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Author Archives: Jeffrey Gitomer

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: Want the sales ‘master’s touch?’ Study them, and do what they did

The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. The book was based on the fact that each one of these master salesmen had one extremely powerful overriding principle or philosophy upon which his or her success was based. For the last two weeks I have presented the first nine masters, ...

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JEFFREY GITOMER: Want to start making an attitude change? Take attitude actions

I define attitude as, “The way you dedicate yourself to the way you think.” Think negative or think positive is a choice and a process. Negative is (unfortunately) an instinctive process. Positive is a learned self-discipline that must be studied and practiced every day. To achieve a POSITIVE attitude, or as I have named it, a “YES! Attitude,” you must ...

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Take an Internet lesson from the big companies

How come the smartest people in the world (CEOs, sales VPs and marketing VPs) are so stupid when it comes to treating their customers like kings and queens online? And how “online smart” are you?  Opportunity Because the business model of big business leaves out “ease of doing business and ease of customer contact,” or the people building their site ...

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Thinking about what the customer really wants

Thinking. Business thinking. You have opportunities to think every day. The big questions are: How do you do it? And, once you’ve arrived at your thought, or your idea, or your response, how do you deliver it? Or better stated, who is the message in terms of? Everyone will tell you to “think things all the way through.” But no ...

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