By Jeffrey Gitomer
Published: August 16,2011
I’m writing on writing. It’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach. My success is all about my mix of messages, combined with the searchable words on both content and title that create attraction. Writing generates proactive [...]
By Jeffrey Gitomer
Published: August 9,2011
My secret to writing is not complex: I write like I talk. Writing in “speak” makes several things easy: 1. As long as you can think, or have an idea, or want to expand a thought, you will never be at a loss for words. Think about it. When you’re on the phone you never [...]
By Jeffrey Gitomer
Published: July 29,2011
I am finally calling bs on the biggest myth in selling: Salespeople quit or fail because they fear rejection. Give me a break. Fear of rejection is totally bogus. Managers and sales trainers alike try to smooth it over by telling you crap like, “They’re not rejecting you. They’re just rejecting the offer you made [...]
By Jeffrey Gitomer
Published: July 26,2011
I was walking in the parking lot of my local Starbucks with Gabrielle, my 2-year-old daughter, in my arms, when a guy came over and started to talk to me. He told me he’d seen me give two different seminars several years ago and asked, “Hey, do you still do seminars?” I assured him that I [...]
By Jeffrey Gitomer
Published: July 22,2011
Can you recite your mission statement? Come on. You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being No. 1, exceeding expectations and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. I often wonder if [...]
By Jeffrey Gitomer
Published: July 19,2011
By the time you read this, the holiday will be over. This particular holiday was the Fourth of July. But it doesn’t matter which one it was. All holidays carry with them the same sales stigmas: • No one is in the office. • Everyone is on vacation. • Everyone left early. • People aren’t [...]
By Jeffrey Gitomer
Published: July 5,2011
What is wow? Maybe the easiest way to describe it is: Who wowed you? If you can recall that story — and recall how many times you retold it — you’re on your way to understanding the process of wow. Here are the elements that can set the stage for wow in your business: • [...]
By Jeffrey Gitomer
Published: June 24,2011
“Let’s get back to the basics” is arguably the single dumbest phrase in sales. (Not to be confused with the angriest phrase in sales: “We’re changing the comp plan.”) When a manager or a leader says “Let get back to the basics,” what he or she is really saying is “I have nothing new to [...]
By Jeffrey Gitomer
Published: June 17,2011
I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now. I’ve been reading and learning from you since I started my sales career in 1991. I’m writing [...]
By Jeffrey Gitomer
Published: June 10,2011
More than a celebration of achievement, I am celebrating the milestone of my 1,000th weekly column. Milestones are not goals. They’re journeys. Mine started March 22, 1992. Here’s the secret: There is no secret. Pull back the green curtain and there’s me on my MacBook Pro, feebly keyboarding along and multitasking all the while. Last [...]
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