Jeffrey Gitomer
Jeffrey Gitomer
Jeffrey Gitomeris an American author, professional speaker, and business trainer, who writes and lectures internationally on sales, customer loyalty, and personal development. He lives with his family in Charlotte, North Carolina...
NationalityAmerican
ProfessionAuthor
Date of Birth11 February 1946
CountryUnited States of America
successful lunch building
Lunch should consist of at least 1/3 relationship building talk. If you don't have time for business talk, it was a very successful lunch.
winning way beats
Testimonials are the BEST way to beat down the price objection and win the sale.
attitude believe persistence
Attitude, humor and action (persistence) will whip fears and rejection. Fear of failure doesn't exist, if you believe it doesn't.
attitude war father
One legislator accused me of having a 19th century attitude on law and order. That is a totally false charge. I have an 18th century attitude. That is when the Founding Fathers made it clear that the safety of law abiding citizens should be one of government's primary concerns.
pockets belief deeper
The deeper your belief, the deeper your pockets.
poverty prospecting
Proper prospecting prevents poverty.
secret sucessful customers
The secret to sucessful customer service starts with YES!
perceive
In sales, it's not what you say; it's how they perceive what you say.
liars lying hate
The best way to do business with a liar is confront them with the truth. Tell them that you do business as a partner. If your lying customer still can't see the light, tell him that you may not be the best choice for business, and that you think you have someone that can serve him better. Then, refer him to the competitor that you hate the most.
consideration personal-relationships
Price is not a consideration when a personal relationship exists.
buying asking signals
Asking, "How much is it?" is THE BIGGEST buying signal. Telling me, "Your price is too high." is THE SECOND BIGGEST buying signal
mad people needs
The best way to apologize is to let the customer vent first. Don't interrupt, just take notes and make empathetic noises. You can even tell the customer that it makes you mad too. Second, ask the customer what their speed of need is. Tell them what they ant to hear. That you apologize, that you understand how they feel, that you are meeting with the appropriate people to get a resolve, and that it will be done in 24-hours.
feelings
Trust is not spoken, Trust is a feeling.
keys realizing reason
The reason Trust is requested is because the person seeking Trust realizes that Trust is the key to Yes.