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

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.

I did my first big Twitter group tweet last week. It’s called a “tweetcast.”

Every salesperson is looking for the fastest way, best way and easiest way to close a sale.

It never ceases to amaze me how many people still ask me, “What's the best way to close a sale?”

My sales perspective flies in the face of traditional selling. And it’s not just a disruption — it’s the new way of sales. What’s your perspective?

My sales perspective flies in the face of traditional selling. And it’s not just a disruption; it’s the new way of sales. What’s your perspective?

I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now.

Ben Franklin sought to cultivate his character by a plan of 13 virtues, which he developed at age 20 (in 1726), and continued to practice in some form for the rest of his life.

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