Quotations by Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

Go to humorous events at comedy clubs and watch laughable movies. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

If you want or need to move, move with a winning record of success, move with a plan, and move to something you love. [2005] - Jeffrey Gitomer

What is the best way to set an appointment? Best way: Face to face. Second best way: On the phone, through their administrative assistant (This means you're meeting with a big-wig.) Third best way: Via e-mail. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

Price is not a consideration when a personal relationship exists. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

Asking, "How much is it?" is THE BIGGEST buying signal. Telling me, "Your price is too high." is THE SECOND BIGGEST buying signal. [2005] - Jeffrey Gitomer

Testimonials are the BEST way to beat down the price objection and win the sale. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

If you are going to leave message, you have to be able to give enough value or reason to get your voice mail returned. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

The biggest mistake businesses make is advertising before they have become well known. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

Sell yourself before you try to sell your company or your product. [2005] - Jeffrey Gitomer

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. [2005] - Jeffrey Gitomer

Surface questions or talk such as the weather, or did you find the place okay, should be avoided at all costs. Try to find out what they did last weekend, or what they're doing this weekend. Ask about a movie or a ballgame. Avoid politics, religion, their personal problems. People love to talk about themselves. The object is for you to find a subject, idea or situation that you both know about or are interested in. [2005] - Jeffrey Gitomer

50% of sales are made because of friendship. It takes time to develop a relationship. It takes time to build a friendship. [2005] - Jeffrey Gitomer