Author Archive

GITOMER: Tough sales issues, and not so tough (but not so easy) answers

by Published: May 27,2014

Tags: gitomer, sales

The 3.5 biggest issues facing salespeople today are: 1. Price integrity. 2. Customer loyalty. 3. Fighting hungry competition. 3.5 Quality, attitude, and belief of the salesperson. These issues manifest themselves in BOTH lost sales that you could have won and lost profits that you could have earned. Tough questions: • What are you doing to […] [...]

JEFFREY GITOMER — Finding the elusive decision maker. Then what?

by Published: May 9,2014

Tags: advertising, Business, gitomer, Mississippi

Jeffrey, I speak with many people in organizations that want you to think they are the decision maker when in fact they are not. I have wasted too many emails and follow up on people that can’t help. How do you ask without hurting the relationship you may have built? How do you determine the […] [...]

JEFFREY GITOMER: Is it a sales plan or a state of mind that feels support?

by Published: April 25,2014

Tags: Business, column, Jeffrey Gitomer, Mississippi

All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement. The key word is “part.” The plan or the quota is a SMALL part of the achievement process. How the company and leader supports the salesperson and his or her sales effort […] [...]

GITOMER: The customer is stalling. What do I say now?

by Published: April 21,2014

Tags: Business, gitomer, Mississippi

Jeffrey, When a client says he or she is “still reviewing their options,” I know you say that’s the result of their ability to see the value in my product or service. But how should I respond to this objection without pushing the customer away? Thanks, Gladys You are correct that the customer has not […] [...]

JEFFREY GITOMER: The questions that matter most in a sales presentation

When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? I doubt it. You’re too busy trying to sell. Shake the hand. Smile the smile. Show the slides. Talk the talk. Do the demo. Ask the superficial questions. Try the close. Try […] [...]

GITOMER: We are on the path to 1,000 sales leads

Last week I wrote about the big picture of what it would take to attract 1,000 leads, both the philosophy and structure of what would create the attraction. I also talked about all the research I did to find “the best time” to tweet, re-tweet, post and take other social actions in order to get […] [...]

GITOMER: A game plan to generate a thousand social media leads.

by Published: March 21,2014

Tags: advertising, Business, marketing, Mississippi, sales

I have a goal and a plan to attract 1,000 leads in the next 30 days. Six months ago I launched my Gitomer Certified Advisor program. It allows others in the coaching and training field to use my brand and sell my classroom training and my online platform along with their offerings — or by […] [...]

GITOMER: I know you love your business. Do your customers?

What’s the “RAP” on you and your business? What do you mean you don’t know? YOU CREATED IT! Just ask Mother Google. She is standing by with millions of info-bits and info-bites about you and your business that you (or anyone) can have in a nanosecond. For free. What is posted about you (not what […] [...]

GITOMER: Writing my own legacy. One word at a time. Yours?

by Published: March 7,2014

Tags: Business, column, Jeffrey Gitomer, Mississippi

What do you do when you get up every day? Anything to do with your legacy? I doubt it. Here’s a short version of your morning: Shower. Coffee. TV. Get dressed. Check your calendar. Check your email. Check your social media. Maybe even make a follow-up call (or two) or read a few pages. No […] [...]

GITOMER: Online subscriptions offer amazing perks and value

by Published: February 21,2014

Tags: Business, column, Jeffrey Gitomer, Mississippi

Online publications are the rage and the future. They offer amazing value for the publisher, for the advertiser, and for the reader. They also offer more than significant cost reduction for all three players. BACKGROUND: I moved to Charlotte in 1988. I brought as much of the Northeast with me as I possibly could. That […] [...]

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