Jeffrey Gitomer

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.

The old way of selling is dead.

The 3.5 biggest issues facing salespeople today are:
1. Price integrity.
2. Customer loyalty.
3. Fighting hungry competition.
3.5 Quality, attitude, and belief of the salesperson.

Since my earliest days of personal development study, my mantra has always been "stay a student." I attached an affirmation – a strategy – to that the mantra, "learn something new every day."

"Jeffrey, I speak with many people in organizations that want you to think they are the decision maker when in fact they are not. I have wasted too many emails and follow up on people that can’t help. How do you ask without hurting the relationship you may have built? How do you determine the real decision maker? Steve"

“Thoughts are things” is the title and the first words of the first chapter of the book.

All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement.

Jeffrey, When a client says he or she is “still reviewing their options,” I know you say that's the result of their ability to see the value in my product or service. But how should I respond to this objection without pushing the customer away? Thanks, Gladys

When you're giving your sales presentation, do you really know what the customer is thinking or what they're asking themselves as you're presenting?

Last week I wrote about the big picture of what it would take to attract 1,000 leads, both the philosophy and structure of what would create the attraction. I also talked about all the research I did to find “the best time” to tweet, re-tweet, post, and take other social actions in order to get the full measure of exposure. Turns out no one really knows the best time. Pretty interesting.