Sales
Gitomer: Thought dedication. You decide what to think and how to react.
Gitomer hits on the power of a positive attitude and illustrates how attitude can be controlled.
Gitomer: Why hire an athlete? Because they know how to score!
Gitomer explains the benefits of hiring athletes into sales roles.
This place couldn’t survive without me…Not
Jeffrey Gitomer highlights ways sales professionals can hold themselves accountable and continue motivating themselves to succeed with their sales initiatives.
Listening is more profitable than selling
The key to growing your business in the next 12 months is not about your marketing campaign. It isn't about how you craft your sales pitch. It isn't even about the periodic price discounts you offer.
What investment in your business are you really making?
“Return on Investment” in business is predicated on the ability of the company to deliver as promised in product, profit, and its accompanying service.
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The ultimate response to ‘I want to think about it’
When a customer says “I want to think about it” or “I need some time to think it over” it's one of the most frustrating expressions a salesperson can hear. You feel helpless, or if you've been poorly trained, you lapse into some manipulative dialogue that proves you’re both a bad salesperson and you’re only there for the money.
The new truth about closing the sale
Every salesperson is looking for the fastest way, the best way, and the easiest way to “close” a sale.
Ask that statement: For real impact, bake your statements into questions
You're in a first meeting with a new potential customer. It's a pickle processing plant. You sell mechanical and environmental systems to a wide range of commercial and industrial companies.
Sincerity is overrated: It is necessary, but not sufficient
Steve had just been through some trust-based sales training wherein he learned that he should eliminate sales pressure and just try having a conversation with prospects and customers.
