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JEFFREY GITOMER: Salespeople have questions; Jeffrey has answers

I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most important) your sales thought process right now. Jeffrey, Years ago I took your advice to get into Twitter for my business. What do […] [...]

JEFFREY GITOMER: A penny saved is a penny earned. Or is it?

by Published: June 6,2014

Tags: Business, gitomer, marketing, Mississippi

Ben Franklin sought to cultivate his character by a plan of 13 virtues, which he developed at age 20 (in 1726), and continued to practice in some form for the rest of his life. His autobiography lists his 13 virtues as: 1. Temperance. Eat not to dullness; drink not to elevation. 2. Silence. Speak not […] [...]

JEFFREY GITOMER — Old way or new way? Only one way works. My way.

by Published: May 30,2014

Tags: Business, column, marketing, Mississippi, sales

The old way of selling is dead. The only people who don’t know that are other sales trainers, recently released old-world sales tactics books that are still trying to convey old messages, and several million salespeople still trying to cold call, pitch the product, overcome objections, and close the sale. Don’t forget their managers who […] [...]

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 […] [...]

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