Sales Greatness

Sales Greatness

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

The 12.5 Values of a Sales Professional

1. The value of creating a difference between you and the competition

The biggest difference is the difference they perceive in YOU!

2. The value of knowing the difference between satisfied and loyal

Satisfied customers buy anywhere. Loyal stays, fights for you, and refers.

3. The value of your ability to speak and be compelling

If your sales message is boring they pass. If it’s compelling, they want to buy.

4. The value of knowing everything or being too busy

All the information you need to succeed already exists.

You may not be exposing yourself to it.

5. The value of establishing a friendly relationship

All things being equal people want to do business with their friends.

All things being not quite so equal people still want to do business with their friends.

6. The value of your humor

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

7. The value of creativity

Your key to being perceived as different lies in your creativity.

Creativity can be learned.

8. The value of asking for the sale

It’s so simple, no one does it.

9. The value of your belief in yourself

To make a sale, you gotta believe you work for the greatest company in the world,

you gotta believe you have the greatest products and services in the world,

you gotta believe you’re the greatest person in the world.

Three key words, you gotta believe.

10. The value of being prepared

Most salespeople are half prepared.

They know everything about themselves, they know nothing about their prospect.

11. The value of not whining

You may be the greatest — but if you whine, no one will like or respect you.

12. The value of an apple a day

An hour of learning a day will make you a world class expert at anything in 5 years.

12.5 The value of a positive attitude

Attitude is EVERYTHING

You become what you think about.

Your attitude is at the core of every action you take.

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