Author: Jeffrey Gitomer

Finding out “why” is easiest after you lose the sale

The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.

Objection Prevention. A New Way to Enjoy Safe Sales.

There are no new objections. You’ve heard them all before.

The Elusive Hot Button – How Do You Find It?

All sales training includes this line: “If you want to make the sale, be sure to push the prospect’s hot button.” Great, where’s that?

Ray Leone eats dessert first. So should you!

“Don’t start your presentation until the customer agrees to buy,” says Ray Leone. WOW. That’s power if you can pull it off.

Developing strategic referral alliances. WOW!

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust.

The Home Court Advantage. Are You Using it to Make Sales?

The average professional sports team wins more than 75% of the games they play on their home court. That’s a pretty high winning percentage.

From Mindful to Mindset, Part 2

MINDSET is preceded by MINDFUL. Mindful, or self-mindfulness, is the first, and most important step to your mindset.

The Secret Code to Mastering Mindset

The personal development buzzword for the last decade or so has been MINDSET. Here’s a bit of history and explanation…

Would You Like To Buy Some Girl Scout Cookies? I Did!

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is seven.

Can’t Close the Sale? Whose Fault is It?

Are you blaming the prospect when you can’t close? Are you telling the boss it’s the prospect’s fault that you can’t set an appointment, or they won’t order now?

Don’t Dread Cold Calls, Laugh Them Off.

You will no longer dread the dreaded cold call after you read this column several hundred thousand times.

There are 100 Billion Customer Types. Go Figure.

There are billions of “Customer Types.” Want to sell them all? You can do it in five words: Look, Question, Listen, Harmonize, Practice.

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