Author: Jeffrey Gitomer

Can You Close a Sale in Five Questions?

Questions breed sales. Using questions to find facts is critical to creating an atmosphere in which a sale can be made. Sales solutions are easy once you identify the prospect’s problems.

Networking is Getting Known by Those Who Count

Anne Boe, a brilliant, award winning speaker, recently led an audience through the psychological barriers of networking avoidance, and seemed to empower the audience with thought provoking statements that had people leaning into her words. And humor that had them laughing to a point of applause.

Where and When to Establish Buyer Confidence

The prospect won’t buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.

When you answer a prospect’s question, avoid two words – Yes and No

When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.

No Soliciting Signs… How to Get Around and Through Them

No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.

If You Would Do It Later – Why Wouldn’t You Do It Now?

Are you in the field or do you lead the field? Your innovative proactive actions will determine your fate. And your field position. Be first.

When You Walk in Empty Headed, You Walk Out Empty Handed

How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?

To Bid or Not to Bid? That is the Question

Many companies have become smart buyers, but many have become too smart. They’ve refined the buying process so far that they have precluded the words “quality” and “value” from the buying process AND they have taken the words productivity, ease of use, and morale out of the delivery process.

This is Not a Resolution, It’s an ALL OUT Resolve!

Whatever your age, you’ve made resolutions, you’ve made goals, and often fall short of the stated objective and/or desire. Drop resolutions, they’re always painful. Drop goals, they’re often unmet.

Santa Claus and Google. The Same or Just a Coincidence?

After nearly 60 years of a wavering belief in Santa Claus, I have come to a major AHA! Santa Claus is actually Google.

Fear of Rejection is Bogus

I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.

What Do You Do EVERY DAY to Build Attraction and Brand?

PERSONAL REALITY: You wake up, shower, shave (M), put on makeup (F), brush your teeth, and comb/fix your hair (if you have any). Every day like clockwork. Those are personal habits. Rarely (if ever) missed. What about business habits?

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