Jeffrey, I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff – OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.
Author: Jeffrey Gitomer
On my first official day as boss, Ozzie, our superstar cabinet assembler (main guy in the most important position), came to me and asked for a 25¢ per hour raise. I went to my dad for advice and he said, “Give it to him, son.” So I did. A week later Ozzie returned and demanded another 25¢ raise, and he said he would quit if he didn’t get it. I went back to my dad for advice and he said, “Fire him, son.”
How do you respond to your customer’s words and barriers? The answer is: CAREFULLY, TRUTHFULLY, and with AUTHORITY.
My sales perspective flies in the face of traditional selling. And it’s not just a disruption, it’s the new
gitoway of sales. What’s your perspective?
It never ceases to amaze me how many people still ask me, “What’s the best way to close a sale?” Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales.
When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? I doubt it. You’re too busy trying to sell.
I can’t help it. I read some bad sales advice today and I gotta say something. I’ll try to keep it positive, but my tongue is already bleeding from biting it.
Since my earliest days of personal development study, my mantra has always been stay a student. I attached an affirmation – a strategy – to that the mantra, “learn something new every day.”
I’m challenging you NOT to have your BEST year ever. Rather, have a GREAT year. A great family year. A great achievement year. A great money year. A great health year.