Author: Jeffrey Gitomer

The Prospect Says, “I’m Satisfied with My Present Source.”

Great, just what you wanted to hear. But don’t discourage easily on this one; it’s actually pretty easy to get an opening and begin a relationship if you can get the prospect talking.

The Isolation Process, A Powerful Path to More Sales

Psst — hey ‑c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie to you, sometimes they won’t tell you the real reason why they won’t purchase.

Ask the Wrong Questions, Get the Wrong Answers

The most important aspect of making a sale is also a major weakness of every salesperson: asking questions.

Want to Give The Greatest Presentation in the World?

The old adage is, “It’s not what you say, it’s how you say it.” Wrong. In sales it’s both.

Coming to Your Sales Senses — Part Two

Stop. If you haven’t read last week’s part one of this (mini) two-part series, go get it, and read it now.

Making Sense Out of Sales, and Sales Out of Sense

Your sixth sense. Got one? Your intuition, or gut feelings about something. Your sense of selling. Is there such a thing?

Remember me? I’m the salesperson like all the others.

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity.

Price — the most perplexing issue of sales.

I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson.

Prospects have rules. Follow them to make an easy sale.

When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them?

Running is Like Selling. A Race to the Finish.

I just ran my first race. An 8K (five miles for we anti-metric devotees) road race. I’ve been in sales for 25 years. I’ve been running for six months.

The Winds. The Tides. The Sales Career. They All Change.

A career in sales means adapt to change or die. Changes occur in a sales job every minute.

If you think you’re a professional salesperson, could you prove it to a judge?

Ask anyone in sales if they consider themselves a professional, and the response is an immediate YES. But I challenge you… if you were in court, in front of a judge, could you produce the evidence to prove you’re a professional salesperson?

1 2 3 14