Jeffrey Gitomer February 5, 2014
February 5, 2014
By Jeffrey Gitomer
February 5, 2014
I like coffee. Dark, black coffee. Espresso. No cream. No sugar. Just dark, black coffee. You?
But I look at coffee differently than you do. I don’t “wake up and drinkit.” I venture out to a coffee shop and an early morning meeting, and oh, by the way, I have coffee.
My goal each day is to have an early morning cup of coffee with someonethat can help me enhance relationships, make connections, build value,and make sales. As a traveler, I can’t do this every day. But I try mybest to do it as often as I am able.
A meeting is a brand newway to look at the value of a cup of coffee. You may look at coffee as a cost or an expense. To me, coffee is an investment of time. It’s not“how I drink it.” Rather, it’s “who I drink it with.”
KEY POINTOF UNDERSTANDING: Whenever I meet someone for coffee in the morning, Ifind the meeting is relaxed and fun. It’s a genuine exchange ofinformation. Always informal and humorous. And it’s usually with someone I do business with or could do business with.
I try to havethese meetings early. Very early. Between seven and eight in themorning. Sometimes I have two breakfasts. One at seven and one andeight.
Oftentimes my appointments meet each other, so it becomes an additional networking opportunity. Many of my customers, prospects,and connections have done business with my other customers, prospects,and connections.
PERSONAL NOTE: When I’m done my with coffee and my meeting is over, I get back home as fast as I can so I can take ouryoung daughter to school by nine. And no, I can’t do it every day, butthat is the goal every day.
Think about the impact of that. A sales call BEFORE the day starts.
HERE’S HOW THAT IDEA APPLIES TO YOU:
If you have one cup of coffee a day with a customer or prospect, that’sequal to 250 sales calls THIS YEAR that will be relaxed, buildrelationships, make sales, gain referrals, and create businessopportunities. Coffee and sales – not just coffee.
What couldyou do with an additional 250 meetings, appointments, or actual salescalls? How much extra income would that convert to? How much quickercould you advance your sales cycle? My wallet is pulsating just thinking about it.
“But Jeffrey,” you whine, “My customers are scattered all over the country.”
QUIT WHINING AND START THINKING: Drink coffee at your desk with a connection via Skype or vsee.com. Send Starbucks gift cards via aceofsales.com. It’s so unusual that customers will set the meeting, and then talk about how innovative it was.
“But Jeffrey,” you whine, “What do I talk about during the meeting?”
ANYTHING BUT BUSINESS AT THE START OF THE MEETING.
• Talk family
• Talk kids
• Talk hobbies
• Talk sports
• Talk vacation
• Talk travel
• Talk fashion
• Talk books
• Talk movies
• Talk culture
• Talk passion
• Talk ideas
• Talk social media
Ask questions that allow you to ask more questions. NO NEWS, NO WEATHER, NO POLITICS, NO RELIGION, or anything negative about people or things.
“But Jeffrey,” you whine, “What tone should I set inside the meeting?
HOW TO SAY IT:
• Talk positive
• Talk truth
• Talk relaxed
• Talk about things in common
• Talk humor
“But Jeffrey,” you whine, “What sales tools should I bring?”
TOOLS MAKE SALES FAST AND EASY:
• Bring a referral
• Bring a book
• Bring an idea
• Bring an influential friend
• Bring your Instagram on an iPad
REMEMBER AND MEMORIALIZE:
• Take notes
• Take a photo
• Ask for his or her favorite – quote, book, movie, team, player
• Make another appointment at the end of the meeting
• It’s under five bucks
• It doesn’t interfere with your workday
“But Jeffrey,” you whine, “When do I start talking business?”
When the customer brings it up. Talk business when THEY START.
Jeffrey Gitomer is the author of twelve best-selling books including The SalesBible and The Little Red Book of Selling. His best-selling 21.5Unbreakable Laws of Selling is now available as a book and an onlinecourse at www.gitomerVT.com. For public event dates and informationabout training and seminars visit www.gitomer.com or email Jeffreypersonally at [email protected].
© 2014 All Rights Reserved. Don’t even think about reproducing this document
without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112
February 5, 2014
I like coffee. Dark, black coffee. Espresso. No cream. No sugar. Just dark, black coffee. You?
But I look at coffee differently than you do. I don’t “wake up and drinkit.” I venture out to a coffee shop and an early morning meeting, and oh, by the way, I have coffee.
My goal each day is to have an early morning cup of coffee with someonethat can help me enhance relationships, make connections, build value,and make sales. As a traveler, I can’t do this every day. But I try mybest to do it as often as I am able.
A meeting is a brand newway to look at the value of a cup of coffee. You may look at coffee as a cost or an expense. To me, coffee is an investment of time. It’s not“how I drink it.” Rather, it’s “who I drink it with.”
KEY POINTOF UNDERSTANDING: Whenever I meet someone for coffee in the morning, Ifind the meeting is relaxed and fun. It’s a genuine exchange ofinformation. Always informal and humorous. And it’s usually with someone I do business with or could do business with.
I try to havethese meetings early. Very early. Between seven and eight in themorning. Sometimes I have two breakfasts. One at seven and one andeight.
Oftentimes my appointments meet each other, so it becomes an additional networking opportunity. Many of my customers, prospects,and connections have done business with my other customers, prospects,and connections.
PERSONAL NOTE: When I’m done my with coffee and my meeting is over, I get back home as fast as I can so I can take ouryoung daughter to school by nine. And no, I can’t do it every day, butthat is the goal every day.
Think about the impact of that. A sales call BEFORE the day starts.
HERE’S HOW THAT IDEA APPLIES TO YOU:
If you have one cup of coffee a day with a customer or prospect, that’sequal to 250 sales calls THIS YEAR that will be relaxed, buildrelationships, make sales, gain referrals, and create businessopportunities. Coffee and sales – not just coffee.
What couldyou do with an additional 250 meetings, appointments, or actual salescalls? How much extra income would that convert to? How much quickercould you advance your sales cycle? My wallet is pulsating just thinking about it.
“But Jeffrey,” you whine, “My customers are scattered all over the country.”
QUIT WHINING AND START THINKING: Drink coffee at your desk with a connection via Skype or vsee.com. Send Starbucks gift cards via aceofsales.com. It’s so unusual that customers will set the meeting, and then talk about how innovative it was.
“But Jeffrey,” you whine, “What do I talk about during the meeting?”
ANYTHING BUT BUSINESS AT THE START OF THE MEETING.
• Talk family
• Talk kids
• Talk hobbies
• Talk sports
• Talk vacation
• Talk travel
• Talk fashion
• Talk books
• Talk movies
• Talk culture
• Talk passion
• Talk ideas
• Talk social media
Ask questions that allow you to ask more questions. NO NEWS, NO WEATHER, NO POLITICS, NO RELIGION, or anything negative about people or things.
“But Jeffrey,” you whine, “What tone should I set inside the meeting?
HOW TO SAY IT:
• Talk positive
• Talk truth
• Talk relaxed
• Talk about things in common
• Talk humor
“But Jeffrey,” you whine, “What sales tools should I bring?”
TOOLS MAKE SALES FAST AND EASY:
• Bring a referral
• Bring a book
• Bring an idea
• Bring an influential friend
• Bring your Instagram on an iPad
REMEMBER AND MEMORIALIZE:
• Take notes
• Take a photo
• Ask for his or her favorite – quote, book, movie, team, player
• Make another appointment at the end of the meeting
• It’s under five bucks
• It doesn’t interfere with your workday
“But Jeffrey,” you whine, “When do I start talking business?”
When the customer brings it up. Talk business when THEY START.
Jeffrey Gitomer is the author of twelve best-selling books including The SalesBible and The Little Red Book of Selling. His best-selling 21.5Unbreakable Laws of Selling is now available as a book and an onlinecourse at www.gitomerVT.com. For public event dates and informationabout training and seminars visit www.gitomer.com or email Jeffreypersonally at [email protected].
© 2014 All Rights Reserved. Don’t even think about reproducing this document
without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112
