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.
Author: Jeffrey Gitomer
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.”
“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.
The word objection in sales is totally misunderstood. To most salespeople an objection (price is too high, have a satisfactory supplier, we spent our whole budget, yada, yada) is a reason the prospect is not buying and it’s met with dismay and disappointment.
People are ALWAYS asking me how long it takes to become a great salesman (salesperson). I tell them, “59 years and I’m still working at it.”
People are always asking me to conduct a class or write a book about negotiation. And my statement to them is: Why? Negotiation is 100% about price.
Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.
Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.
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.