Jeffrey Gitomer’s Sales Inspiration

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Making people smile is a major key in selling.

The prospect may not be interested in hearing about your stuff,

but they’re always looking to smile or laugh.

If you can make ’em laugh, you can make ’em buy.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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There’s two ways of looking at my hair loss.

1. Oh, my gosh, I’m losing my hair — woe is me.

2. There’s not much more to lose.I have tried to use my misfortune (if you want to look at the vain side) as an opportunity to poke fun at myself and make others laugh.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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Here’s a better way to view the cold call —

A cold call is not a place to make sales —

a cold call is an opportunity to learn to sell.

If you view the cold call as a place to learn — you’ll look at the rejection as a challenge to get better, rather than take it as a personal affront.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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The key to success at the cold call is building a belief system. Belief in yourself, your company, and what you sell. The more belief you have — better stated — the more you believe that what you sell will help others, the easier time you will have making cold calls.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.” Your mother never told you to use the alternative of choice close or the sharp angle close on Johnny. She never said to quote Johnny with our policy. She just said make friends. That may have been one of the most powerful sales and service lessons you ever got.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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“The biggest lessons I learned came from setbacks. They gave me determination. Stupid jobs made me smart, The biggest secret to get to the top is: you have a better chance if you start at the bottom. And when you start at the bottom, in order to get to the top — It only takes everything you’ve got.”

Julio Malera — Author of Do You Have Tome for Success, and It Only Takes Everything You’ve Got

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Do it with passion — Love what you do… Do you put the same intensity into your selling as you do into your game of golf, your skiing, your vacations, your hobbies? Find that passion at selling and you can succeed at it beyond your dreams. Do you love what you do?

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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The more you do for the customer — the harder it is on you — BUT, the more pleasing and the more memorable it will be to the customer. AND the more loyal the customer is likely to be. AND the more they are likely to tell positive (word-of-mouth advertising) stories about you.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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Sales Truth: Salespeople become known by the questions they ask.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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Don’t fight the title “Salesperson,” “Sales Representative” or “Account Executive” — abandon it. If you’re willing to put forth the effort it takes to be a consultative salesperson, you can move from ordinary to extraordinary.

Thinking of yourself as a consultant is one thing. Having the customer perceive you as one is quite another. To change titles, you must change commitment levels.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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What is a loyal customer? One who will create positive word of mouth advertising about you, refer other people to do business with you, and fight before they switch from you to a competitor. Loyal is the most difficult of the customer service goals to achieve. But once you have it, you have something your competition will never have — the next order.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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I made a list of qualities that I thought a great salesperson should possess All you have to do to succeed is have a strong self-belief system, be self starting, a perpetual student, have a burning a desire to help the customer, show the persistence to make the sale and the ability to go the mile, have lots of experience at the joy of rejection, show resilience and adaptability to change, have a history of success, a great reputation, and the ability to be referred. Easy.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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You don’t get great at sales in a day — you get great at sales day-by-day.

Jeffrey Gitomer — Author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless.

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2000 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 www.gitomer.com