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

Change is coming. Do you have fear or joy? Worry or positive anticipation?

A good friend gave me a book about building your business through referrals. “The best marketing strategy is to be referable,” the author writes. He is correct.

“America’s Twelve Master Salesmen,” written and published by B.C. Forbes & Sons in 1953, was based on the fact that each of these master salesmen had one powerful, overriding principle or philosophy upon which success was based.

“America’s Twelve Master Salesmen” was written and published by B.C. Forbes & Sons in 1953. Yes, there were women in the book, but in those days, “men” was the universal gender. Not so today.

I began this year by reading a 60-year-old book about the masters of selling. The book, "America's Twelve Master Salesmen" by B.C. Forbes, was written in 1953.

The prospect tells you, “I only need one more approval and the order is yours.”

What is engagement? Better stated, how can you engage other people to become interested in you and your product or service? Dale Carnegie (“How to Win Friends and Influence People”) says by becoming interested in them. And he’s partially right.

I define attitude as "The way you dedicate yourself to the way you think." Thinking negatively or thinking positively is a choice and a process.

Got attitude? “YES!” you all scream.

Having attended several networking events lately, I have heard the terms “lead” and “referral” bandied around.

Jeffrey: I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff — OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.

Josh Coffy is a world-class Twitter expert.

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