Author Archive

JEFFREY GITOMER: Easiest way to make a sale? Start at the top!

by Published: August 11,2014

Tags: advertising, Business, Jeffrey Gitomer, Mississippi, PR

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 enter this Frank Lloyd Wright designed building, you’ll be immediately amazed by the rotunda exposing the entire museum. Art is everywhere and a giant ramp wraps around six floors of […] [...]

GITOMER: The ultimate response to ‘I want to think about it.’

When a customer says “I want to think about it” or “I need some time to think it over” it’s one of the most frustrating expressions a salesperson can hear. You feel helpless, or if you’ve been poorly trained, you lapse into some manipulative dialogue that proves you’re both a crappy salesperson and you’re only […] [...]

GITOMER — Twitter webinar firestorm, tweet this!

I  did my first big Twitter group tweet last week. It’s called a “tweetcast.” Three companies – Adly (adly.com), Evolve!, Inc. (evolvesinc.com) and KiteDesk, (KiteDesk.com) – combined resources and invited 22 experts, including me, to tweet the answers to questions as they were posted. The result was a firestorm of tweets, re-tweets, and assorted comments. […] [...]

GITOMER: The NEW TRUTH about closing the sale

by Published: July 10,2014

Tags: Business, Jeffrey Gitomer, marketing, Mississippi, PR

Every salesperson is looking for the fastest way, the best way, and the easiest way to “close” a sale. More than human nature, for salespeople, closing the sale is both a desire and a need. And the results are totally measurable. Either you win, or you lose. There is no second place in sales. Many […] [...]

GITOMER — Really, ‘close’ the sale? Eh, no Sparky. It’s ‘earn’ the sale

It never ceases to amaze me how many people still ask me, “What’s the best way to close a sale?” Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales. It’s not a technique. It’s not a manipulation. It’s not something that you wait until the end of […] [...]

JEFFREY GITOMER — You cannot ignore the present. It’s where your sales are!

by Published: June 20,2014

Tags: advertising, Business, gitomer, marketing, Mississippi

My sales perspective flies in the face of traditional selling. And it’s not just a disruption, it’s the new way of sales. What’s your perspective? Here are seven realities to get your thinking started: FIRST REALITY: Traditional selling is aggressive – telling, pitching, manipulating, and closing. This old-world approach to sales is over and has […] [...]

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 […] [...]

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