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

UntitledThree pieces of “value”

A sales lead. Bring a lead into a customer’s place or a prospects place and tell the gatekeeper, “I have a sales lead and I’d like to give it to someone who heads up your sales department.

If you get the response “just give it to me” — ask for the CEO.

Bring them a prospect who’s a mutual customer or friend. Call and make a connection by having a connection for them. People will change their calendars to meet with a prospect. The same ones that would blow you off if it were “just you.”

Send them a weekly ezine (like my Sales Caffeine) — 96% content that helps the customer build their business so that he can earn yours.

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 internet training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to

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