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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
Hours
Cease
Matter
Matters
Amaze
Never
Dollars
Ceases
People
Spend
Thousands
Teaching
Sell
Minutes
Minute
Millions
Sells
Company
Companies

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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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If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune!
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I put myself in front of people who can say yes to me, and I deliver value first.
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Value the relationship more than making your quota.
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Biggest question: Isn't it really 'customer helping' rather than customer service? And wouldn't you deliver better service if you thought of it that way?
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If you want to be the best salesperson, first you must be the best person.
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Trust is not an important element it is THE important element in any LONG TERM success with anyone or any company.
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Failure is an event, not a person. Think of failure as 'it' and not 'me'.
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People who are cocky and arrogant say, 'I know that' and move along. People who are confident and positive ask themselves,' How good am I at that?' and seek to improve
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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.
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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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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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Use your CRM to retain customers.
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Trust is not spoken, Trust is a feeling.
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You can't be a winner if you're a whiner...wiener.
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Resilience is not what happens to you. It’s how you react to, respond to, and recover from what happens to you.
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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?
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A big part of honesty is self-discipline, personal resolve, and taking pride in who you are as a person and what each action means to your character.
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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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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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