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Tag Archives: gitomer

JEFFREY GITOMER: The proposal and the sale are miles apart

Sounds good, send me a proposal.” How many times have you heard that? Too many. So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). Or do you? REALITY: The sale should be solidified BEFORE the proposal is written. Your proposal should be the essence ...

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GITOMER: Do you have the character and characteristics of sales success?

Here is list of sales success characteristics. They represent the elements of what will make a salesperson successful. But here’s the secret – before you make judgments about others and how they compare to the list, FIRST judge yourself. Measure yourself against the elements that make salespeople who they are, and successful at what they do. And for those of ...

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JEFFREY GITOMER — Lost on the road to success? Ask Jim Rohn for directions

Sales sick? Take two Jim Rohn (lessons) and call me in the morning. One of my most respected life influencers was Jim Rohn. Considered by many (me included) to have been America’s foremost business philosopher, he impacted millions of people with his words of wisdom. Here’s a testimonial from someone he influenced, “Jim Rohn, my first personal development teacher, always ...

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JEFFREY GITOMER — The BIG secrets of enthusiastic emotional engagement

What is engagement? Better stated, how can you engage other people to become interested in you and your product or service? Dale Carnegie (How to Win Friends and Influence People) says by becoming genuinely interested in them. And he’s partially right. The reality, and the secret of engagement is that BOTH people must be mutually engaged and mutually interested, and ...

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JEFFREY GITOMER: How is your ability to make the sale?

“Jeffrey, what’s the BEST way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?” EASY ANSWER: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option. REAL ...

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Becoming referable is a matter of earning, not asking

A good friend gave me a book about building your business through referrals. The author believes, “The best marketing strategy is to be referable.”  He is correct. He writes, “Referability means that your very best clients and customers are continually cloning themselves — continually introducing you to those like themselves or better than themselves.” Well, kind of — but not ...

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JEFFREY GITOMER: 3.5 BIG Questions and 3.5 BIGGER Answers

1. How come people don’t call me back? People not calling you back is not a problem, it’s a symptom. Here are some of the real reasons people don’t call you back: 1. Boring message. 2. Insincere message. 3. Sales message not a value message. 4. Self-serving message. 5. No humor employed. 6. Non-compelling message. How should you leave a ...

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

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 been for more than a ...

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

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 but what may benefit others ...

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