Jeffrey Gitomer

The cold call is THE lowest percentage sales call. It’s an interruption, it’s a fight, it’s often a lie, it’s maximum sales manipulation, and it’s a rare appointment and a rarer sale. Wanna go from low to lower?

People are asking me: What should I do now? What are the consequences? Many people, maybe even you, are wandering and wondering what will happen next? What are the risks? What are the rewards?

Cold calling is over. The only people who don’t realize it are the people still making them. Or worse – their bosses.

I just read a pathetic sales pitch from an email where a “training company” was telling me why training fails, and offering what THEY thought was the best way to approach the process.

At the beginning of the year, you were given a big, fat quota. Your company may have softened the lexicon by calling it a “sales plan,” or a goal. But the bottom line is: if you don’t meet it, you’re out.

NOTE WELL: If you want to succeed, you better be somewhere between 8 and 10 (on a 1-10 scale) on every one of these characteristics.

How do you listen? That’s both a question and an enigma. Listening is one of the BIG THREE in selling, the other two are asking (engaging), and being friendly.

About now, you may be experiencing “goal withdrawal.” It’s that time of year when you begin to lose the momentum and drive you may have had on January 1. Many of you have already given up the ghost.

I promised you a more complete list of characteristics, so you could judge yourself – measure yourself against the elements that make salespeople who they are and successful at what they do

In a recent survey conducted by a BIG benefits management company (a management and human resource consulting firm), they asked 365 CEOs and sales management executives, “What are the three…