Author: Jeffrey Gitomer

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?

Percentage of sales success. How low can you go?

The cold call is THE lowest percentage sales call, it’s an interruption, it’s a fight, it’s often a lie, it’s maximum sales manipulation, it’s a rare appointment, and a rarer sale. Wanna go from low to lower? Cold calls are made by people who are new to the job and have limited capabilities.

It’s not WHAT are you investing in, it’s WHO are you investing in.

When I say “investing” what one word comes to mind? Stocks? Day-trading? Hot tip? Jim Cramer? Booyah? Well, those are not the words I’m thinking of.

Why don’t more things go my way? Sales Fate.

Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.

More sales are made with friendship than salesmanship

Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”

Closing the sale – the definitive answers you won’t like.

“A – B – C. Always Be Closing.” You may know that line from the infamous sales movie Glengarry Glen Ross where Alex Baldwin plays himself. It’s a throwback sales training line from the 1960’s that manifested itself all the way to the ’80s. The problem with that line is that some people are still using it.

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