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

More reasons why salespeople

should make arrangements to collect their money from customers:

1. You build deeper communication. The truth combined with open communication will deepen the relationship — and the customers respect for you.

2. You have a better understanding of your customers business. By getting into their payment process, new aspects of the customers operation will become apparent.

3. You get a chance to build relationships with other people in the company. You will have a wider relationship chain (know more people in case your main contact leaves or changes jobs).

3.5 You sometimes get the joy of picking up a check. What better joy is there in sales?

Jeffrey Gitomer, 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 He can be reached at 704/333-1112 or e-mail to

c 2005 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer 704/333-1112

Collect GitBit