Tag Archives: gitomer

People don’t like to be sold but they love to buy

Mon Aug 21, 2017

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Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.

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How Have You Progressed Since the Third Grade?

Mon Aug 14, 2017

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I’ve been a professional writer and professional speaker for 20 years. But like you, I’ve been an amateur since the third grade when I talked about what I did on my summer vacation.

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Is it satisfied customers you’re after? NO!

Mon Aug 7, 2017

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I’m sick of customer satisfaction. The worst companies in the world tout the fact that they won some satisfaction award. It’s not just a bad joke. It’s a pathetic statement.

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The last ten sales will show you the eleventh.

Mon Jul 31, 2017

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Capture and repeat your success habits. Easy concept. So easy, it’s never used.

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Where are You in the Game of Sales? Setting Standards? Or Making Quota?

Mon Jul 24, 2017

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Please don’t confuse this article as just a tribute to the late, great Wilt Chamberlain. Rather, it’s a commentary on setting standards, breaking records, and the ability to have so much skill that the rules are changed to level the playing field.

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The Eiffel Tower: An Iconic Monument and a Critical Lesson

Mon Jul 17, 2017

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How much of your time is wasted criticizing other people, their ideas, or their thoughts? And how could you be investing that time to build your own monument? Your own Eiffel Tower.

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Value is the King of Sales, and the Queen of Service

Mon Jul 10, 2017

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Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”

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I’m sorry, I didn’t hear you. Could you repeat that?

Mon Jul 3, 2017

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“I didn’t hear you.” No, you weren’t listening. “Our people need to listen better.” No, your people need to understand WHY they don’t listen.

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

Mon Jun 26, 2017

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When you walk into someone’s place of business to shop or buy something, what are you expecting?

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