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Author Archives: Jeffrey Gitomer

Business cards may be on the way out

I’m in Las Vegas at The Venetian having coffee at Espressamente Illy where they serve (arguably) the world’s best coffee. At the bar, I recognize someone obviously not from America. (Fashion reveals all.) “Where are you from?” I asked. “Belgium,” ...

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The social media boom is here and you’re a bust

Every time I’m in front of an audience I ask two questions: 1. How many of you have some social media involvement? (Almost everyone raises their hands.) 2. How many of you wish you were better at it? (Almost everyone ...

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Will next year be the year of rebound?

Next year might be the year. If it is, will it be yours? At this moment it appears as though the economy is gaining a little momentum. The automobile industry is in a slight rebound. Interest rates are so low ...

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What are you really ‘negotiating’ and why?

“Jeffrey, teach me about negotiations!” Why? “Well, because my prospects always want to negotiate the deal.” No, they want to negotiate your price. “Well, yes.” REALITY: People who want to negotiate your price are in reality negotiating your profit. Any ...

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What are you really ‘negotiating’ and why?

“Jeffrey, teach me about negotiations!” Why? “Well, because my prospects always want to negotiate the deal.” No, they want to negotiate your price. “Well, yes.” REALITY: People who want to negotiate your price are in reality negotiating your profit. Any ...

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A new perspective on winning – and losing

Simon has autism. Simon loves to win. Actually Simon needs to win, and thrives on coming in first. Simon also HATES to lose, and some of his autistic symptoms manifest themselves when he can’t claim, “I WON!” or even, “I ...

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Is it Q-4 or 4-Q? You decide the answer

I am getting all sorts of SOS calls and e-mails asking advice for what to do in Q-4. My answer is simple – the same thing you should have been doing in Q-1, Q-2, and Q-3. Calendar years are broken ...

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Is the best part of selling really just the sale?

When sales are slow – like they might be for you right now (and no one knows when they’re going to speed up) – you have to look for ideas to capture more of the existing market. Ideas like: more ...

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The sales world is changing – are you?

Been in sales for more than five years? Notice any changes? Of course you have – but probably not the ones I’m going to talk about. I’m NOT talking about the economy, or customers in financial trouble, or slow sales, ...

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