Jeffrey Gitomer quotes:

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  • 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.

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

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

  • 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.

  • Great people have great values and great ethics.

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

  • 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.

  • Several national tests have revealed the following startling statistics about why salespeople fail...15% Improper training both product and sales skills. 20% Poor verbal and written communication skills. 15% Poor or problematic boss or management. 50% Attitude.

  • 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.

  • 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?

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

  • In business, your positive thoughts and lifestyle choices lead to your personal success and your career success.

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

  • The chief executive officer is also the chief sales officer. He or she is responsible for the success of the company and making a profit. The closer the CEO is to the everyday selling process, bringing in business, the more successful the company will become.

  • Change is not a four letter word...but often your reaction to it is!

  • If you believe in your company. If you believe in your product. If you believe in yourself. Then you can march to success.

  • 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.

  • Customer satisfaction is worthless. Customer loyalty is priceless.

  • Create a friendly atmosphere on the inside and outside. Live Friendly. Be a friendly person on the inside. Have the attitude it takes to be smiling internally first.

  • I grew up in an upper-middle-class town with a population around 12,000. My high school held around a thousand kids. All smart. We had a strict dress code. If you wore blue jeans to school, they sent you home.

  • Accepting responsibility is the fulcrum point for succeeding at anything.

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

  • If you want to be the best salesperson, first you must be the best person.

  • 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.

  • Ignore people who tell you 'you can't' or try to discourage you.

  • We use social media as an adjunct to my total media/market outreach.

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

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

  • 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.

  • Good things come to those who have patience and take consistent, persistent actions toward what they want.

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

  • When you love life, life will love you back.

  • 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.

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

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

  • 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.

  • Negative people are worse than negative occurrences. The argument is over in ten minutes - the person may hang around for years.

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

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

  • Positive mental attitude is determined by you. Not others.

  • People aren't afraid of failure, they just don't know how to succeed. We are each responsible for our own success (or failure). Winning at what you do is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process.

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

  • Proper prospecting prevents poverty.

  • Value the relationship more than making your quota.

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

  • Loyalty is earned with friendliness, responsiveness, ease of doing business, fair value, and the good feeling customers get when they call you, visit you, or interact with you.

  • 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.

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

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

  • The secret to sucessful customer service starts with YES!

  • Testimonials are the BEST way to beat down the price objection and win the sale.

  • You can't trust others unless you trust yourself.

  • Your character holds the key to your trustworthiness.

  • Selling is a natural skill. It's developed as a child. You may know it as persuasion.

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

  • You can't be a winner if you're a whiner...wiener.

  • People who to back and chastise themselves, or second guess themselves, for making a wrong decision or a weak decision continues to set themselves up for failure in future decisions simply because they don't trust themselves.

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

  • 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.

  • Many salespeople are trying to make their quota rather than developing a deeper belief in their product or service - and even worse, they don't have a strong enough belief in themselves.

  • I consider myself a frequent flyer, flying roughly 200 times a year on mostly mainstream airlines.

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

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

  • If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune!

  • Invest time, don't spend it.

  • Resilience is not what happens to you. It's how you react to, respond to, and recover from what happens to you.

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

  • You don't earn loyalty in a day. You earn loyalty day-by-day.

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

  • 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.

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

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

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

  • People will try to rain on your parade because they have no parade of their own.

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

  • What is a positive attitude? The simple definition is the way you dedicate yourself to the way you think. Interestingly, it's also the definition of a negative attitude.

  • Differentiate with value or die with price.

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

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

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

  • Next time someone tells you 'never,' remember that means 'not for at least one hour.'

  • A person who seems to have all of the answers, usually isn't listening.

  • Quality performance starts with a positive attitude.

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

  • 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?

  • It ain't the rain, the snow, the boss, the competition, the spouse, the money, the car, the job, or the kids - it's you! And it always has been.

  • Friendly makes sales - and friendly generates repeat business.

  • Customers will want to talk to you if they believe you can solve their problems.

  • 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

  • You cannot buy trust at any price. But slowly, over time, you can build it for free.

  • The most killer questions in sales: "Mr. Jones, when I say (insert your product, your company, or anything you want an opinion about here) what one word comes to mind?" This is the most powerful question because it not only gives you top of mind awareness (the customer "hot button"), it also tells you their attitude towards it.

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

  • 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.

  • Your team will get stronger when you begin to build yourself. Teams are made up of individuals who work together . . . and get their own job done. What are you doing to be sure that your job is being done perfectly?

  • Trust is even more important than love.

  • Price is not a consideration when a personal relationship exists.

  • Attitude, humor and action (persistence) will whip fears and rejection. Fear of failure doesn't exist, if you believe it doesn't.

  • The best way to make a sale is to ask for ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect's buying process.

  • 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.

  • The deeper your belief, the deeper your pockets.

  • 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.

  • Trust is not an important element; it is THE important element in any LONG TERM success with anyone or any company.

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

  • Bankrupsy stays on your record for 7-10yrs. That gives you an idea how long it takes to rebuild trust.

  • 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.

  • What is the image you have of yourself?

  • The only way to achieve your desires and dreams is to ACT ON THEM. The greater you trust in yourself, your beliefs, and your thoughts, the more action you will take.

  • The reason you have to say "Trust me" is that you haven't earned it and are forced to ask for it - BAD MOVE.

  • The reason Trust is requested is because the person seeking Trust realizes that Trust is the key to Yes.

  • Trust is not spoken, Trust is a feeling.

  • If you are going to leave message, you have to be able to give enough value or reason to get your voice mail returned.

  • 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.

  • If you want or need to move, move with a winning record of success, move with a plan, and move to something you love.

  • 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.

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

  • Trust is not a request, Trust is earned.

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

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

  • Writing is a key differentiator. I've used it for 14 years. Writing will not just lead to differentiation. Writing is the credibility you need to create buyer confidence

  • Master the web and you will master your universe - and your (on-line) bank account.

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