Home » Tag Archives: Jeffrey Gitomer

Tag Archives: Jeffrey Gitomer

PHIL HARDWICK — Customers are judging every aspect of every transaction

Once upon a time, I did some research about customer transactions for a company that had an office where customers could come in, sign up for new accounts, make payments on existing accounts and otherwise transact business. My task was to learn more about why customers were coming to the facility to transact business when they could just as easily, ...

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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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