Author: Jeffrey Gitomer

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.

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.

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