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jeffrey gitomer

Staying Motivated Despite Sales Rejection

December 10, 2009

Image by David Reber’s Hammer Photography via Flickr Face it selling is hard work. On a good day you are plowing through lots of No’s to get to a Yes or two. How do you stay motivated and fight through all these sales rejections. Learning to Process Rejection The first thing that will help you [...]

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3 Steps to Help Your Sales Process Improvement

October 4, 2009

Zig Ziglar via last.fm Your sales process should be a living and breathing thing. You should be constantly looking for feedback and sources of inspiration. As a sales person you are faced with the negative everyday–rejections, hang-ups, the crushing weight of caring a sale quota. Here are a few suggestions to make sure your sales [...]

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Why “You” is Important to Sales

July 6, 2009

Image via Wikipedia Jeffrey Gitomer tells us in his Little Red Book of Selling that “You” is one of the most important words in sales. This may sound surprising when we always talk about “customers first,” “the customer is always right,” and “customer-centric.” His point is very important. Customers don’t buy products, services, or unique [...]

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Constant Improvement is Better Than Delayed Perfection

April 24, 2009

Cover of Patton (Two-Disc Collector’s Edition) The number one killer of good ides, effective tactics, game-changing strategies is execution. I would prefer the ability to effectively lead tactical execution repeatedly over being a master strategist any day. A lot of very profitable businesses have been launched, sold, and grown without a single McKinsey consultant. Many [...]

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Top 3 Sales Books You Should Read

April 10, 2009

Cover via Amazon There are literally hundreds of sales books, but what books should be in your library? A good sales person is someone who is constantly seeking to learn–about their craft, how customers think, and the world around them. Here are a few books that should be in every great sales persons’ library: Little [...]

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Kicking Your Own Ass. Well, are You?

January 2, 2009

Kicking your own ass is the mantra the begins Jeffrey Gitomer’s Little Red Book of Sales. There is a reason that it is step one. It is the common trend in every great success story. Of course, you want success. So, the only question you have left to answer is the one we started with–Are [...]

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