Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at


Here are a few of the tips – I hope they inspire you to think and take some new (better) actions:

If YOU don’t care, neither will your client.

I find that being curious and genuinely interested in people has helped me grow my business and develop stronger relationships. It has also helped me to expand my professional networks.

Sales is not about selling. It is about relationships.

Make The Call!

Always tell the TRUTH.

Alter the way you interact with each and every person, but never change who you are!

My 2nd favorite 4-letter word is SOLD….my 1st is PAID

Make doing business with you EASY….No Non-sense..No Rules…

Just do what you say you are going to do.

Don’t sell anything you wouldn’t buy yourself.

Do It Now….Not Tomorrow, Not Later, Not After Your Coffee, Not After You Check Email…Do It Now. Be Known For Your Superfast Response.

My best sales tip is “protect the base” – after I’ve met a prospective or current existing client, I’ve been writing a handwritten note expressing my gratitude indicating that I realize they have a choice in buying supplies, but I thank them for choosing my company. Call me old fashioned, but it separates me from the rest…

My motto – NO PROBLEM! – no matter what! People do not want to know why something cannot be done, they just want it fixed – repaired – made like new – without any excuses – period. The better, faster, and with understanding of there point of view, the stronger your relationships with your customers will be.

SMILE and mean it!!!!!!!

When you work hard consistently, the numbers will take care of themselves.

Be Prepared! Know your client and their competition!

Never get complacent. Challenge yourself to be better. I asked my top salesperson after a really successful week if she was happy with the results. She said “no”. That is why she is my top salesperson.

My best sales tip is to approach sales the way you desire to be approached.

Loose lips sink ships. I’ve seen more salespeople talk themselves OUT of a sale then into one.

I work in the hotel industry and my competition is all around me. What sets me apart from people is that I LOVE MY JOB!

It’s all about the customer, stupid.

Speak THEIR language and you will get far!

I say to each client, “I am here to give you as much information as you need in order for you to make a completely informed decision.”

Confidence speaks louder than words.

Sales is a simple concept: help people like you would want to be helped.

I don’t bring any of my tools, bags, computers, etc to the door when talking to my customers. This forces me to build a rapport, and ask questions, with the customer, and takes away the “crutch” that I have in my bag. It’s proving to be an excellent way to gain sales, because it allows me to build the trust that is needed before I get into the details of the sale.

Do your homework to EARN the right to have a conversation.

It’s difficult to take back a first impression!

Create a following by never following.

Print out your client list/call list, then turn your computer off and pick up the phone. No email you send is going to be as good as the call I am going to make.

Your customer is your real BOSS! Act accordingly.

Be. The. Best.

Only present ideas to your clients that you would buy yourself.

Be sincerely excited.

Tailor your offer to their exact needs.

Get together with your clients when your competition is sleeping. Early Morning! And LISTEN!

Your competition never sleeps, neither should you!

Make them laugh. If they laugh with you, they will buy from you!

LOYALTYLOYALTY… yourself, to your customer, to your company, to your product.

Be yourself, be honest, and be a friend.

Don’t be like everyone else.

If it’s broke, you can’t break it anymore … don’t be afraid to call on past customers that told you to “get lost” They may change their mind and what’s the worst thing that could happen?

Excuses are for losers.

Your phone is not going to ring by itself. You have to get off your butt and make it ring.

Make a friend before you attempt to make a sale. People buy from their friends.

Love what you sell. Love it like you made it yourself. Love it like it’s difficult for you to part with.

Help them buy.

Vince Lombardi once said, “You are what your scorecard says you are.”

SPEAK their page. STAY on their page. SHOW them their page.

Want to make more sales? Answer the phone before your store opens and after it closes. I have made many appointments and sales just because I didn’t let the answering machine take the call. Try it!

Give more in value than you take in money.

The longer I live, the more I realize the impact of attitude on life.

I close the deal with the assumption that they have already chosen me, it is only a matter of what time to be there to go over the agreement. My clients really are happy to be done with their fact finding and are secure in the fact that someone confident in their skill is empathetic to their challenges.

Mail a thank you note to each customer after each sale, even the little ones.

I do my best for my customers before my competition steps in and does it for me!

Introduce your customers to one another. Get them talking. Find commonalities. Get them away from the office. It pays big dividends.

Refer customers to them!

Learn enough about your ‘probable purchaser’ to be able to generate creative ideas that will help them successfully build their business – and then call them up and invite them to meet in-person, so that you can share those ideas. (No strings!) If the prospect likes you and likes your ideas, you will be the obvious choice to help them execute their plans.

The best time to sell is right after a sale!

Fundamentals never change. Don’t try and re-invent the wheel, just make sure yours is properly inflated a ndwell balanced, and keep it rolling.

I have been sending personal video emails for two years and have made more money because my clients know me through the power of video.

A repeat sale is 1000 times easier to make than a new sale.

You can’t help but be successful when you help your customer succeed!

Don’t talk benefits and features….TALK OUTCOME!!!!

Don’t SUCK!

You must make an impression, so there can be a second!

Quit whining.