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Tag Archives: Jeffrey Gitomer

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 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 BOTH ...

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JEFFREY GITOMER: What’s your ‘type’? Mine is ‘sales successful’

Everybody talks about “types” of people, in order to try and figure them out. Salespeople are all taught to mirror, model, and type their prospective customers. Big mistake. My opinion: total manipulation. Total joke. Total waste of time. The key word is harmonize. Not mirror or model. Harmonize is sincere. Mirror or model is manipulative. Get to know them as ...

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JEFFREY GITOMER — What is the key that unlocks the sale?

Is there a one word answer to making more sales happen? YES! Probing? Listening? Presenting? Talking? Assessing? Pain? Objections? Closing? Manipulating? The key to selling is not probing, listening, presenting, talking, assessing, pain, objections, and especially not manipulating. The key that unlocks sales is harmonizing. But you’d never know that from most salespeople’s actions. Selling is about understanding the other ...

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

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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