Quote

Most salespeople are half prepared. They know everything about their company and their product. They know nothing about their prospect.

Jeffrey Gitomer

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Jeffrey Gitomer
Age: 78
Born: 1946
Born: February 11
Author
Businessperson
Journalist
Writer
West Palm Beach
Florida
Everything
Salespeople
Nothing
Prospect
Preparation
Product
Prepared
Products
Company
Half

More quotes by Jeffrey Gitomer

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It seems to me that it's actually harder to invent excuses than it is to get a sale.
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Take your job seriously, BUT don't take their complaints personally. If you take it personally you'll get upset and lose your edge. If you take it too personally, you'll lose your edge and your job. If you take it seriously -- it's you with them. If you take it personally, it's you against them. What steps can you take to ensure keeping your cool?
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Go to humorous events at comedy clubs and watch laughable movies.
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If you're not convinced, how can you convince others?
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Positive attitude is the foundation of your life - and the determining factor of your ability to serve.
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You don't earn loyalty in a day. You earn loyalty day-by-day.
Jeffrey Gitomer
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Trust is even more important than love.
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Memorable customer service can only take place in a human-to-human situation.
Jeffrey Gitomer
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Being honest when you're dealing with others is easier to do because your honesty is on the table for all to view...Being honest with yourself is more difficult because you only have to justify it in private where no one can see it.
Jeffrey Gitomer
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The best way to do business with a liar is confront them with the truth. Tell them that you do business as a partner. If your lying customer still can't see the light, tell him that you may not be the best choice for business, and that you think you have someone that can serve him better. Then, refer him to the competitor that you hate the most.
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Make everyday as productive as the day before you go on vacation.
Jeffrey Gitomer
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Next time someone tells you 'never,' remember that means 'not for at least one hour.'
Jeffrey Gitomer
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People will try to rain on your parade because they have no parade of their own.
Jeffrey Gitomer
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Negative people are worse than negative occurrences. The argument is over in ten minutes - the person may hang around for years.
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Create a story of WOW that will be retold.
Jeffrey Gitomer
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Loyalty is earned with friendliness, responsiveness, ease of doing business, fair value, and the good feeling customers get when they call you, visit you, or interact with you.
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Attitude, humor and action (persistence) will whip fears and rejection. Fear of failure doesn't exist, if you believe it doesn't.
Jeffrey Gitomer
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Be friendly first. Service starts with a friendly person with a friendly smile, who offers friendly words first. How friendly are you?
Jeffrey Gitomer
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Improve writing skills: 1. Keep paragraphs short. 2. Use bold and CAPS to make points. 3. Start with a question or short statement. 4. Give me meat in the middle. All meat. 5. Make me smile, think, or act at the end.
Jeffrey Gitomer
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If you want to be the best salesperson, first you must be the best person.
Jeffrey Gitomer