Jeffrey Gitomer

“I want my people to be accountable.” “I want our people to be MORE accountable.” “Our main issue this year is ‘accountability.'”

Can you recite your mission statement? My bet is you can’t. Mission statements are prominently displayed on most websites and within company literature, but rarely used by the people they were designed for.

Your reputation precedes you. Your reputation creates or destroys sales. What’s yours?

Here’s a question I often get: Where should I network to get the most leads? Wrong question. Networking is not about getting. It’s about meeting, engaging, establishing rapport, finding common ground, and giving.

There’s a holiday coming. This particular holiday is the 4th of July. But it doesn’t matter which one it is, all holidays carry with them the same sales stigmas:

I am sick of goals and goal experts. You know, the people that spam you around the first of the year proclaiming they are the ones who can “help you” get to the next level. They have the magic “goal achievement formula.”

The idea of a mastermind group was put forth and expounded upon by Napoleon Hill in his two classic books, Think and Grow Rich, written in 1937, and How to Sell Your Way Through Life, written in 1938.

“Jeffrey, what’s the BEST way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?”

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or “as soon as you make the sale, ask for a referral.”

I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.