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

I am focusing away from having your best year ever and zeroing in on having a great year. For the past few weeks I have given you a list of 21.5 ideas that will drive the year’s results, and elaborated on several of the elements.

Everyone wants to have a great year, and many start with a flurry. The problem is that many can’t keep up the momentum or maintain the dedication to make “great” a reality. The health clubs and gyms are already less crowded.

How’s it going? I mean this year so far? Accomplishing what you thought you would? On the path of amazing achievement? Or are you stuck in neutral or worse, reverse?

I’m challenging you not to have your best year ever. Rather, have a great year. A great family year. A great achievement year. A great money year. A great health year.

Here are a few more sales, business and life answers that can help you make more sales today, and help you build a personal brand and reputation forever.

1. How come people don’t call me back?

How do you respond to your customer’s words and barriers? The answer is: carefully, truthfully and with authority.

What are your social goals this year?

New Year’s resolutions are a pain. Lose 20 pounds. Eat better. Get in shape. Join the gym. Run three miles a day. Stop smoking. Stop drinking. Stop (fill in the blank).

Happy New Year! Or … is it?

Let's see, there's summer, fall, winter, spring and uh, jolly. For the uninformed, the jolly season started around Thanksgiving and goes all the way until Christmas. Or what used to be called Christmas. Now it’s called the holiday season, to make certain that no one is offended.

About 95 percent of all salespeople try to fit their sales day into a normal workday. They want their day to be from 9 to 5, maybe from 8 to 5, maybe even from 8 to 6, but very little before that or after that.

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