Jeffrey Gitomer

Jeffrey Gitomer

34 Reasons Why People Buy

By Jeffrey Gitomer | April 23, 2013

People don’t like to be sold, but they love to buy is my #1 rule of selling. It is an undeniable rule that on the surface seems relatively simplistic, but when you dig deeper, you’ll find the complexity lies in uncovering the MOTIVE of why people buy. Uncovering buying motives goes against the strategy of…

Orison Swett Marden: An Original Thinker

By Jeffrey Gitomer | July 8, 2011

It’s very hard to find original thought. Orison Swett Marden was part of “The New Thought Movement,” a spiritual group that emphasized metaphysical beliefs and personal development. While there were religious overtones, the philosophies were fundamentally based on infinite insight and intelligence. Here’s a classic Marden quote: Don’t wait for extraordinary opportunities. Seize common occasions…

A Champion of Self-Reliance

By Jeffrey Gitomer | June 29, 2011

Born in 1850, Orison Swett Marden is considered by many to be the father—and an e

In Sales, Stop Saying We

By Jeffrey Gitomer | May 1, 2011

Think about the way you sell and the way you present your product or service. How many times do

Are You a Sales Rock Star?

By Jeffrey Gitomer | August 9, 2010

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. Every salesperson aspires to be referred to in that manner, but very few make the grade. Many have the talent. Many get to the top of…

Jeffrey Gitomer: The Ten Traits of High Sales Performers

By Jeffrey Gitomer | February 1, 2010

A big benefits-management company recently conducted a survey where they asked 365 CEOs and sales-management executives, “What are the three key factors that separate high-performing sales professionals from moderate- to low-performing sales professionals?” Both CEOs and C-level sales executives (all people who don’t sell, but rely on their salespeople so they get paid) ranked self-discipline/motivation…

It’s the last day of 2009. Find out why you didn’t meet the goals you set in January.

By Jeffrey Gitomer | December 31, 2009

Got goals?

Millions of words have been written about goals. I’ve personally writte

Be Your Own Santa Claus

By Jeffrey Gitomer | December 24, 2009

Evolving from Salesperson to Trusted Advisor

By Jeffrey Gitomer | December 11, 2009

What’s So Funny about Being Professional?

By Jeffrey Gitomer | December 4, 2009

There’s an old sales adage that says, “If you can make em laugh, you can make em buy.” The reason its old and the reason its been around so long is that its true.   Humor and laughter are two key ingredients in building and gaining a customer relationship.   The challenge with humor is:…