By Jeffrey Gitomer
Published: October 29,2011
I read “Swim With the Sharks Without Being Eaten Alive” by Harvey Mackay in 1992. It was a life-changing and career-changing book for me and millions of other readers (hopefully you). The No. 1 New York Times bestseller contains 100 short business lessons that are both impactful and actionable. After its initial success, the book [...]
By Jeffrey Gitomer
Published: October 21,2011
Your reputation precedes you. Your reputation creates or destroys sales. What’s yours? With the onslaught of social media, good and bad actions and comments relating to quality of product, quality of service and quality of experience are at the forefront of corporate awareness. Many companies are reluctant to get into social media for fear customers [...]
By Jeffrey Gitomer
Published: October 11,2011
Here’s a question I often get: “Where should I network to get the most leads?” Wrong question. Networking is not about getting. It’s about meeting, engaging, establishing rapport, finding common ground and giving. And networking works if you make a strategic plan, target people and places, allocate the time, prepare before you go and do [...]
By Jeffrey Gitomer
Published: October 7,2011
Free webinar! If you’re like me, you get at least 10 of these emails a day. Webinars offered on every topic: saving on your taxes, becoming a trusted adviser, making more sales, leadership in the 21st century, how to handle difficult employees, the new rules of health care. Blah, blah, blah. May I remind you [...]
By Jeffrey Gitomer
Published: October 4,2011
The idea of a mastermind group was put forth and expounded upon by Napoleon Hill in his two classic books, “Think and Grow Rich,” written in 1937, and “How to Sell Your Way Through Life,” written in 1938. A mastermind group can help you and your business succeed better and faster than you can on [...]
By Jeffrey Gitomer
Published: September 17,2011
“Jeffrey, what’s the best way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the easiest way to make a sale?” Easy answer: The easiest way to make a sale is lower your price to a point that you make no profit. [...]
By Jeffrey Gitomer
Published: September 9,2011
I have fond memories of writing paragraphs during the first week of early grade school about how I spent my summer vacation. You do, too. After I got my business cards printed, vacations got shorter. Over the years they dropped from three months to three days (better known as holiday weekends). Sometimes I could get [...]
By Jeffrey Gitomer
Published: September 6,2011
Who is Roald Dahl? He wrote “Charlie and the Chocolate Factory” in 1964. You may have seen “Willy Wonka & the Chocolate Factory,” the original starring Gene Wilder, or “Charlie and the Chocolate Factory,” the darker version (not dark chocolate) with Johnny Depp. The book and movies focus around a slightly nutty entrepreneur, a chocolate [...]
By Jeffrey Gitomer
Published: August 26,2011
Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or “as soon as you make the sale, ask for a referral.” These strategies are not only wrong, they also jeopardize the future of the relationship. First of all, why are you asking (begging) for a referral? [...]
By Jeffrey Gitomer
Published: August 19,2011
If your emails are getting deleted or not getting returned, or you’re playing a numbers game (sending 1,000 and hoping for a few random responses), you’re probably also blaming the recipient or the Internet for the lack of response. Wake up and smell the dictionary, Sparky. It ain’t them. Emails are to introduce, engage, ask [...]
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