Commentary

Jeffrey Gitomer

Jeffrey Gitomer is the author of The Sales Bible and The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com

Sales Moves

Return on Investment (ROI) in business is predicated on the ability of the company to deliver as promised in product, profit and its accompanying service.

Ever leave a tip?

I read a report recently stating that 70 percent of all sales systems and sales initiatives fail. I have no idea who created that number (personally, I use 74 percent for all my statistical reports), but the point is clear.

I'm spending the day at Marché aux Puces, the antique flea markets of Paris. Also known as the Puces or MAP, it contains 14 named market areas that offer an authentic and one-of-a-kind atmosphere. The market, steeped in history, brings together antique dealers, designers, artisans, artists and customers from all over the world.

Here are a few questions to get your social sales juices flowing:

I see, therefore I learn.

I sat in a Jim Rohn seminar one day in 1995 and heard him say, “Formal education will earn you a living. Self-education will earn you a fortune. You decide how much of a fortune you want to earn by how willing you are to self-educate.”

Everyone tells you to meet with the decision maker. Everyone tells you to meet with the CEO.

If you’ve never been to the Guggenheim Museum in New York City, you’re missing an exceptional experience and an incredible lesson in sales.

Have you ever thought about the way you think? How do thoughts just pop into your head? How do you create an idea?

Jeffrey: As you suggest, my company is going to start filming client video testimonials. There will be some clients we would not invite to give a testimonial due to their less than stellar reputation in our community. What is the diplomatic response to such clients if they ask, "How come you didn't ask me to do a testimonial?" — Leonard

“I want to think about it” or “I need some time to think it over” are the most frustrating expressions a salesperson can hear from a customer. You feel helpless, or if you've been poorly trained, you lapse into some manipulative dialogue that proves you’re both a crappy salesperson and you’re only there for the money.

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