Jeffrey Gitomer


Jeffrey Gitomer

Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, The Little Teal Book of Trust, Social BOOM!, and The Little Book of Leadership, and 21.5 Unbreakable Laws of Selling. Jeffrey’s books have appeared on best-seller lists more than 850 times and have sold millions of copies worldwide.




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It’s not the company. It’s the people in the company. It’s you.

May 5, 2017 by Jeffrey Gitomer
When you walk into someone's place of business to shop or buy something, what are you expecting?jeffrey-bio-slug Most people (you included and me included) expect someone friendly, someone helpful when you need them, to be served in a timely manner, to be given fair value, to be presented with a quality product, to make the process quick and easy, and to be thanked whether you give them the business or not. Then the question is: What do you get? Typically, you get a mechanical welcome, someone feebly says, "can I help you?" Followed by people telling you what they can't do versus what they can do, or what they don't have. Maybe a bunch of s... [read more]
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What’s the Key That Unlocks the Sale?

January 23, 2017 by Jeffrey Gitomer
Is there a one word answer to making more sales happen? YES! Probing? Listening? Presenting? Talking? Assessing? Pain? Objections? Closing? Manipulating? The key to selling is not probing, listening, presenting, talking, assessing, pain, objections, and especially not manipulating. The key that unlocks sales is harmonizing. But you’d never know that from most salespeople’s actions. Selling is about understanding the other person and their needs. Their fears. Their desires. And their urgency to buy. Prospects and customers have different motives to buy, and it’s the salesperson’s job to uncover them - and harmonize with them. RULE ... [read more]
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This is Not a Resolution, It’s an ALL OUT Resolve!

December 27, 2016 by Jeffrey Gitomer
Whatever your age, you’ve made resolutions, you’ve made goals, and often fall short of the stated objective, desire and/or objective. Drop resolutions, they’re always painful. Drop goals, they’re often unmet. Refer to whatever it is that you want as: “my intended and expected achievement” and add a few lines about your intentions and desires. Your outcome. Not just what the expected achievement is, but how you intend to make it happen. Not just focus, but genuine drive and the allocation of time to make it happen. Whether it’s lose 10 (or 20) pounds, make 10 sales a month, or be a better dad, there has to be something specific that tells WHAT you want. HOW you plan to make it your reality. And WHEN you believe it will become real... [read more]
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A Goal is a Dream with a Plan. And Other Fairy Tales.

December 6, 2016 by Jeffrey Gitomer
A Goal is a Dream with a Plan. And Other Fairy Tales.Jeffrey-Gitomer-Yay1 My mother never went to Europe. She talked about it, dreamed about it -- even opened a travel agency at age 55. Never got there. She died 15 years later, never achieving the goal. Oh, she achieved plenty of other goals. But not that one. I went to Europe for the first time at age 20. One of the things I wanted to do there was study French. It’s a beautiful language. Romantic, expressive, cultural. Never did. Tried, never did. I’ve been to Europe 30 times, France 20 times. Never learned the language. Oh, I know a few hundred words, but can’t converse or underst... [read more]
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The Non-Secret Formula that Makes a Great Salesperson

December 5, 2016 by Jeffrey Gitomer
• Why are salespeople great? 175-14-15 • What makes salespeople successful? • What characteristics make up a sales superstar? • Wouldn’t you like to know the answer to these questions? So would every salesperson. So would every sales leader. So would every person who hires a salesperson. By understanding what criteria sales managers and business owners look for in a salesperson, you may be able to determine how those characteristics fit into your own personal success formula. Everybody tells me they wanna hire a great salesperson. They go through the expensive gyrations of outsourcing, in- sourcing, testing, interviewing and finally hiring. T... [read more]
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I’d rather have no advice than bad advice

November 8, 2016 by Jeffrey Gitomer
I can’t help it. I read some bad sales advice today and I gotta say something. I’ll try to keep it positive, but my tongue is already bleeding from biting it.Jeffrey-Gitomer-Yay1 The title read: When sales calls stall. Every salesperson has experienced that barrier in one form or another, so I wondered what this “expert” had to say. NOTE WELL: I try not to read current sales material because I don’t want to copy, or be accused of copying someone else’s work or ideas. It started with the usual sales dialog: you have a meeting with a prospective customer, they’re hot, hot, hot, for your product or service, they ask for a proposal, y... [read more]
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The BIG Why…And Your Excuse For Not Doing It!

October 13, 2016 by Jeffrey Gitomer
Salespeople already know everything — the problem is — they just don’t do it. And sales is not about “knowing” — sales is all about “doing.” I was speaking with a friend of mine yesterday. He said he saw Jim Rohn’s seminar ten years ago, and still listens to all his recordings.174-12-13 As we talked, he was telling me that he just bought his wife a new car. They were arguing about how much they should spend. (His wife wanted a better car.) The cost of the car caused a big fight, but my friend reluctantly gave in and bought the more expensive car. But the begrudging, arguing and stomping around continued. Now, I’m sure my friend... [read more]
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Why do some Persist and some Quit? Because…

September 14, 2016 by Jeffrey Gitomer
Is there a secret to follow-up? No.
Is there a best way to follow-up? No.
Why do people quit too soon? Big question.
Why do you quit too soon? Bigger question.
Have you ever read Think and Grow Rich? Biggest question. Reason? Think and Grow Rich (written by Napoleon Hill 78 years ago) has an entire chapter on persistence that provides real insight as to the characteristics of what makes some stick at it until they win, while others stop either just after they start, or stop just before they are about to taste victory. Rather than be so presumptuous as to paraphrase the great Napoleon Hill, I am going to give you the EXACT words of the master (now in the public domain). Here are some excerpts (and insights) o... [read more]