Tag: gitomer

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.

attitude

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?

value

Thinking about what the customer really wants. And delivering!

You have opportunities to think about your business growth and your sales growth every day. The big questions are: how and when do you do it?

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