Home » Author Archives: Jeffrey Gitomer

Author Archives: Jeffrey Gitomer

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

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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