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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: Wanna be a sales master? Study other sales masters!

The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. Yes, there were women in the book, but in those days, “men” was the universal gender. Today, it’s quite the opposite. The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or ...

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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: What can you do to get better? Follow the masters

What can you do to get better? Follow the masters. I began this year in retrospect by reading a 60-year-old book on the masters of selling. 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 salespeople had one ...

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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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Who’s afraid of social media and social networking? You are!

You’re a chicken. Let me correct that. You’re a dumb chicken. You’re out in the middle of the road, pecking for scraps of food, and an 18-wheeler is about to run you over. LET ME EXPLAIN: Business social media has created the biggest chicken farm in the history of mankind. But you’re chicken to get involved with, or participate in, ...

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If you are using a ‘system of selling,’ ask why

From an e-mail: Why should one never use a sales system?  I’m guessing you think it takes the individuality out of the pitch. David.  Over the years there have been hundreds of selling systems, all designed to increase sales. I don’t use them, I don’t teach them and I don’t believe in them.  Find the pain. Create the deficit. Create ...

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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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Training you never knew you needed, but desperately do

I had this question from a reader recently: Where should I take my next week of training? Salespeople often make the fatal mistake of investing in more “sales” training. Why? If you’re going to take a week of training, and you already have sales fundamentals at your control, and you’re a regular reader of sales books, it’s time for you ...

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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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