Great views from the Summit — the Sales Summit, that is.

Great views from the Summit — the Sales Summit, that is.

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



Great views from the Summit the Sales Summit, that is.

What makes sales happen in the real world? Two weeks ago I asked you to fax me your best sales idea or philosophy. I want to share a few of the ticket winning responses from fellow sales professionals.

1. Showup. When the bell rings, be there. (Bob McWaters, regional partner of ReMax)

2. I will form good habits and become their slaves. (Betsy Steinhagen, District Manager for Dun & Bradstreet Information Services)

3. Don’t sell a customer something you wouldn’t buy or use yourself for the same purpose or application. (Chuck Reitz of FluidTech)

4. Disarm the customer. The customer is usually in an “armed” stance. You must “disarm” him by building rapport and creating a buying atmosphere in these five areas…

Offer yourself give information and build buyer esteem.

Don’t be predictable surprise the customer.

Empower the customer give the customer information he can convert to ideas He’ll buy his own ideas faster than you can sell yours.

Don’t be stingy with respect look the customer in the eye, complement with sincerity, show up prepared, know how you solve problems.

The customer makes two purchases you and your product or service. It’s not just your information, it’s you.

(Joy Shanks, President of WordsWorth)

5. Synergize your goals combine business and fitness goals to maximize energy and productivity. (Scott Seachrist Fitness Director of The Crown Athletic Club)

6. Be yourself. Give people a reason to see you by doing your homework. Propose a deal in a way that demonstrates “This is what I would buy if it was my money.” (Ron Aderhold, Label Systems Consultant at Moore Business Forms and Systems Division)

7. Making the sale is treating the client or customer the way you would like to be treated, if the roles were reversed. (Charles Wood, owner of ADA Signs of the Carolinas)

8. When I leave the office of a man or woman who has spent money with me, I get in my car and immediately hand write a thank you note. Even though I have probably just shook hands and said thanks, I want a note from me saying “…Thank you I appreciate your business…”. (Arlene Hoberg, representative of the Thomas Register)

That’s great advice, Arlene. To all the people who read and respond to this column, THANK YOU!

The SalesMasters Sales Summit Gaining Sales Mastery was a raging success. More than 500 of the areas top sales professionals listened to Ty Boyd share his presentation skills. Skills that have been crafted in more than 5,000 presentations to more than 1,000,000 people worldwide.

Here are two sales philosophies from the platform of the Sales Summit.

1. Establishing the proper rapport, asking the right questions, and building prospect confidence before your presentation changes a selling atmosphere to a buying one. Until the atmosphere is right to buy…you will have to sell. People hate salesmen or being sold, but they love to buy.

2. Be conversational If you want to sell more, stop sounding like a sales pitch. The more it sounds like a sales pitch, the less likely you are to sell. Relax. Talk as though you were visiting a long lost friend. People will buy from friends before they will buy from salespeople.

FREE GitBit… Proverbs from The Sales Bible. Want 15.5 inspirational sales proverbs to challenge and motivate you? (Suitable for taping to your office wall.) Just go to click FREE STUFF then click GitBit register and enter the secret word, “PROVERBS”.

Jeffrey Gitomer is the author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlottebased Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be reached at 704/3331112 or email to

1999 All Rights Reserved Don’t even think about reproducing this document without written

permission from Jeffrey H. Gitomer and Buy Gitomer 704/3331112