Jeffrey Gitomer Quotes

Failure is an event, not a person. Think of failure as 'it' and not 'me'.

Invest time, don't spend it.

Be friendly first. Service starts with a friendly person with a friendly smile, who offers friendly words first. How friendly are you?

Accepting responsibility is the fulcrum point for succeeding at anything.

You can't trust others unless you trust yourself.

Rock stars, like anyone else, have to show discipline and take consistent good actions.

If you find common subjects or interests with a prospect, you can establish a business friendship. Ask about a diploma or picture. Your prospect will be glad to talk about what he/she just did or likes to do. Try to captivate him or her in intelligent conversation with engaging questions about their interests. It's obviously better if you're versed in the subject, because that's where rapport is established. Get the prospect to talk about their passions and what makes them happy.

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

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.

Your grammar is a reflection of your image. Good or bad, you have made an impression. And like all impressions, you are in total control.

Courage is a self-inflicted quality that gains momentum every time you try it.

Create a story of WOW that will be retold.

Positive mental attitude is determined by you. Not others.

Take action every day - some small dose at a time.

Most people will not do the hard work it takes to make success easy. Don't be like most people.

National Defense is not a threat to peace; it is the guarantee of peace with freedom.

Trust is not spoken, Trust is a feeling.

The key in mastering any kind of sales is switching statements about you and how great you are and what you do, to statements about them, and how great they are and how they will produce more and profit more from ownership of your product or service.

Most salespeople are half prepared. They know everything about their company and their product. They know nothing about their prospect.

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.

Failure is not about insecurity. It's about lack of execution.

Your mental attitude is your motivation and your inspiration.

The more a prospective customer clicks on you and your stuff, the easier it is for them to make a buying decision in your favor.

I graduated from high school in 1963. There were no computers, cell phones, Internet, credit cards, cassette tapes or cable TV.

Biggest question: Isn't it really 'customer helping' rather than customer service? And wouldn't you deliver better service if you thought of it that way?

Ask for the sale when the mood is right. The worst possible place is in the prospects' office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show. Ask early, and ask often.

There is no prize in sales for second place. It's win or nothing. The masters know this and strive for - they fight for - that winning edge.

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.

Once you discover what your attitude is, or isn't, you'll have a starting point and an understanding of how to move forward.

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

Listening is the hard part. Listening is the important part. The hot button is in the prospect's response.

Quality performance starts with a positive attitude.

Friendly makes sales - and friendly generates repeat business.

Improve writing skills: 1. Keep paragraphs short. 2. Use bold and CAPS to make points. 3. Start with a question or short statement. 4. Give me meat in the middle. All meat. 5. Make me smile, think, or act at the end.

When you begin to give value to the world, somehow the people you affect will find a way to tell you. Even if it takes a couple of years.

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

Most salespeople would like to think of themselves as being rock stars, but they don't display the talent to match their definition.

Great people have great values and great ethics.

When you hear bosses talk about their best salespeople, they often refer to them as rock stars. It's the highest praise your boss can give someone on your team.

Prepare to win, or lose to someone who is.

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

There is no one way to Happiness. Happiness is the way! It's inside your head FIRST and everyplace else second

The buyer, the prospect, the customer expects you to have knowledge of their stuff, not just your stuff.

Your customers are judging every aspect of every transaction and rating everything, from friendliness of people to ease of doing business to quality of product to service after the sale.

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.

Attitude precedes service. Your positive mental attitude is the basis for the way you act and react to people. 'You become what you think about' is the foundation of your actions and reactions. What are your thoughts? Positive all the time? How are you guiding them?

I don't want features, I want value. I don't want benefits, I want value.

Trust is even more important than love.

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?

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.

If you look deep inside trust, you'll find truth.

The best way to learn how to become trustworthy is to study other trustworthy people.

If you don't give trust to others, it's because you haven't earned it. If you don't have trust form others, it's because YOU haven't earned it.

The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieving it. Success just shows up from there.

Ignore the junk news - work on a worthwhile project, make a plan, or do something to enhance your life.

I believe that a smile is the attribute of a positive attitude, both for yourself and the perception of others.

Before you can get what you want, you have to know what you want,and make a game plan to get it

Satisfied customers are apathetic. Loyal customers will be your advocate.

If you think that I'm nuts, you may be right. But I'm a nut with a positive attitude, baby!

Mistakes in judgment are the best teachers in the world, and if you choose to learn from them then you will begin to trust yourself and understand that, correct or incorrect you were decisive and moved on.

People who are cocky and arrogant say, 'I know that' and move along. People who are confident and positive ask themselves,' How good am I at that?' and seek to improve

There is no one thing that can turn around a rejection. But there is one answer: begin talking to your customers who have already bought from you and discover why they bought.

Obstacles can't stop you. Problems can't stop you. Most of all, other people can't stop you. Only you can stop you.

Management's job is to convey leadership's message in a compelling and inspiring way. Not just in meetings, but also by example.

Don't dwell on the problem; concentrate on the solution.

To be a great leader of people - inspire them to follow you, not your rules.

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

Social media presents an opportunity for business people to connect and know each other prior to a phone call or email taking place.

A big part of honesty is self-discipline, personal resolve, and taking pride in who you are as a person and what each action means to your character.

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.

It never ceases to amaze me that companies will spend thousands of hours and millions of dollars teaching people 'how to sell,' and not one minute or not $10 on 'why they buy.' And 'why they buy' is all that matters.

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.

Your job is to meet the right people and read the right books.

Random acts of kindness and the desire to do the best job possible lead to trust.

What is the image you have of yourself?

Every time a customer calls or you call a customer, you have an opportunity and a choice. What choice are you making?

Trust is not a request, Trust is earned.

The biggest mistake businesses make is advertising before they have become well known.

Sell yourself before you try to sell your company or your product.

The secret to climbing up is to put your heart into your work.

Being honest when you're dealing with others is easier to do because your honesty is on the table for all to view ... Being honest with yourself is more difficult because you only have to justify it in private where no one can see it.

My website, my email magazine, my blog, my books, my corporate seminars, and my public seminars all create the ability for social media to work and all build reputation and ranking.

Rich relationships lead to much more than money. They lead to success, fulfillment, and wealth.

Home Depot knows 'the more they help, the more they sell'-oh by the way, for the 'bottom liners' who disagree-it's also vice-versa.

In sales, it's not what you say; it's how they perceive what you say.

Change is REFINEMENT. Change is GROWTH. Change is MOVEMENT. Change is OPPORTUNITY.

The key is not to call the decision maker. The key is to have the decision maker call you.

My readers and my audiences have turned into my followers. They are more than interested in what I have to say in the subjects of sales, loyalty, attitude, networking, business social media, and becoming a trusted advisor.

Persuasion occurs when trust and confidence meet belief, risk tolerance, and safety.

There's no lotion or potion that will make sales faster and easier for you - unless your potion is hard work.

People don't like to be sold, but they love to buy.

Memorable customer service can only take place in a human-to-human situation.

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

Use your CRM to retain customers.

Value-first is a perception. If your customer does not perceive it as value, then it's not very valuable.

Go to humorous events at comedy clubs and watch laughable movies.

It seems to me that it's actually harder to invent excuses than it is to get a sale.

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.

Asking, "How much is it?" is THE BIGGEST buying signal. Telling me, "Your price is too high." is THE SECOND BIGGEST buying signal