423#423Cold Call News from the Frozen Tundra.Cold calls — love ’em or hate ’em?The cold call remains the most talked about area of sales. And the least understood area.And the least effective way to sell. (but seemingly the easiest way to start)And the biggest reason for sales failure.As soon as I write something or make a comment about how worthless …
Your Golden Ticket is Within Your Grasp. You May Already Have It
#1013Your Golden Ticket is Within Your Grasp. You May Already Have It AUTHOR’S NOTE: This article came about because of a spam email I received claiming that “excellent communication is the golden ticket,” and all you have to do to get it (you guessed it), is give them some of your gold. I mentally corrected the concept… It’s not excellent …
Tough Sales Issues, and Not so Tough (but not so easy) Answers.
Tough Sales Issues, and Not so Tough (but not so easy) Answers.by Jeffrey Gitomer The 3.5 biggest issues facing salespeople today are:1. Price integrity.2. Customer loyalty.3. Fighting hungry competition.3.5 Quality, attitude, and belief of the salesperson.
Finding the Elusive Decision Maker. Then What?
#1150Finding the Elusive Decision Maker. Then What? Jeffrey, I speak with many people in organizations that want you to think they are the decision maker when in fact they are not. I have wasted too many emails and follow up on people that can’t help. How do you ask without hurting the relationship you may have built? How do you …
What You Listen to Can Determine Your Mood and Your Fate.
#1112What You Listen to Can Determine Your Mood and Your Fate. Everyone has their own time machine.The only question is: how are you using it?
Is it a Sales Plan or a State of Mind that Feels Support?
Is it a Sales Plan or a State of Mind that Feels Support?by Jeffrey Gitomer All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement.
It’s Not Failure. It’s Failure to do Your Best.
#1146It’s Not Failure. It’s Failure to do Your Best. I’m often asked, “Why do salespeople fail?”