You’re a dumb chicken.

Have you modified your sales style?

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.

How to build better client relationships

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

Communicate your positition effectively

I RECEIVE a lot of emails asking me to solve sales dilemmas.

What motivates you to be successful?

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.

Positive attitude key to driving business

’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.

Want inspiration? Read Napolean Hill

I OWE my positive attitude to Napoleon Hill, author of Think and Grow Rich.

How to avoid the sales brush-off

YOU go through your entire one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times.

Social revolution and your evolution

THE social revolution has changed the way you sell forever.

Dynamic speaking is not an ‘option’

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 world – are you in, or out?

 SOCIAL media has changed the world.Let me clarify that statement. Social media has changed your world.

Are you making the right connections?

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.

Hit the ground running in 2011

NEW Year’s resolutions are a pain.

Will 2011 be the year of rebound?

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.

Death of a salesman. How alive are you?

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.

What is it you are really ‘negotiating’?

PEOPLE who want to negotiate your price are, in reality, negotiating your profit.

Want a new business plan? Get on board

I HAVE no business plan. I have no spreadsheet with five years’ of projected earnings.

Emotion and logic face off in sales

SALES are made emotionally, and justified logically.Some people are ‘heartstrong’. Some people are headstrong.

A new perspective on winning/losing

SIMON has autism. Simon loves to win. Actually Simon needs to win, and thrives on coming first.

Getting on track with a little Q&A

I RECEIVE lots of emails asking to solve sales dilemmas.

Folly to fear the power of Twitter

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

Q4 is no different to any other Q

I’M getting all sorts of SOS calls and emails asking advice for what to do in Q4.

Time to celebrate? See you in Vegas

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 old ways don’t work any more

THE time for systems of selling has passed. The time for sales manipulation has passed. The time for ‘finding the pain’ has passed.

Want more? All you have to do is up-sell!

WALKING through Seattle’s Pike Place Market (where the inspiration for the book FISH!

How do I make genuine sales now?

SALESPEOPLE are desperate to sell something – but customers want to buy.

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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.

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.

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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.