Author: Jeffrey Gitomer

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.

Learn to listen in two words…Shut up!

It’s amazing how much you can learn by just keeping quiet. People think you’re smarter if you’re quiet. When you keep quiet, people will often ask if everything’s okay.

You Are Now Under My Power (Statement)

Power statement: a statement that makes your product or service outstanding, understandable, credible (incredible) and buyable. A (non-traditional) statement that describes what you do and how you do it in terms of the customer and his or her perceived use or need for what you’re selling.

After The Show Is Over, How Do I Follow Up?

After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.

The 30-Second Personal Commercial – How to Write It

When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects. Your commercial is the ability to provide information to create interest and response from prospects. It is the prelude and the gateway to a sale.

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

If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening.

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