Jeffrey Gitomer’s Caffeine Jolt

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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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The 21.5 early warning signals that the prospect is ready to buy. 

January 10, 2017 by Mobile Beat

Question: When is the prospect ready to buy? Answer: He or she will tell you if you just pay attention (aka listen).

The link between the presentation and the close of the sale are buying signals.  Recognizing the signals to buy is one of the nuance areas in the science of selling. I don’t believe that selling is an art, I believe that selling is a science. There are nuances to the process. When you get a buying signal, the science is you taking action. The nuance is your ability to recognize the signal. If you listen to the buyer, he or she will give you the signals. One of the problems is that salespeople don’t listen ver... [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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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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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]