Jeffrey Gitomer

The average sale takes a matter of hours. And that’s where 95% of sales training is focused. Not good. After a customer purchases, that’s when USE of product or service begins, and that’s where 95% of their time is spent.

Sometimes sales go wrong. And when they do, salespeople blame someone or something. “He wouldn’t return my call,” “he took the lowest bid,” “he bought from the competition,” “he said my price was too high”… BLAME.

For some reason, over the past 60 days, the word “objection” has been the prime topic of my email buzz and my customer’s requests.

Since a very small percentage of salespeople and business people in the country are taking total advantage of business social media, I’m assuming you fall into the chicken category. And I’m not just talking corporations and lawyers here. I’m talking you, the salesperson, are a chicken.

It’s interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that’s ending.

Happy New Year is an expression that EVERYONE extends to others. Almost as a courtesy. Wanna try something new? Say it to yourself – and MEAN IT!!

Next year will be better than the last few. All kinds of opportunities to cash in on. My recipe for 2012 has already been posted, but you can add to the list, and make your resolutions in February

Lyrics from the song “Kids,” from the Broadway play Bye Bye Birdie, written by Lee Adams. And while you may think they were written about today’s generation of kids, the song was written in 1959 – more than 50 years ago. In 1959 there was no computers, cell phones, Internet, Super Mario, cable TV, or fax machines – and of course no iPods

We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. (No offense, Felix.)

What is your social responsibility?

With the advent (or should I say onslaught) of social media and business social media, people are finally coming to their senses of what constitutes of social responsibility.