Jeffrey Gitomer April 1, 2013
April 1, 2013By Jeffrey GitomerApril 1, 2013 Dear Jeffrey, I’m a big fan of your weekly column, especially the one aboutmaking sales vs. measuring sales activity. Brilliant! It describes mysituation to…
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Jeffrey Gitomer March 26, 2013
March 26, 2013By Jeffrey GitomerMarch 26, 2013 How do you communicate? How good of a communicator are you? If you want to make a winning sales pitch, it takes a combination…
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Gitomer March 20, 2013
March 20, 2013By Jeffrey GitomerMarch 20, 2013 QUESTIONS: Who’s going to win the next Super Bowl? Who’sgoing to win the next World Series? Who’s going to win the next MastersTournament? ANSWER:…
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Jeffrey Gitomer March 11, 2013
March 11, 2013By Jeffrey GitomerMarch 11, 2013 When you’re asking an existing or prospective customer a question, the object is to get them to think and respond emotionally. To most salespeople…
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Gitomer March 6, 2013
March 6, 2013By Jeffrey GitomerMarch 6, 2013 Last week I promised the answers to why lousy service occurs and how to fixit. If you didn’t read part one, stop now, and…
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Is the sky falling, or just the weather changing?
December 8, 2008It’s been a long time coming, but I know a change is gonna come, oh yes it will. (Written and performed in 1964 by Sam Cooke.) Change is not in the…
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Are Small Business Owners Salespeople in Disguise? YES!
August 14, 2008Small businesses comprise more than 99% of all businesses in the U.S. according to the U.S. Small Business Administration (SBA). The success of a small business rests on the owner’s…
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The price is…er, ah, the price is ah…
October 10, 2007The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up price because it’s the final element in completing any transaction –…
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Sales are down. I am down. People will not decide.
August 6, 2007I get a ton of emails that start out something like, “My sales are off,” or “The market is down,” or “I just can’t get motivated like I used to.”…
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Making the sale is easy, now for the hard part.
July 24, 2007Make a sale – that’s the easy part. Now comes the hard part: Doing everything else. That’s why it’s IMPERATIVE that salespeople look at the sale as ONE SMALL…
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Sales is a noble profession
July 9, 2007Are you noble enough? I delivered two public seminars in the past two weeks, with a combined audience of more than 1,800 people. Salespeople. Either their company paid or they…
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