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Two wrongs make a sale go away

Sometimes sales go wrong, and when they do, salespeople blame someone or something. “He wouldn’t return my call.” “He took the lowest bid.” “He bought from the competition.” “He said my price was too high.” Blame. Anything or anybody, save ...

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You, not objections, are the issue

For some reason, over the past 60 days, the word “objection” has been the prime topic of my email buzz and my customer’s requests. Most objections are either bogus, or they’re stalls, or lies, or they carry with them a ...

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