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It never ceases to amaze me that companies will spend thousands of hours and millions of dollars teaching people 'how to sell,' and not one minute or not $10 on 'why they buy.' And 'why they buy' is all that matters.

Jeffrey Gitomer

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Jeffrey Gitomer
Age: 78
Born: 1946
Born: February 11
Author
Businessperson
Journalist
Writer
West Palm Beach
Florida
Millions
Sells
Company
Companies
Hours
Cease
Matter
Matters
Amaze
Never
Dollars
Ceases
People
Spend
Thousands
Teaching
Sell
Minutes
Minute

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I believe that a smile is the attribute of a positive attitude, both for yourself and the perception of others.
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Most salespeople are half prepared. They know everything about their company and their product. They know nothing about their prospect.
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The biggest reason that positive endings don't happen is because employees are trained on policies and rules rather than principles.
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Sell yourself before you try to sell your company or your product.
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Trust is not spoken, Trust is a feeling.
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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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Great people have great values and great ethics.
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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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Satisfied customers are apathetic. Loyal customers will be your advocate.
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If you are going to leave message, you have to be able to give enough value or reason to get your voice mail returned.
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If you're not convinced, how can you convince others?
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I graduated from high school in 1963. There were no computers, cell phones, Internet, credit cards, cassette tapes or cable TV.
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Mistakes in judgment are the best teachers in the world, and if you choose to learn from them then you will begin to trust yourself and understand that, correct or incorrect you were decisive and moved on.
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Home Depot knows 'the more they help, the more they sell'-oh by the way, for the 'bottom liners' who disagree-it's also vice-versa.
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If you want to be the best salesperson, first you must be the best person.
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If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune!
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Make everyday as productive as the day before you go on vacation.
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Before you can get what you want, you have to know what you want,and make a game plan to get it
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Lunch should consist of at least 1/3 relationship building talk. If you don't have time for business talk, it was a very successful lunch.
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Create a story of WOW that will be retold.
Jeffrey Gitomer