Tag: gitomer

objection

If you think the word “objection” is still in sales, think again

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.

long

How Long Does It Take? Am I There Yet?

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.”

Got Negotiations? Why? Who wins?

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.

fail

People don’t fail. Oh, wait. Yes they do.

Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.

beginner

Every great salesperson was once a beginner

Yes, I’m somewhat successful now, BUT I didn’t start with thirteen best-selling books. I started by writing one 750-word column. Actually, I started studying sales in 1972. And made sales for 35 years.

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.

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