fine lines

Written By Jeffrey Gitomer
@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 gitomer.me.

There’s a fine line between should I ask for the sale or not ask for the sale? Great salespeople always ask for the sale, and NEVER leave without confirming the next step in the sales cycle. If you want it, ask for it.

There’s a fine line between should I leave a message, or not leave a message. Great salespeople ALWAYS leave a message. The reason you don’t want to leave a message is that you have nothing of value to say. You just want their money.

There’s a fine line between when to end “rapport building” and start your “sales pitch.” Great salespeople don’t start talking “sale” until AFTER they have established “friend.” All things being equal, people want to do business with their friends.

Jeffrey Gitomer, author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com

2003 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer o 704/333-1112