Mark Three

Mark Three

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


A customer calls you and you’re hoping FOR an order, and hoping AGAINST a complaint. Turns out, it’s neither.

They’re calling you for advice, or they’re calling you for information, or they’re calling you to ask a question about something unrelated to your product or business — but one that they’re certain you can help them with — that’s why they called you. WOW!

Congratulations, your customer now considers you an advisor, and a resource.

RESOURCE ALERT: Most salespeople don’t realize that they have achieved this status.

Here are the tell-tale lead in’s that should give you a clue:
Your customer begins his or her questions with:
What do you think about
What do you know about
Do you know anybody that
I’m looking for
I’m trying to find

BONUS: Get to advisor and resource and you get rid of the competition.

Jeffrey Gitomer is the author of 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) 2008 All Rights Reserved – Don’t even think about reproducing this document without written
permission from Jeffrey H. Gitomer and Buy Gitomer 704/333-1112