Jeffrey Gitomer Quotes

Resilience is not what happens to you. It’s how you react to, respond to, and recover from what happens to you.

You don't earn loyalty in a day. You earn loyalty day-by-day.

Becoming well known (at least among your prospects & connections) is the most valuable element in the connection process.

Change is not a four letter word...but often your reaction to it is!

If all it takes is an angry stranger to ruin your day, what are you going to do if something really serious happens? Why give someone else control of your life like that?

Rules are in every company for everyone to follow. Eh, except salespeople." -- Jeffrey Gitomer

Attitude drives actions. Actions drive results. Results drive lifestyles.” That’s a quote from America’s business philosopher, Jim Rohn.

People don’t like to be sold, but they love to buy. —JEFFREY GITOMER, AUTHOR

The end of laughter is followed by the height of listening.” — Jeffrey Gitomer

Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won't be immediate, but it's inevitable.

Great salespeople are relationship builders who provide value and help their customers win.

The biggest reason people don’t succeed is because they don’t expose themselves to existing information.” - Jim Rohn, America’s business philosopher

Điều mà người ta sợ hãi thật ra chẳng đến nỗi quá tồi tệ như người ta thường tưởng tượng ra. Nỗi sợ hãi mà người ta cứ để lớn dần lên trong tâm trí còn đáng sợ hơn nhiều so với thực tế.

sell to help the other person,

In order for you to be the BEST you can be for others, first you must be BEST for yourself.

The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.

ON A COLD CALL: Be brief. You must generate interest in about 30 seconds or less, or forget it. Make a strong statement about how you can help the prospect. Don't focus on how much money you can save them. That approach seems to be wearing thin. Talk about what you do for companies like hers, or how your product has worked for others.

Sales solutions are easy once you identify the prospect's problems, concerns, and needs...with questions.

Tu valor está relacionado con tus conocimientos y tu predisposición a ayudar a los demás. ¿Cuánto vales para los demás?

leads to relationship. That's not the life cycle, that's the life cycle of sales.

Attitude allows you to see the possibilities when opportunity strikes -- because it often shows up in the form of adversity. How well do you spot opportunity?

ATTITUDE DRIVES ACTIONS. ACTIONS DRIVE RESULTS. RESULTS DRIVE LIFESTYLES. IF YOU DON'T LIKE YOUR LIFESTYLE, LOOK AT YOUR RESULTS. IF YOU DON'T LIKE YOUR RESULTS, LOOK AT YOUR ACTIONS. IF YOU DON'T LIKE YOUR ACTIONS, LOOK AT YOUR ATTITUDE. IF YOU DON'T LIKE YOUR ATTITUDE, LOOK AT YOUR PHILOSOPHY. "If you have a philosophy of service to others, and if you have a positive attitude, then you can BEGIN to become successful and can BEGIN to take success actions." "Successful people do what unsuccessful people don't (won't) do. Successful people live outside their comfort zone. Successful people hang around money or things that make money. Successful people are consistent (will be here next year). Successful people stay in the fire. Successful people know how to access information. Successful people are always learning.

I'VE SAVED THE BEST FOR LAST: There is ONE technique that can work to both find the risk, and close the deal. BUT it's a delicate one that requires mastery through preparation and practice. The strategy is called: What's the risk? What's the reward? When a prospect hesitates, you simply ask him or her to list the risks of purchase. Actually write them down. Prompt others. If the prospect says "I'm not sure," you ask, "Could it be ..." After you feel the list is complete, ask the prospect to list the rewards. Write them down, and embellish as much as possible without puking on the prospect. Then eliminate the risks one by one with lead in phrases like: Suppose we could ... did you know that ... I think we can ... Then you simply ask, "can you see any other reasons not to proceed?" One at a time, brick by brick, remove the risks that the buyer perceives as fatal mistakes in his decision-making process. Then drive home the rewards, both emotionally and logically.

You were raised to think in patterns set by others. To be as successful as you want to be, it may take getting out of those traditional patterns. Most people don't get out of their comfort zone. Most people don't attain the level of success they set out to achieve. I wonder if there's any correlation between those two statements?

problems, your challenges, your obstacles, your goals, and your ideas in writing. Make small lists such as a: To-do list. Everything you need to do, big and small. To-call list. Everyone you need to call, major and minor. To-get over list. Baggage in your life, empty and full. To-resolve list. Things that need decision or resolution. To-pay list. All matters of money you think about, paid and unpaid.

SALES ASSESSMENT ONLINE. The world's first customized sales assessment, renamed a "successment," will judge your selling skill level in 12 critical areas of sales knowledge and give you a diagnostic report that includes fifty mini sales lessons. This amazing tool will rate your sales abilities and explain your opportunities for sales growth. This program is aptly named KnowSuccess because you can't know success until you know yourself.

In 1960, I met a college basketball coach on the court and asked him for his best, niftiest pointer. He took the ball, walked under the basket, and shot an easy lay-up. "See that shot?" he said gruffly. "Ninety-nine percent of all basketball games are won with that shot. Don't miss it." And he walked away. I felt cheated that day, but 20 years later, I realized it was the best sales lesson I ever got. Concentrate on the fundamentals; ninety-nine percent of all sales are achieved that way.

Your competition's sales slide presentation is equally pathetic. Here is the secret solution: Convert the time you're currently wasting watching television re-runs in the evening and develop your own PowerPoint presentation that is 100% in terms of the customer's needs and desires, one that engages the prospective customer by asking questions and promoting dialogue, one that uses a little humor to keep the sales presentation alive, and one that supports every fact and claim with testimonials.

For example, instead of saying "The guy didn't' return my call," maybe you should say, "If I'd left a more creative voicemail, maybe the guy would have called me back," or "If my voicemail had value and purpose, maybe the guy would have called me back." The reversal of blame toward others is not to blame yourself. Rather, it's to take responsibility for what happened, and create a lesson from it so that blame becomes responsibility, becomes an idea or a new strategy, and ultimately becomes a sale.

Here are the real objections... Doesn't have the money. Has the money, but is too damn cheap to spend it. Can't get the credit needed. Can't decide on his or her own. Doesn't have authority to spend over budget, or without someone else's financial approval. Thinks (or knows) he can get a better deal elsewhere. Has something else in mind, but won't tell you. Has a friend, connection, or satisfactory relationship in the business. Does not want to change vendors. Wants to shop around. Too busy with other more important things at this time. Doesn't need (or thinks he doesn't need) your product now. Thinks (or knows) your price is too high. Doesn't like or have confidence in your product. Doesn't like, trust, or have confidence in your company. Doesn't like, trust, or have confidence in you.

Your YES! Attitude is permission... A YES! Attitude is your ability to think, listen, speak, and react in a positive way. Your YES! Attitude is permission... To see the good in things, not the bad. To see how to make bad things good. To see the opportunity and the resolve when an obstacle faces you. To see things from the what is right side, not the what is wrong side. To treat others the way you want to be treated. To encourage others when they need support. To never let the negative things affect you for more than five minutes. To (almost) never have a "bad day." To have something nice or humorous to say. To be internally happy. To work at maintaining your attitude every day.

I am the friendliest person in the world. I am the most enthusiastic person in the world. I am the most helpful person in the world. I will tell myself what I can do, not what I can't. I love to serve. I love to sell. I don't prejudge or put down anyone. I will take control of myself and my success. I will remember the good times as often as I can. I will ask for what I want. I will stick at it until I win, even if my ass falls off. Life may not be a blast right now, but look at all I've learned, and look where I can get with hard work. I will reinforce my decisions with positive thoughts, not negative second guesses. I will thank everyone for their help and never measure. I will ask before I tell. I will give with pride. I will be memorable. I will avoid arguments. I will not gripe or whine about my lot in life. Rather, I will celebrate all I have, all I love, and all I will learn. I will feel GREAT when I make a sale. I will earn more when I make the sale. I will celebrate my victories today. I am grateful for life and living. I will have a great time tomorrow. I will get over it in less than one minute and get back to enjoying life.

Half of your success is determined by your positive attitude. The plot thickens... Several national tests have revealed the following startling statistics about why people fail on the job: 20% Improper training. Poor job skills. 15% Poor verbal and written communication skills. 15% Poor or problematic boss or management. 50% Attitude.

Part one: Attraction is a combination of social outreach and branding. It’s consistent messages and offerings in favor of the recipient that are so well received that they’re shared, forwarded, posted, and re-tweeted to the followers of the seller.

Not once have I mentioned price as a credibility factor. Because it's not. Being the least expensive won't get you anywhere if the prospect has no confidence to buy.

There are mountains written about closing and overcoming objections. Read every book. Listen to every CD. They all contain ways to overcome objections. And most have usable ideas. Your job is to apply those ideas to your style and personality. And the ultimate goal is to make sales in a way that you never have to use them -- by establishing relationships and friendships. Sometimes you're precluded from the relationship or friendship, and the ideas are all that's left. That's why you need to know them all.

My experience has shown me that if you have to say what you are, you probably aren't. Think about that for a moment. "I'm honest," "I'm ethical," even "I'm the boss," or "I'm in charge," usually indicates just the opposite. Doesn't it?

Most salespeople think that unless they are calling a customer to sell something, it's a wasted call. Nothing could be farther from the truth.

Let's say you're out with a customer networking at her trade association meeting and she introduces you to a prospect. The prospect says, "What do you do?" If you're in the temporary staffing industry and you say, "I'm in the temporary staffing industry," you should be fired. Your reply should be, "I provide quality emergency and temporary employees to businesses like yours so that when one of your employees is sick, absent, or on vacation, there is no loss of productivity or reduction of service to your customers." Deliver a line like that, and the person you're speaking with can't help but be impressed.

Stop thinking of your product as a commodity.

Talk profit and productivity—NOT SAVING MONEY—talk ideas and opportunities—NOT A CHANCE TO TELL YOU WHAT I DO—they want friendly, help, answers, productivity, and profit.

Celebrate effort, not victory.

The reason trust is requested is because the person seeking

Humor can give you the edge you are looking for.

SALES CAFFEINE. Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 300,000 subscribers worldwide, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. To sign up, or for more information,

How can I be more positive at work? ATTITUDE ACTIONS: 1. Put a "quote of the day" on everyone's desk. 2. Use positive language. 3. Be willing to do for others without measuring. 4. Be willing to help others without measuring. 5. Be an example for others to follow. 6. Ask one more question before you answer. 7. Don't join the bashing. 8. Don't join the pity party. 9. Don't join the revolt. 10. Solve, rather than complain. 11. Get the third party being talked about negatively into the conversation. 12. Quit whining. 12.5 Start with YES!

What is a positive attitude? The simple definition is the way you dedicate yourself to the way you think. Interestingly, it's also the definition of a negative attitude.

When you employ HUMOR, you create a friendly, relaxed buying atmosphere.

GETTING A CUSTOMER TO LAUGH IS A GOOD THING. HOWEVER, FIRING UP A BONG IN HIS OFFICE MIGHT NOT BE THE BEST WAY …

I understand fine. People are afraid to risk what they have in order to go for what they really want. The worst part of not risking is lamenting. Lamenting that you didn't try it, that you didn't go for it, or that you should have done it.

What VALUE do you bring to others? What wisdom are you providing without expectation of return? What are you worth as a person? Is that the rate at which you’re earning? Maybe you’re not giving value or service better than you’re paid to deliver. Would you pay your rate? How can you increase your personal value you offer to your employer? Hill says time and time again to render more service than is expected of you. Are you doing more than expected? Or are you still sporting the loser’s philosophy of “They don’t pay me enough. . .” Winner or whiner? The choice is obvious to me. You? Service comes from your heart – not from your head. Service is not a policy, it’s a PERSON! Be that person and you will win in sales and in life.

«Si haces una venta, puedes ganar una comisión. Si haces un amigo, puedes ganar una fortuna

an old attitude quote by Aldous Huxley, “It’s not what happens to you, it’s what you do with what happens to you.

«En ventas, lo importante no es a quién conoces, sino quién te conoce». El posicionamiento te ayuda a darte a conocer.

Great people have great values and great ethics.

If you don’t love yourself, and if you don’t love what you do, then your productivity will be somewhere between mediocre and pathetic.

Try asking instead of telling, understanding instead of responding, listening instead of talking.

Ambition is the mainspring of life, but we must keep it wound up! Self-confidence is the balance wheel which keeps ambition moving at an even momentum. Enthusiasm is the oil with which we keep the human machine greased and in smooth running order. The well-organized, capable, and productive man is AMBITIOUS, ENTHUSIASTIC, and possesses plenty of SELF-CONFIDENCE. Without these, success is uncertain, if not impossible.

buying from. 4. I perceive a value in the product that I am purchasing.

Asking "what will it take to get your business?" THE worst question in sales. Will ALWAYS lead to lies, lower price points, and a loss of respect from buyer to salesman. Flawless: "I'd like a brief opportunity to share with you why some of my customers bought from me because I'm NOT the lowest price.

Be on time for the appointment. Lateness says, "I don't respect your time." There is no excuse for lateness. If it can't be avoided, call before the appointed time, apologize, and continue with the sale.

Don't down the competition. If you have nothing nice to say, say nothing. This is a tempting rule to break. The sirens are sweetly singing. Set yourself apart with preparation and creativity -- don't slam them.