Jeffrey Gitomer

SEPTEMBER 7, 2011

Online Training. Failing to realize that the prospective customer has heard the same pitch 20 times. sales training meeting for a car dealership, I asked 30 salespeople how many of them drove the brand of car that they sold. Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! At a 6 a.m.

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

JUNE 14, 2011

Online Training. Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. Forty under forty, power breakfasts, seminars. This is a great place to learn more about your customers AND get introduced to your prospects.

Networking 325

Networking Hiring Trade Show Social Media 325

The Sales Heretic

JUNE 4, 2019

Email can be a great way to reach your prospects. As a speaker—and someone who produces some of my own seminars—I attend a lot of meetings-industry events, so I probably [.]. But there are good emails and not-so-good emails. And then there are emails like this one. I recently received this email from a local hotel. (As

Prospecting 187

Prospecting Hotels Industry Meeting 187

The Sales Heretic

SEPTEMBER 25, 2018

Two stories that were recently shared by participants at a couple of my training seminars illustrate how to capitalize on this principle. Everybody loves getting something for nothing. And giving things away can be an extremely powerful sales tactic. The first example was related [.].

Relationals 248

Relationals Training Examples Marketing 248

Jeffrey Gitomer

APRIL 21, 2011

Online Training. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

JULY 26, 2011

Online Training. New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? What should a business lunch consist of? Gitomer | July 26, 2011 | 2 Comments. Share this Post.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Jeffrey Gitomer

MAY 18, 2011

Online Training. Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Public Seminars – See Jeffrey Live!

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Jeffrey Gitomer

AUGUST 23, 2011

Online Training. They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? To Become A Master Salesperson, Master NON Selling Skills.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Jeffrey Gitomer

MAY 9, 2011

Online Training. When you have the pressure to sell, the prospect senses it, and backs off. Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? “Help! I’m Slumping, And I Can’t Get A Sale!” ” Gitomer | May 9, 2011 | 2 Comments.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

MARCH 5, 2019

The right questions create deficit in the comfort level of the prospect. Become the emotional twin of the prospect. Determine the prospect's personality style. Uncovering the prospect's dominant buying motive (the emotional reason the prospect wants your product) and; Finding what the prospect's primary objection will be.

Top of Funnel 241

Top of Funnel Licensing Funnel Objections 241

Increase Sales

SEPTEMBER 7, 2012

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. And very few small business sales training programs, seminars, webinars, workshops focus on effective marketing less alone the purpose of marketing that being to: Attract Attention.

Small Business 147

Small Business Small Business Training Decision Maker 147

The Sales Heretic

JANUARY 6, 2015

Whenever I conduct sales training seminars, I always include a segment on listening skills because being a good listener helps you in so many ways throughout the sales process. Sales communication customer leadership listening prospect seminars service success training'

Prospecting 120

Prospecting Segment Training Sales Process 120

Increase Sales

AUGUST 9, 2012

Look at the learning objectives for most sales training coaching programs and you might find these sales skills: Sales Negotiations. Prospecting. How many times have you read about writing being a necessary sales skill in any sales training coaching seminar or educational experience? Credit www.sxc.hu. Building rapport.

Coaching 162

Coaching Training Small Business Small Business 162

Jeffrey Gitomer

MARCH 3, 2012

Online Training. Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. Public Seminars – See Jeffrey Live!

Hiring 171

Hiring Social Media Hotels Loyalty 171

Pipeliner

JANUARY 16, 2025

This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. Learning Culture: Foster a culture of continuous learning within your sales team by providing access to training resources and development opportunities.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Jeffrey Gitomer

FEBRUARY 18, 2011

Online Training. They go through the same old crapola, of prospect , the point, present, close, follow-up! Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Raleigh, NC.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Mr. Inside Sales

APRIL 14, 2024

I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Good morning everyone!

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

Jeffrey Gitomer

MARCH 7, 2012

Online Training. Blaming the prospect for your issues. Why are you making a “sales presentation” without understanding why the prospect may want to buy? Trying to “type” the prospect. Trying to “mirror” the prospect. Public Seminars – See Jeffrey Live! Hire Jeffrey.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

MARCH 16, 2011

Online Training. What about choice of wrong target customers (prospects) who cannot afford; has no need for product/service and also the possibility that he never understood all that was said, besides his inability (powerless) to decide. Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live!

Hiring 226

Hiring Remedy Social Media Loyalty 226

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Paul Cherry's Top Sales Techniques

JANUARY 4, 2017

DATE: Thursday, February 2, 2017 TIME: 11 am EST (8 am PST) LENGTH: 30 minutes Register Here What do you do when a prospect tells you, “We’re satisfied with our existing vendor relationship?” Overwhelm prospects with a laundry list of all your best attributes (in 30 seconds or less)? Your prospect will stop listening to you.

Vendor 76

Vendor Motivation Prospecting Coaching 76

The Sales Heretic

MARCH 12, 2019

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? They’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.) are constantly in need of speakers for their regular breakfast and lunch meetings.

Prospecting 169

Prospecting Meeting Opportunity Sales Coaching 169

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

Jeffrey Gitomer

APRIL 26, 2011

Online Training. Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Have You Heard Me Speak? If So, Write a Review For Me! Raleigh, NC.

Hiring 190

Hiring Social Media Ideal Customer Profile Hotels 190

Jeffrey Gitomer

OCTOBER 28, 2011

Online Training. Tweet Share In my early intensive days of learning sales and attitude (1972-1973), I was taking a four-hour sales and attitude training class EVERY DAY from 8am-noon. All of my fellow learners (there were nine in the group) immediately took a lunch after the training – except me. Upcoming Seminars.

Hiring 181

Hiring Social Media Energy Loyalty 181

The Sales Heretic

AUGUST 1, 2017

I was recently attending an aikido seminar led by world-renowned instructor, Hiroshi Ikeda Sensei. At one point, as most of the class was struggling with a particular technique, Ikeda Sensei uttered some extremely important words.

Energy 214

Energy Negotiation Objections Closing 214

Hubspot Sales

AUGUST 9, 2022

That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. Sandhu also touched on the value of leveraging a "teach-show-do" framework when training reps. Sandhu also stressed how managers need to commit to repetition when training their reps.

Training 116

Training Sales Outsourcing Sales Hubspot 116

MTD Sales Training

JANUARY 20, 2017

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. I mean, come on!

Prospecting 120

Prospecting Decision Maker Face-to-face Case Study 120

Score More Sales

JUNE 30, 2013

It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. My next 2 days are already booked with intro calls with qualified prospects. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

Mr. Inside Sales

DECEMBER 9, 2023

I invested in Stan’s training program, “Double Your Income Selling Over the Phone.” I have to go with the flow because each prospect is different,” he persisted. Over 20 years had passed between that Stan Billue talk, and I realized, that seminar was the moment I made the decision to change my life. I was sold. So he didn’t.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Licensing 220

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Heretic

FEBRUARY 18, 2015

In my work training and coaching salespeople, professionals and business owners, I’ve noticed [.]. Sales business discount owner product professional prospect rapport seminar service training trust'

Discount 120

Discount Coaching Training Sales 120

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 167

Prospecting Hiring Objections Sales 167

Jeffrey Gitomer

MARCH 30, 2011

Online Training. When you create a connection, it’s an indicator that that prospect, or that customer, or that person wants to continue the online relationship, which may lead to real business. Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Share this Post.

Social Media 158

Social Media Hiring Loyalty Media 158

Jeffrey Gitomer

FEBRUARY 14, 2011

Online Training. Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Public Seminars – See Jeffrey Live! Upcoming Seminars. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | February 14, 2011 | 2 Comments.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

Jeffrey Gitomer

OCTOBER 14, 2011

Online Training. Get your prospect a sales lead. Give your prospect an idea how to serve his customers better. Give your prospect ten things he can do to improve his morale, productivity, absenteeism, or profit. Get your prospect some free publicity or media exposure. Public Seminars – See Jeffrey Live!

Hiring 164

Hiring Follow-up Social Media Loyalty 164

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110