Jeffrey Gitomer
Jeffrey Gitomer
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude.
What makes referrals happen? Your actions, NOT your ask!
I’m angry about the (mis)information offered by “experts” about referrals. I’m not angry that the majority of their information is totally off base and bogus,...
Easiest way to make a sale? Start at the top!
If you’ve never been to the Guggenheim Museum in New York City you’re missing an exceptional experience and an incredible lesson in sales. When you...
Are You a Sales Rock Star, or Just a Member of the Band?
When you hear a boss talk about their BEST salesperson, they often refer to him or her as a “rock star.” It’s the highest praise...
Is It Satisfied Customers You’re After? NO! It’s Customer Loyalty or Nothing
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...
Sales Words and Phrases to Avoid at All Costs!
Create a new way to ask for the sale. My friend Mitchell Kearney is the best commercial photographer in this region. When shooting a subject...
10.5 Rules At the Core of Your Sales Ability
These 10.5 sales rules are at the core of your ability to understand and deal with the prospect. They are short, sweet, and powerful. 1....
5 Sales Tips To Cash In On
You rarely use the sales tips you’re given, even though they’re obvious and may be better than the way you’re selling. REASON? You’re comfortable...
Consultative Selling – The Hardest and Easiest Way to Make Sales
What do you get when you combine a salesperson with a consultant? The most powerful method of selling. Don’t fight the title “Salesperson,” “Sales Representative”...
How to Make Sales To Prospects “Satisfied” With Their Current Source
I’m satisfied with my present source. Well, maybe. The prospect is not waiting by the phone for your call. Most people have what you’re selling...
The Secret to Sales Relationships – Rock, Paper, Scissors
Here’s the rock, paper, scissors game of selling: Relationship is more powerful than price. Relationship is more powerful than delivery. Relationship is more powerful than…
Sales Weapons To Deploy In The War On Your Competition
What’s with the competition? What’s with you? “Competition is healthy!” “There’s plenty of room for everyone!” Huh? Who the hell ever said that? No one…
The POWER of Sales Success is 100% in Your Control
Every salesperson wants to think of him or herself as powerful but, if asked, would have no idea where their power actually comes from. Most...
3 Strategies for Getting Past the Gatekeeper
Three strategies I’ve used personally. Be funny with self-effacing humor. Gatekeeper says, “Can I help you?” I say, “Yes I’m here for my hair transplant.”…
Here is an Example of a Personal Commercial
Let’s say I’m the president of a company that sells advertising specialties… Name. “Hi, my name is Jeffrey Gitomer.” Company Name. “My company is (I’m…
How to Make Sales Calls on Social Media. Kind Of.
Hello Mr. Gitomer, I read your article on LinkedIn in the Daily Herald Business Ledger here in the Chicago suburbs. I am a fan....
The New Breed of Salesperson – A Non–Salesperson
Jeff Chadwick is a new breed of salesman – or should I say non–salesman. For years he worked for Classic Graphics, one of Charlotte’s...
Your Last Ten Sales Will Show You the Eleventh
Start with the initial history question and take it at least five steps deeper: Keep in mind that each initial question breeds different “depth...
The Sales World is Going Mobile. Are You Moving or Standing?
When The Who recorded the song Going Mobile in 1971, they had no idea what the future held, nor that they were the predictors...
For the Love of Sales – Not the Love of Money
Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers?…
The Secret of Lousy Service and Why it Happens.
QUESTION: Why does lousy service occur? ANSWER: Lousy service happens because (big) companies don't understand people OR training. I am amazed at how many times…