Author: Jeffrey Gitomer

serious

Are you serious about them? Are they serious about you?

Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.

writing

How important is writing? It’s the key to the locked door of your success!

I’m writing on writing. It’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach.

writing

Writing is Not a Mystery. It’s Your Best Chance to Achieve Mastery

My secret to writing is not complex: I write like I talk.

buy

People don’t like to be sold but they love to buy

Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.

third-grade

How Have You Progressed Since the Third Grade?

I’ve been a professional writer and professional speaker for 20 years. But like you, I’ve been an amateur since the third grade when I talked about what I did on my summer vacation.

satisfaction

Is it satisfied customers you’re after? NO!

I’m sick of customer satisfaction. The worst companies in the world tout the fact that they won some satisfaction award. It’s not just a bad joke. It’s a pathetic statement.

eleventh

The last ten sales will show you the eleventh.

Capture and repeat your success habits. Easy concept. So easy, it’s never used.

sales

Where are You in the Game of Sales? Setting Standards? Or Making Quota?

Please don’t confuse this article as just a tribute to the late, great Wilt Chamberlain. Rather, it’s a commentary on setting standards, breaking records, and the ability to have so much skill that the rules are changed to level the playing field.

eiffel

The Eiffel Tower: An Iconic Monument and A Critical Lesson

How much of your time is wasted criticizing other people, their ideas, or their thoughts? And how could you be investing that time to build your own monument? Your own Eiffel Tower.

value

Value is the King of Sales, and the Queen of Service

Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”

hear

I’m sorry, I didn’t hear you. Could you repeat that?

“I didn’t hear you.” No, you weren’t listening. “Our people need to listen better.” No, your people need to understand WHY they don’t listen.

pitch

It’s not the company. It’s the people in the company. It’s you.

When you walk into someone’s place of business to shop or buy something, what are you expecting?

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