Jeffrey Gitomer

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale.

Approach a Referral Right and Reap.

Jeffrey Gitomer

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5

Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless.

The Home Court advantage. Are you using it to make sales?

Jeffrey Gitomer

The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage. If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? YOU CAN! Sales games are no different than sports games.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

The Secret of What Creates a Positive Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 2. MINDSET is preceded by MINDFUL. Mindful, or self-mindfulness, is the first, and most important step to your mindset. Positive outcomes start with MINDFULNESS, not MINDSET.

Don't Dread Cold Calls, Laugh Them Off.

Jeffrey Gitomer

You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling.

I was in the neighborhood and thought.

Jeffrey Gitomer

The "Drop–in" visit. You go to a valued customer without an appointment and say, "I was just around the corner and thought I'd stop by.". Do you do it? Can you successfully pull it off? Will the customer be willing to see you? Or will he be "tied–up, busy or in a meeting?".

The Secret Code to Mastering Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 1. The personal development buzzword for the last decade or so has been MINDSET. Here’s a bit of history and explanation…. NAPOLEON HILL is the grandfather of MINDSET.

Looking to make more sales? Maybe it's in the cards!

Jeffrey Gitomer

Hand written notes and cards are the rage. When I get one, it's usually for something special I've done for someone, or an appreciation for business. I always save them. It feels good to get them, and I have a better feeling for the person who sent the card.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

The Sales Letter Will Work if You Get it Write.

Jeffrey Gitomer

How important is a sales letter/email? Presentation Skills

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Dancing with the Competition? Watch your Step.

Jeffrey Gitomer

How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man.

Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

8.5 Qualities of a Sales Leader. How Many Have You Got?

Jeffrey Gitomer

Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade.

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Great views from the Summit -- the Sales Summit, that is.

Jeffrey Gitomer

What makes sales happen in the real world? A few weeks ago I asked you to send me your best sales idea or philosophy. I want to share a few of the ticket winning responses from fellow sales professionals: Show–up. When the bell rings, be there. Bob McWaters, regional partner of ReMax).

Post-it Note your way to achievement.

Jeffrey Gitomer

People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down.

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Call Me in 6 Months - A Polite Way of Saying No

Jeffrey Gitomer

Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time). Objections

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

There are 100 billion Customer Types. Go Figure.

Jeffrey Gitomer

Selling is not about defining the type of buyer you're facing. There are a millions of types of buyers. Ever see those "four types" of buyer things? The Driver. The Amiable. The Idiot. The Big Idiot.

When you answer a prospect's question, avoid two words - Yes and No.

Jeffrey Gitomer

When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question. Asking Questions

Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh.

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Can't Close the Sale? Whose Fault is It?

Jeffrey Gitomer

Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now?

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Got sales goals for next year? Here's how to achieve them.

Jeffrey Gitomer

Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year? Are they written down? If not, next year you'll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there.

The Elusive Hot Button - How do You Find it?

Jeffrey Gitomer

All sales training includes this line: "If you want to make the sale, be sure to push his hot button." Great, where's that? It's within plain sight, it's within asking distance, it's within listening distance. All you have to do is be alert. Pushing the hot button only works if you can find it.

Are you Committed to be a Sales Crusader?

Jeffrey Gitomer

Is your sales income what it should be? Want to double it? Take 30 minutes and read something about The Crusades. They were much more than a religious war. The Crusades were about people going after what they believed in.passionately. They did it regardless of the hardship and risk. Do you?

It's that time of year: “Call me back after the holidays.”

Jeffrey Gitomer

"Call me after the holidays" is the second most-heard objection in sales. First being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Learn to listen in two words.Shut up!

Jeffrey Gitomer

It's amazing how much you can learn by just keeping quiet. People think you're smarter if you're quiet. When you keep quiet, people will often ask if everything's OK. Listening

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Salesperson leaving the company? Commissions due?

Jeffrey Gitomer

Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired.

Elements of a Cold Call That Can Make Them Hot.

Jeffrey Gitomer

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works. Cold Calling

Customer Complaints Breed Sales If You Handle Them Correctly

Jeffrey Gitomer

The customer is always right. Except when they are wrong, which is most of the time. In sales right and wrong don't matter. Objections

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

What Happened Last Year? And What's the Goal for the New Year?

Jeffrey Gitomer

It's interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that's ending. They also want to know what you have resolved to do new and better next year.

You are now under my power (statement).

Jeffrey Gitomer

What is a power statement? Closing

I Need Home Office Approval Before I Can Buy. NOT!

Jeffrey Gitomer

More than half the time you hear the line, "I need home office approval," it's a lie. A stall tactic that frustrates and deceives. The challenge this objection presents is to find out if it's the truth (or true objection). Objections

If you think you're a Professional Salesperson, could you prove it to a judge?

Jeffrey Gitomer

Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you.if you were in court, in front of a judge, could you produce the evidence to prove you're a professional salesperson? Personal improvement

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2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.