Home » Tag Archives: Jeffrey Gitomer

Tag Archives: Jeffrey Gitomer

JEFFREY GITOMER: The most coveted prize in selling besides a sale … is a referral

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Everyone tells you to get referrals. And most people tell you to “ask” for them. “Don’t forget to ask for a referral.” Horrible strategy. Totally offensive for the most part. Borderline rude. And asking the same customer twice is a death wish. MY DEFINITION OF A REFERRAL: A name and contact information provided proactively by someone you have a relationship ...

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Your prospect will signal you when they’re ready to buy

ADVERTISING word cloud, business concept

Billy, pay attention!” That was your first listening lesson. Probably delivered when you were too young to pay attention. Fast forward 20 something years (or more) and you’re STILL not listening. Your customer is telling you he or she is somewhere between “interested” and “ready” in your sales conversation, and you’re pressing to “overcome” some bogus objection because your focus ...

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JEFFREY GITOMER — The relationship edge … Are you on it, in it, or over it?

Innovation, idea

Beginning a relationship is easy. Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing. In the beginning, all is well. Friendships blossom. Feelings emerge. And life is good. It’s like fast dancing at a bar. You kind of get to know the other person without touching them. Watch them move, see their rhythm, exchange ...

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