Author: Jeffrey Gitomer

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.

The New Breed of Salesperson. A Non-Salesperson.

There’s a new type of salesperson emerging. They’re steeped in product knowledge and practical problem solving capability.

Got sales goals for next year? Here’s how to achieve them.

Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year?

Dancing with the Competition? Watch your Step.

Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it’s best to know all you can about them, respect ’em, and always carry a snake bite kit with you – just in case.

Got sales goals for next year? Here’s how to achieve them.

Are your goals established for next year? Are they written down? If not, next year you’ll likely be where you are today.

Are You Committed to be a Sales Crusader

Is your sales income what it should be? Want to double it?

“I have to talk this over with my…” Uh oh.

You didn’t qualify the prospect very well, did you? OK, what do you do now?

Elements of a Cold Call That Can Make Them Hot

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call.

19.5 Characteristics of Sales Career Failures

Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach.

Easiest Way to Make a Sale? Top-down selling!

What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.

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