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Jeffrey Gitomer's Sales Caffeine #474 - It's That Time of Year Again

Jeffrey Gitomer's Sales Caffeine

Having trouble viewing this email? View the online version. Issue 474 December 7th, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
It's that time of year: "Call me back after the holidays." "Call me after the holidays is the second most-heard objection in sales (first being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily. Here's how to think about it and here's what to do about it… Humbug. Salespeople hate holidays. It's an excuse for decision makers to put buying decisions on hold. But the worst of them are the Christmas to New Year, "Call me back after the holidays," and "Call me after the first of the year." Two of the most hated phrases in sales. (They still rank behind "We've decided to buy from someone else.") Call me after the holidays is not an objection. It's worse. It's a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed. Here are 11.5 clever lines and winning tactics to use that will help overcome the stall: 1. Close on the stall line. "What day after the first of the year would you want to take (would be most convenient to take) delivery?" 2. Firm it up, whenever it is. Ask, "When after the first of the year? Can I buy you the first breakfast of the new year?" Make a firm appointment. 3. If it's just a callback, make the prospect write it down. Call backs must be appointed, or the other guy is never there when you call. Writing it down makes it a firm commitment. 4. Tell them about your resolutions. "I've made a New Year's resolution that I'm not going to let people like you who need our service, delay until after the first of the year. You know you need it." 5. Offer incentives and alternatives. Invent reasons not to delay. Bill after the holiday. Order now, deliver after the holiday. Read the full article... — CLICK ON THE BEST ANSWER — Once you identify a solid prospective customer, what is the next step? A. Prepare your information and have an engaging question to intrigue the customer to meet. B. Contact your immediate network and see if anyone has any information or knows any of their key contacts. C. Call the prospect and try to sell your product or service -- and let them know you can save them money. D. Call the prospect and tell him he or she has been selected as a great potential partner, and ask for a meeting.       Boot Camp 2010 Las Vegas – Meet the Speakers! Meet Dave McLurg, an accomplished entrepreneur, executive, investor and board member. He brings vast C-level knowledge in all functional areas, with expertise in strategic intelligence, revenue creation and brand perception development. Limited Seats Available – Click here for more details and to purchase your ticket TODAY! Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! Jeffrey, I work in the marketing and sales department for an airline company. As you know, because of low cost carriers like Ryanair, ticket sales have been decreasing. Passengers prefer low prices over a comfortable flight and they are willing tolerate delays, narrow seats, extra fees for water, etc. Where can I focus to convince them? Ahmet Ahmet, Don't get me started. For years airlines have abused customers and taken them for granted. Invest as much in training as you do in phony advertising and you would have half a chance of winning a customer based on value rather than the forced loyalty of mileage. I'll give you a phrase that I have uttered hundreds of times, at hundreds of airports, "It costs no extra money to be friendly." Best Regards, Jeffrey Jeffrey, I own a real estate and finance office in Miami. I specialize in bank owned properties and my team fights every day to get new properties from banks. Do you have any advice? Emile Emile, Make friends with the CEO of the bank. Send every bank officer real estate messages that provide updates of the the market situation (highlighting anything special that has occurred) and quotes from homeowners both new and existing. Anything that you can do to help make the banker a more informed person, will help you get what you are hoping for and build a better relationship. Best Regards, Jeffrey Send your questions for Jeffrey to Elizabeth! Watch this video for Details on Jeffrey's Holiday Giftaway! Order the Deal of the Week now! What is a Brand? By: Dave McLurg Standard and Poor states that 86% of a business’s value at purchase is intangible. A large part of this intangible value is the brand. Branding is vital to the short and long term success of every business. Brands thrive or perish based on the ideals they espouse. A brand is a promise shared by an organization, heartfelt by its employees, and expressed in its products and services at all points of contact with its customers. That commitment results in unfettered sustainability and loyalty to the brand. Starbucks CEO, Howard Shultz, returned to his former role as chief executive with an impassioned mission: Reinvigorating what he calls the “romance and theatre” of coffee making, which he says had been damaged in the retailer’s meteoric global expansion. The stores no longer had the aroma of coffee, which was part of their special appeal. Schultz clearly understood the impact of those brand changes and reestablished and reinvigorated the Starbuck’s brand. Successful brands, no matter the industry, understand and manage the perceptions they want their brand to own in the minds of their targeted buyers. They manage those perceptions at all key consumer touch points. It’s the ‘intangibles’ that customers buy and a product or service must ‘consistently’ deliver on those attributes. Brands thrive or perish based on the ideals they espouse. What does FedEx stand for? Overnight. What does Volvo stand for? Safety. Historical evidence suggests that the strongest and most successful brands view Brand Strategy and Business Strategy as one in the same, not two different things. The brand IS the business. Dave McLurg is an accomplished entrepreneur, executive, investor and board member. He brings vast C-level knowledge in all functional areas, with expertise in strategic intelligence, revenue creation and brand perception development. Dave has a broad history in leading organizations providing proprietary technology and advanced analytics. He has direct relationships with business leaders around the world in a variety of industries. His strategic capabilities are far reaching, working with emerging companies, mid-cap and Fortune 500 organizations. He is a Principal and Board Member of SHR Perceptual Management, Adaptive Technologies, IVAR, Impact Data, Griffin Phoenix and Strategi. "I was watching one of Jeffrey's videos on a flight from Brussels to Kiev. In the video he mentions using underseat cushions as flotation devices and I noticed this in the plane. A brilliant Gitomer moment!" -Dennis Opstal Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page. SUCCESS ATTRACTS SUCCESS AND FAILURE ATTRACTS FAILURE BECAUSE OF THE LAW OF HARMONIOUS ATTRACTION. In physics, positives attract negatives and vice versa, but in human relationships the opposite is true. Negative people attract only other negative people, while positive thinkers attract like-minded individuals. You will find that when you begin to achieve success more successes will follow. This is the law of harmonious attraction. When riches begin to come your way, you'll be amazed how quickly they accumulate. Train your mind to visualize yourself acquiring a specific amount of wealth or achieving a certain goal - whatever you most desire. Then use self-suggestion to persuade your subconscious mind that you can achieve your goal, and put your plan into action. When you use the tools that you have at your disposal to prepare yourself for success and visualize yourself as having already reached your objective, you can achieve any reasonable goal that you set for yourself. Click here to subscribe to Napoleon Hill Yesterday and Today Learn more about the Napoleon Hill Mastermind Club.	"OK ... I admit it! I've been a fan of Jeffrey Gitomer's for a long time. I find his books easy to read but challenging to implement. His updated Sales Bible gets to the heart of success in business. In a systemized way, Jeffrey covers all aspects of marketing, sales, promotion, presentation, objection handling, information gathering, preparation techniques, and humor. If you take the time anyone has taken the time to read and study this "bible," you will be completely and totally prepared to sell and market yourself to huge success." -Jeff Fagin Jeffrey's Upcoming Public Seminar Schedule Las Vegas, NV 12/09-12/12 Boot Camp 2010 Reno, NV 02/16 Managers Seminar 02/17 Sales Attitude Seminar San Jose, CA 04/07 Managers Seminar 04/08 Sales Attitude Seminar ADDITIONAL 2011 DATES COMING SOON! Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU! Can You Hear Me Now? by: Eddy Mayen I have a great friend by the name of Sergeant Joe Delusant who is currently somewhere in Afghanistan with the US Army. We have been the best of friends for over 25 years. We grew up together, went to college together, and even served together in the military. Joe chose to make the military his full-time career. Growing up, Joe and I were inseparable. He enjoyed coming to my house to hear my family speak Spanish. He found it interesting how my brothers and I could go back and forth between Spanish and English while having one conversation. In the beginning, I served as an interpreter for him, but Joe was genuinely interested in learning Spanish, so he would stay over for hours practicing with my mom and dad. It was no surprise that before long, Joe was able to communicate with great accuracy. The only time Joe and I would separate was when he went home at the end of the day. The mystery was that for years, Joe would never invite me inside his house. At first it was no big deal, but after a while I began to think there was something wrong. So, like any fearless teenager, I decided to confront Joe. Imagine my surprise when, that afternoon after football practice, he invited me inside his home to get something to drink and meet his parents. As we walked in the house, both of his parents were in the living room watching TV. I remember this clearly, because the volume on the TV was up really high. Suddenly, Joe gently begins to stomp his feet on the carpet as if he were putting out a cigarette. Instantly, both his parents turn to us, jump up, and say hello. I could tell that they were as surprised about meeting me as I was about meeting them. With perfection, Joe begins to use sign language to communicate and introduce me as his friend from school. Joe’s parents were hearing impaired. I was frozen and did not know what to say. After all, what could I say that they could hear? Speechless, I simply waved hello and followed Joe into the kitchen. In the kitchen I said to Joe, “Wow! I had no idea your parents were deaf. How long have they been deaf?” Out of nowhere, from the other room, Joe’s father replies to me, “All my life.” Again I was frozen, but this time I was also puzzled. I looked at Joe, then his father, and then back at Joe and jokingly asked, “I thought you said your father was deaf?” Joe replied, “He is, but he can read you lips.” I had just learned the most powerful lesson of my fifteen-year-old life. This moment would change me forever. I realized that no matter what language you speak, you can only HEAR with your ears -- but we LISTEN with our eyes, our mind, and our hearts. I now understood how Joe had been listening to us all along and why his learning curve was so short. The amazing part for me is that I learned how to listen from someone who had never heard a sound. Joe’s father, to this day, has never heard his own voice, or the voice of his three sons, or the cries and laughter of his four grandchildren. I realized that many people can hear, but everyone has the ability to listen. My question to you is this -- Are you just HEARING your customer talk or are you LISTENING for his buying signals? HEARING will help you make a sale and gain you another satisfied customer; but LISTENING will make you a fortune by creating loyal customers. Want to show people you are LISTENING? Try this: 1. Always turn and face the person who is speaking to you. It will force you to make eye contact and let them know that you are paying attention. Whether it is a 2 year-old or an 80 year-old person, there is nothing worse to them than talking to the side of someone’s face while the other person stares at something else. 2. Never take a call or text when you are speaking to a customer. It's simple, but it amazes me how many people do this. You will be surprised how many people will follow your lead and return the gesture by restraining themselves from taking calls during your meeting. 3. Concentrate on “listening” instead of just “hearing” when meeting with customers. The TV show Frasier would always start with Dr. Crane saying, “Good Evening Seattle, I’m listening”. Hearing is a passive activity -- you rarely pay attention to every sound you hear throughout the day. However, listening requires action and it implies mental, physical, and emotional involvement. 4. Practice “listening” a little each day. A fun way to practice is listening to music. Pick a different song each day and go beyond the beat. Listen for all the lyrics and different instruments used. You will quickly develop a keen ear for listening. Want to live a better life? Try applying your new listening skills to everyone around you, not just customers. Your family, friends, and co-workers will appreciate you more. Feel free to email me other examples you have…I’m LISTENING. Eddy Mayen is a Gitomer Certified Speaker who delivers Jeffrey's content in both English and Spanish to companies worldwide. To book Eddy Mayen for your next event, visit http://www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.   Your Success Stories "I have created a loyal customer base by applying principles I've learned in Jeffrey's books. I rely on a few support people, but for the most part when something goes wrong I'm the one they look for. When something goes right, as it usually does, they sing my praises. In 2005, I got a copy of Jeffrey's The Little Black Book of Connections and read that I should publish a weekly e-zine or newsletter. My e-zine, Promote U, will reach a milestone of 200 issues this January. As a response to this I am now hosting the first Business Mixer of the year in a city of over 200,000. In the past two years, like myself, you have probably heard the same response to the question, "How's business?" Unlike the typical negative response of many, I have always said, "Terrific!" or "Great!" It's the same response I give people when they ask me how I am. Jeffrey taught me that 'THE' economy was not 'MY' economy and that I had the option to create my own economy. I believe in giving truthful answers. When someone asks, "How's business?" I define business as myself, as I am my business, and responsible for all aspects of it. My reply usually raises a few eyebrows because they don't expect the answers I give. Thanks to Jeffrey for teaching me about 'MY' economy and how to create it using trust, attitude, connections, engaging questions, and a weekly e-zine." -John Prusa Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page. If your story is published, we'll send you a free e-Book! Jeffrey's Sales Rant is a clip from his online training video library. watch the rant now (you need it) Requires Flash player "You already know what to do. Problem is, you're just not doing it." -Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
View the printer friendly version of this ezine (without graphics) or visit http://www.gitomer.com/salesMagazine/PrintableEzine.html?key=ajcdMibak3PnTkVfYVprAw%3D%3D View back issues of this e-zine or visit http://www.gitomer.com/sales-magazine/BackIssues.html © 2010 All Rights Reserved - All great salespeople-and those striving to be great salespeople-should read this ezine. Don't even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. But feel free to forward this or email it to all of your friends. For reprint permission, please call 704/333-1112. Sales Caffeine is a weekly email distributed by TrainOne.com and Buy Gitomer, Inc. 310 Arlington Ave. Loft 329 Charlotte, NC 28203 704/333-1112 Subscribe This email was generated by Jeffrey Gitomer

Jeffrey Gitomer's Sales Caffeine #473 - Here Comes Santa Claus

Jeffrey Gitomer's Sales Caffeine

Having trouble viewing this email? View the online version. Issue 473 November 30th, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
Here comes Santa Claus, here comes Santa Claus! In 1972, when I was studying sales and positive attitude, I watched a movie called “Challenge to America,” almost every day. In it was a story told by the great Glenn W. Turner where he wrote a letter to Santa Claus every year that matched his wealthy cousins. Glenn was a poor farmer’s son who never got anything but apples and oranges, even though he asked Santa for exactly the same thing his wealthy cousins got. And every year, Glenn would go out behind the barn and cry. One year, when his cousin wanted a brand new bicycle and Glenn wanted a brand new bicycle, and as usual, the cousin got it and Glenn didn’t, he went out behind the barn and said, “Okay Santa, if that’s the way you want to play.” He went on to complete the story by saying, “And on that day, I decided to become my own Santa Claus.” He challenged the viewer to be their own Santa Claus. You know, the first 10 or 20 times I watched that movie I didn’t think too much about it. I thought it was a story, I thought he made a good point, and I went on. That was November of 1972. Two weeks later, I made a shopping list for Christmas. Like everyone, there were the obligatory “why do I do this every year” people on my list. So I was in the department store, in the men’s section, when for some reason the message, “Be your own Santa Claus” popped into my mind. And so the first gift I bought was for me. I bought myself something nice and expensive, because I deserved it. “What the heck?” I said to myself. “I’m Santa Claus.” And from that day, I have continued to be my own Santa Claus. All kinds of cool things have resulted from it. Read the full article... — CLICK ON THE BEST ANSWER — How can you differentiate your engaging question? A. Ask an intelligent question that your prospect did not expect. B. Ask a question about your prospect's desires for the future. C. Ask a question about your prospect's personal life. D. Ask a question about your prospect's business.       LAST CHANCE! Jeffrey Gitomer LIVE! - Minneapolis, MN December 2nd & 3rd, 2010 Jeffrey Gitomer LIVE! - Minneapolis, MN: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success. Minneapolis Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement. Register NOW! Jeffrey Gitomer LIVE! - Minneapolis, MN Jeffrey Gitomer's Minneapolis Managers Event Boot Camp 2010 Las Vegas – Meet the Speakers! Meet Darren LaCroix! A keynote speaker since 1994, he brings his incredible story to conferences around the world. He changes the way people think about challenges, humor, and presentations… forever. His clients include IBM, Fidelity investments, and numerous associations too long to list! Limited Seats Available – Click here for more details and to purchase your ticket TODAY! Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! Jeffrey, You always say that customers are looking for answers, not solutions. Can you clarify what the difference is between a "solution" and an "answer?" Ken Ken, A person offering a solution purports to have a process that is better than someone who spends eight hours a day, 40 hours a week, and 160 hours a month at the same thing. I don't think that's a fair assumption to make and I also believe that it creates a defensive position in the mind of someone that might purchase from you. An answer has, at its core, a much simpler offering. It works in harmony with the customer's solution and it provides an easier and more understandable path to something the customer is actually seeking. No road block, no confrontation, just an answer. My Little Red Book of Sales Answers has a title that compels you to buy. If it was a Little Red Book of Sales Solutions, I believe salespeople would shy away. Best Regards, Jeffrey Jeffrey, I’m a commercial sales engineer for an HVAC company. I’m also a drilling reservist and recently received orders recalling me to active duty for service overseas. It will be about 16 months from the day I leave my company to the day I return to my job. While I am gone other sales engineers in my office will be taking over my accounts. Can you suggest some ways that I can stay in contact with my customers and still provide some value in my communications even though I won’t be working directly for my company during the time I’m away? Peter Peter, Create a newsletter that talks about service and service to your country. Gather every email address that you can find and create the list before you leave. Every week write about the war, the service that you perform, and the ideas that you get from helping others (both soldiers and civilians) in the battlefield. This will keep every one of your customers, friends, and contacts emotionally engaged with you. Please put me on the list. Best Regards, Jeffrey Send your questions for Jeffrey to Elizabeth! Dear Santa, All I want for Christmas is LOYALTY! DO NOT wait until Christmas to unwrap this deal. If you would like to have more loyal customers for yourself and for your company, give yourself this gift of knowledge! This week, you will get Jeffrey's best-selling book Customer Satisfaction is Worthless, Customer Loyalty is Priceless and Jeffrey's 10.5 Commandments of Selling CD. Finally, because we are in the spirit of giving, you'll also receive Jeffrey's What Are You Giving Yourself For Christmas? teleseminar CD. All for $59.00 ($108.00 value) Order the Deal of the Week now! The Appeal Of Fun By: Darren LaCroix Why is humor so powerful? Why do you enjoy humor? Do you like to do business with fun people? Why? Is it because “Funny” sales people earn more and “Fun” companies have more loyal customers? Quite simply put, humor is a release of tension. We enjoy it; which is why it is so powerful. When we release the tension in the “customer service process,” we go a long way towards creating loyal customers. When we release the tension in the “sales process,” we make stronger connections, which bring us much closer to the close. During my career in sales I always marveled at the top sales guy in our department. He worked half the hours and sold twice as much as his colleagues. When I asked him what he thought the secret was, he replied, “HUMOR! The same days I don’t make people laugh, are the same days I don’t sell anything.” John Yates Our mindset and our intent make a big difference in the bottom line. You don’t have to be funny to do this. Figure out where the tension is for your customer, then find a way to relieve it. How much fun are YOU to do business with? Do you actively try to relieve the tension for the people you are trying to turn into loyal customers? Darren LaCroix is the co-author of Laugh & Get Rich, and the founder of The Humor Institute, Inc.The Humor Institute, Inc. Here’s a behind-the-scenes look at Angel Jensen’s (the Ace of Sales best e-mail contest winner) visit to Jeffrey’s office in Charlotte, North Carolina! Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.	"Jeffrey breaks his selling principles down to several simple concepts and presents them in bulleted lists that are easy to follow. Pay special attention to the "X.5" items. They are the gems. This book is a quick read (2-3 hours) and you'll want to go back to it time and time again when you reach an impasse in the selling process. The Kindle edition is especially effective since you can highlight it and quickly review the important information." -Bill Swansen Jeffrey's Upcoming Public Seminar Schedule Minneapolis, MN 12/02 Managers Seminar 12/03 Sales Attitude Seminar Las Vegas, NV 12/09-12/12 Boot Camp 2010 Reno, NV 02/16 Managers Seminar 02/17 Sales Attitude Seminar San Jose, CA 04/07 Managers Seminar 04/08 Sales Attitude Seminar Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU! Zero Unemployment In Sales by: Glenn Bill This is the reality: If you are a great salesperson there are jobs everywhere. I love being a salesperson. Salespeople are what make our economy go. They are the fuel that drives the engines of small businesses and large corporations. Notice I did not say a “good” salesperson -- I said a “great” salesperson. So how do you know the difference? Well, good salespeople are unemployed right now. Good salespeople are saying things like “I am over qualified for that sales position.” Seriously, I have never heard an employer say, “That salesperson is just too good for our company.” This excuse of being overqualified and underpaid for sales performance may be the biggest misnomer in our marketplace. Here is the bottom line: In sales, your income reflects the level and service you have provided for your customer. It is in essence your “scoreboard” of service. I am from a commission only background and it was really easy for me to tell the level of service and value I provided to my customers…it’ called a 1099. Look at yours and see how you measure up. Better yet, look at someone you see as a “great salesperson” and see how you measure up to them. The great thing about sales is that it parallels life. The more you give, the more you receive. If you are truly a “great salesperson”, I promise the jobs will find you. The problem is that most people want their reward or payout without providing the results and value upfront first. So if you find yourself saying things like “I was downsized because the market is off, they did not hire me because I was overqualified” or “I liked the opportunity but it did not pay enough”, then you need to take a good hard look at what you are telling yourself. The biggest sale you need to make may be on yourself. Here are three ways to sell yourself on you: 1. Understand the WHY in your life. Why do you want to be who you want to be? Why do you want to own what you want to own? Why do you want to do what you want to do? After you answer these questions once or twice, keep asking yourself why…about four or five answers into it, you will uncover your driving force (or motivation). My term for this is called “motivation identified”. If a salesperson does not understand this answer, they may not ever be willing to do what it takes to do the “work” involved in sales. 2. Reflect on your past career or career. Hold yourself accountable not only for what you did not do well -- but really focus on what you did so great! Now, close your eyes and put yourself in a time when you accomplished great things in your past career. How are you feeling now? How were you feeling then? What was your posture like? What was your presence like? What was your attitude like? What was your determination like? How certain were you of yourself? Focusing on your past success and greatness will give you the attitude and disposition it takes to sell yourself and your new employer. 3. Get into action. Go find three people who you believe really love you, trust you, believe in you, and want to see you succeed beyond your wildest dreams. Ask them these three questions: What do you feel are my strongest qualities as a person? Why would you consider buying from me? What is the biggest impact I have made on your life? These answers will fill you with confidence. Confidence is needed in a professional salesperson more than any other trait except empathy. This exercise develops both qualities. So are you ready to be SOLD on YOU? I can assure you small business and big business alike never ever shy away from hiring a salesperson who knows their motivation, displays a great attitude and disposition, and exudes confidence and empathy in their interaction with others. Get sold on yourself and they will be sold on you! Glenn Bill is a Gitomer-Certified Speaker who delivers customized and personalized seminars on sales, customer loyalty, and personal development. To book Glenn for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.   Your Success Stories "I just read your article in last week's e-zine about giving thanks. I cannot agree more. Here is what I did two weeks ago because I was thinking the same thing (reading all your advice helped me to come up with this idea): Instead of just emailing and calling, I took it a step further and hosted an "appreciation social." I invited all of my clients and business partners for an hors d'oeuvres happy hour (well, really it was three hours). I started my own real estate business slightly over a year ago (after being laid off from a new home builder that tanked). I wanted to give back by showing my sincere appreciation and personally thanking each one of my customers that trusted me enough to do business with me. I invited all of my business partners so that my team could meet everyone as well. It was a HUGE success and my clients and business partners alike were impressed and asked if I would do it again next year. I gave out hand painted goody (swag) bags (that said living thankfully) so they could re-use them. They were filled with discount coupons, candy, and information that would help them bring equity to their homes (home decorating ideas, home warranty information, etc). We also gave out door prizes (donated by my business partners) and were sure we had enough for each person to win something. I also gave them a personal gift from me to thank them again. The day after the party, I wrote each a handwritten note thanking them for coming and how much I appreciated them. In those cards I enclosed a Thanksgiving Day dinner idea for each of them to use. I've already gotten calls about that idea. So the moral of my story is.....YES! The personal touch and honest to goodness sincerity will not only make you feel good, but bring you many referrals!" -Kristine Cuddy Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page. If your story is published, we'll send you a free e-Book! Jeffrey's Sales Rant is a clip from his online training video library. watch the rant now (you need it) Requires Flash player "Kick your own ass!" -Jeffrey Gitomer's Little Red Book of Selling     MAKING LIFE "EASY" FOR CHILDREN USUALLY MAKES LIFE "HARD" FOR THEM IN ADULTHOOD. Del Smith, the millionaire founder and chairman of Evergreen International Aviation, has often said, "Thank God I was born poor; I learned how to work." Like many others who made it to the top on their own, Smith believes that the greatest gift that can be given to a child is to teach him or her the value of work. It is a gift that can never be lost or stolen. It's a natural desire of parents to give their children material things they didn't have as children. Such generosity, however, often deprives children of the greatest gift you can give them: confidence in their ability to take care of themselves. When you make life "hard" for your children by requiring them to learn the value of work, they will have a far greater likelihood of success as adults.   Click here to subscribe to Napoleon Hill Yesterday and Today Learn more about the Napoleon Hill Mastermind Club.
View the printer friendly version of this ezine (without graphics) or visit http://www.gitomer.com/salesMagazine/PrintableEzine.html?key=ajcdMibak3P0nTGAxF1HKg%3D%3D View back issues of this e-zine or visit http://www.gitomer.com/sales-magazine/BackIssues.html © 2010 All Rights Reserved - All great salespeople-and those striving to be great salespeople-should read this ezine. Don't even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. But feel free to forward this or email it to all of your friends. For reprint permission, please call 704/333-1112. Sales Caffeine is a weekly email distributed by TrainOne.com and Buy Gitomer, Inc. 310 Arlington Ave. Loft 329 Charlotte, NC 28203 704/333-1112 Subscribe This email was generated by Jeffrey Gitomer

Understanding THANKS so you can say it in a better way.

Jeffrey Gitomer's Sales Caffeine

Having trouble viewing this email? View the online version. Issue 472 November 23rd, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
Understanding THANKS so you can say it in a better way. Well, it’s that time of the year again. Gobble gobble. Everyone will eat more food and more leftovers than last year. Families will gather and (some thankfully) depart. Many people are now practicing the, “Send a Thanksgiving card to beat those who send Christmas cards.” Yeah, that’s a good idea. Instead of sending an insincere Christmas card, you can send an insincere Thanksgiving card. Now of course not everyone sends an insincere holiday card. But many have a “list,” and they send a card to everyone on it no matter what. What Thanksgiving is really all about is giving thanks; or better said, saying thanks. How do you say thanks? Go into any retail store and most of the time (not all the time) some clerk will say, “Thanks and have a nice day.” Do they only mean that day? If I didn’t buy anything, would they still want me to have a nice day? After they say the same thing 1000 times, do they really mean it, or are they just repeating it out of habit? Back to Thanksgiving. For many, there is a genuineness about Thanksgiving. For me personally, it’s my favorite holiday. Friends and family gather around and give thanks for the meal, but I’ve always used it for a time of reflection. Who can I call to say hello to? Who do I wish was at the dinner that has passed away? What do I really need to be thankful for? And what actions will I take to show my thankfulness? That’s thanksgiving to me. Oh sure, I love the turkey, I love the stuffing, I love the cranberry sauce, I love the pumpkin pie, but way more than that, I love the feeling. After Thanksgiving comes the panic before Christmas: the list, the shopping, the 6am sales, the traffic, the hustle bustle. In all of that you may be forgetting that “saying thanks” thing that you resolved to do at Thanksgiving. So please permit me to awaken you as to the reality of Thanksgiving and the promise of Christmas. The simple answer is: saying thanks. Read the full article... — CLICK ON THE BEST ANSWER — Creative, value-driven follow-up is important to complete the sale because: A. It allows you to get any additional information your customer may need. B. It shows you are organized. C. It allows you to move on to the next sale. D. It keeps continuous engagement with your customer.       Boot Camp 2010 Las Vegas – Meet the Speakers! Meet Brad Sugars, the world’s #1 Business Coach. In his role as Founder and Chairman of ActionCOACH, he leads the world’s largest, and best, business coaching team. Limited Seats Available – Click here for more details and to purchase your ticket TODAY! Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! Jeffrey, I have learned the sale is decided 29% for rational reasons (material needs and price) and 71% for emotional reasons. How do you get the prospect to always include emotion in their decision-making process? Eddy Eddy, Get emotional early. Uncover buying motives, show testimonials that prove value, and be passionate. Talk about your existing customer's reasons for buying, and make certain they corroborate and confirm those of your prospect. Best Regards, Jeffrey Jeffrey, I am brand new to my industry and I’m on 100% commission. I need to make sales immediately and have no leads. I know you aren’t too excited about cold calling but I’m a little confused on how to begin generating a good flow of leads. What are your suggestions? Tyler Tyler, Spend your first day calling existing customers of the company you’re working for. Talk about their relationship with your company, find out why they bought, find out if any of them have ever used your competitor, and find out where the value is in the relationship. Get on every form of social media as fast as you can and begin to post and tweet reasons that customers buy. To build your social network, invite people from your business community, invite people from your industry association, invite your fellow salespeople and invite all your chief executives to follow you. Also begin broadcasting value messages by creating your own e-zine and sharing your thoughts with your customers. Make 100 cold calls just to realize you're beating your head up against the wall, but be certain that you’re smart about it. Look at the categories of your existing customers business and begin to call in that genre. Make certain that you use Ace of Sales to keep accurate records and send cool emails. As you can see, there is no easy answer, but hard work will win out for you if you're willing to do it. Best Regards, Jeffrey Send your questions for Jeffrey to Elizabeth! Who needs Black Friday when there's RED TUESDAY?! This week, take time to give thanks to your customers, to those you love, and to yourself. By taking advantage of this week's deal, you will accomplish two things: first, you will enrich yourself with the knowledge that has helped thousands of salespeople have better careers and better lives, and second, you'll have your customers seeing RED! Get two of Jeffrey's most popular books The Little Red Book of Selling and The Little Red Book of Sales Answers plus a Magic Sales Answer Ball. All for $39.00, (a $60.00 value). Gobble! Gobble! Order the Deal of the Week now! What A Business Coach Does By: Brad Sugars Today, having a Business Coach is no longer a luxury, it’s a necessity. Sure, you’re business may survive without one, but it can never thrive. Don’t believe a Business Coach is as important as your accountant or lawyer to your business? Do you have proven methods and strategies to build your customer base and grow your bottom line, who are you accountable to, are you objective about your business, do you want to start working less than ever before while gaining balance, freedom and profits? A Business Coach can see the forest for the trees and will make you focus and become accountable both to yourself and the market. A Business Coach works alongside you creating success together and telling you the objective truth at each step. Most importantly, a good Business Coach helps you implement strategies into your business that grow your bottom line. There are five areas any business can be coached in, Sales, Marketing, Team Building, Systems and Business Development and Customer Service. In each of these areas, the most important thing a Business Coach does is teach you that only you can be truly accountable for your own success. Your coach will push you, cajole you, help you and just generally be there for you, but it’s still up to you to do the work Long-term success isn’t about just scraping the surface, and the right Business Coach can tap into your potential. If you have a passion for success and are willing to work hard for great rewards, then contact a Business Coach today. Brad Sugars is the world’s #1 Business Coach. In his role as Founder and Chairman of ActionCOACH, he leads the world’s largest, and best, business coaching team. For the last six years, Entrepreneur Magazine has voted ActionCOACH the #1 business coaching company in the world. With more than 1,000 coaches in 32 countries around the world, ActionCOACH is in the business of creating abundance through business coaching. In addition to the success he’s had with ActionCOACH, Sugars has written 14 business books, published by McGraw Hill, known throughout the business world as the “Instant Success Series”. Kim Ridley was reading Jeffrey's Little Green Book of Getting Your Way  while enjoying the sun at Burleigh Beach in Queensland, Australia Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.	"I love Gitomer's little books, this is one that all business owners should read along with "Doing Business by the Book" it will help you get your focus right and keep you on the ball. Trust is nearly gone today, much like ethics - stand out from the crowd and people will flock to you." -Georgia Weaver Jeffrey's Upcoming Public Seminar Schedule Minneapolis, MN 12/02 Managers Seminar 12/03 Sales Attitude Seminar Las Vegas, NV 12/09-12/12 Boot Camp 2010 Reno, NV 02/16 Managers Seminar 02/17 Sales Attitude Seminar San Jose, CA 04/07 Managers Seminar 04/08 Sales Attitude Seminar Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU! Giving Thanks by: Dan Jourdan I was lucky to be one of the fortunate few million who cut their sales teeth in New York City. I sold food and supplies to many of the restaurants around Manhattan. You would think that it would be easy, given the amount of restaurants there, but to my surprise many people told me - in no uncertain terms - to get lost. You see, they already had their “guy” and had no need for me. By connecting personally and providing value first, I was able to earn my way into being that “guy” for some people and was very grateful for their loyal support. It was always amusing to me at that point to see all of my competitors trying to take those accounts from me with promises, sales pitches, and gifts. This gift idea was especially prevalent during the holiday season. What people didn’t realize, however, was that an insincere gift can produce the opposite effect that was intended. I remember one customer, Dino, who became a friend. Dino was brought up with an alcoholic father. Afraid of following in his father’s footsteps, he became a teetotaler. Every salesperson who came bearing the usual gift of Chivas Regal would immediately disqualify himself as a trusted advisor. The problem was that they didn’t get to know Dino personally. How well do you know your customers? Giving thanks in any form - including gifts - can exhibit what is the greatest human quality…gratefulness. Your customers are much more than the people who simply buy your product. They are the reason that you have food on your table and a roof over your head. They are every vacation that you have ever had and the financers of your child’s college education. Without customers, you would have no business. Customers deserve your thanks - not just during the holidays. They deserve your thanks every day. Do you know enough about your customer to thank them properly? Do you care enough to find out? A vendor that I used for a previous business once took me out to lunch and learned that I love soup. After sometime, out of the blue, I received a package in the mail from him. It was a thermos with a sticker with my name on it. It must have cost $1.59 for the whole thing and every time I see it, I think of my insurance guy, Bob Steir. You have no idea how many times I have referred new customers to Bob all because of soup -- and his ability to connect with me personally. How are you connecting with you customers? During this season, and in this economic time, it is terrifically important to remember who brought you to this party and who is ultimately going to be the reason for your success. Sure, you may get upset with them occasionally, but try to be in business without them. Go uncover something personal about your customers today -- and give thanks in a memorable way. Happy Thanksgiving and thank you for your business! Dan Jourdan is a Gitomer-Certified Speaker who delivers customized and personalized seminars on sales, customer loyalty, and personal development. To book Dan for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.   Your Success Stories "I attended your 2009 Boot Camp. I am very grateful to you and all of the speakers for the inspiration you gave me. I walked away from the event with ideas, drive and confidence to launch my new business!" -Jason Greening of Vmercial Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page. If your story is published, we'll send you a free e-Book! Jeffrey's Sales Rant is a clip from his online training video library. watch the rant now (you need it) Requires Flash player "When I say thanks (and give thanks) it’s more than an expression, it’s an emotion." -Jeffrey Gitomer     A GOOD FISHERMAN GOES OUT OF HIS WAY TO BAIT HIS HOOK WITH WHAT THE FISH PREFER-WHICH MIGHT NOT BE A BAD TIP FOR THOSE WHO WISH TO SUCCEED IN HUMAN RELATIONSHIPS. Just as in a conversation it's a good idea to listen more than you talk, it is also wise in relationships to think about the well-being of others more than you think about your own wishes and desires. When you constantly strive to treat others in the same way you would like them to treat you, you become a person whom others like to be around, one who commands their respect, confidence, and loyalty. When you learn to manage emotions and your ego, and when you learn to always consider the needs and desires of others, it is inevitable that you will "bait your hook" with kindness and consideration, and catch more friends than you can count.   Click here to subscribe to Napoleon Hill Yesterday and Today Learn more about the Napoleon Hill Mastermind Club.
View the printer friendly version of this ezine (without graphics) or visit http://www.gitomer.com/salesMagazine/PrintableEzine.html?key=ajcdMibak3OHFDq1Iv2FHw%3D%3D View back issues of this e-zine or visit http://www.gitomer.com/sales-magazine/BackIssues.html © 2010 All Rights Reserved - All great salespeople-and those striving to be great salespeople-should read this ezine. Don't even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. But feel free to forward this or email it to all of your friends. For reprint permission, please call 704/333-1112. Sales Caffeine is a weekly email distributed by TrainOne.com and Buy Gitomer, Inc. 310 Arlington Ave. Loft 329 Charlotte, NC 28203 704/333-1112 Subscribe This email was generated by Jeffrey Gitomer

Set the hook, get the click, capture the email address, and bank the money.

Jeffrey Gitomer's Sales Caffeine

Having trouble viewing this email? View the online version. Issue 471 November 16th, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
Set the hook, get the click, capture the email address, and bank the money! I got an unsolicited email this morning that gave me no choice but to read it. My interest had to do with the subject line, the headline, the design of the content, and the copy. The subject line was: Jeffrey, How to go from market penetration to domination. Ok, I clicked to open: Then the headline: What one thing determines your success in business, more than any other single factor? Ok, I read it. The very tastefully designed letter said: Hello Jeffrey, This is Robert Clay. If you were asked what one thing determines your success in business more than any other single factor, what would you answer? Perhaps you'd say it was down to the quality of your product or service, or your people, or trust, or competitive prices, or availability, or profitability, or the number of customers who return to do business with you again. These are the responses I get all the time. While they're all good answers, the biggest factor that determines your success in the marketplace is one that is hardly ever written or spoken about ... and in ten years not one person, out of the thousands I've asked, has been able to tell me what it is. Perhaps you've heard me speaking on the subject in the past, or read about it in my book. The point is, once you know that one factor that makes a world of difference, you can take a few simple steps to move your business from market penetration to market domination. Just look at Google who now have 85% of the global search engine market; and Apple, now the world's most valuable technology company, who dominate the market for music players, smartphones, computers priced over £600, and now tablet computers too. When times are tough you REALLY need to work smart. You need to do what Google, Apple and others have done. You need to know that one factor that can change everything for you. That factor is explained in my book on Page 10. And you're welcome to download a copy with my compliments, with absolutely no obligation. Just click here, enter your name and email address, click the confirm link on the email you receive and you'll be taken to a page where you can download the book immediately. If you enjoy the book, let me know. If what you learn leads to the transformation of your business, as it has for some, then be sure to let me know! Click here to get your copy of my book, with my compliments. Warmest Wishes, Robert Clay Marketing Wizdom Ltd Ok, I clicked, subscribed and downloaded the free book, and immediately went to page 10 to find the answer... Eh, not so fast. That’s not what this lesson is about. The point of this article is for you to see what Robert Clay’s writing was about, what got me to “click”, and most important: how can you use these same elements in your communications – both as email cold calls, and email follow-ups. Read the full article... — CLICK ON THE BEST ANSWER — During your sales presentation the prospective customer does not seem engaged. What should you do? A. Keep going because you need to finish delivering your presentation and get to the close. B. Begin asking questions that the customer will find interesting and engaging. C. Tell the customer what they want to hear. D. Ask them why they are not listening and if you should come back.       LAST CHANCE! Jeffrey Gitomer LIVE! Albuquerque, NM November 18th & 19th, 2010 Jeffrey Gitomer LIVE! - Albuquerque, NM: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success. Albuquerque Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement. Register NOW! Jeffrey Gitomer LIVE! - Albuquerque, NM Jeffrey Gitomer's Albuquerque Managers Event Boot Camp 2010 Las Vegas – Meet the Speakers! Meet Joe Soto, CEO of One Social Media LLC, a Social Media Marketing strategist with broad experience in all aspects of sales, online lead generation, and social media marketing. Limited Seats Available – Click here for more details and to purchase your ticket TODAY! Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! Jeffrey, I sell exclusively to government agencies. Most of the time RFQs are sent out and it's a blind bid situation. I understand building a relationship with my customers to win their trust and their business, however a lot of the times it comes down to an individual that is just looking at the bottom line today and not over the life of the product. What is the best way to combat this situation? Jim Jim, Change your sales presentation or you will never change the mind of your customer. Insert value messages, create a value proposition, and prove that you're different by showing video testimonials from customers that don't care about price. I hope you're not looking for some magic answer. There is, however, a reality answer: Create a buying atmosphere and stop trying to compare yourself to your pathetic competition that does that same thing. Best Regards, Jeffrey Jeffrey, Your recent article on business social media was on point. Developing content that is on message for your industry is the easy part of the equation. What would you suggest as the best way to get potential new customers to follow you on Twitter, Facebook, etc.? It is all about new people seeing the value of working with you, but if the message is "tweeted" into space and no one gets it, what's the point? Joe Joe, When you establish a Twitter account, the first thing you have to do is get 100 followers. You do this by asking them to follow you. You do not do this by following them first and hoping they will follow you back. You email them a link, you call them on the phone, you talk to your LinkedIn connections, and you post the link on your Facebook page. Assuming each of the people you invite have at least 100 followers in their Twitter account, you now have an aggregate audience of more than 10,000 people. That's the beginning of your Twitter base. It's now time to tweet. Wake up early in the morning and create your own thoughts. Begin to tweet valuable information that others might re-tweet to their network. The secret of Twitter is being re-tweetable. The secret of success on Twitter is to create attraction by tweeting information of value, or should I say immediate value. Best Regards, Jeffrey Send your questions for Jeffrey to Elizabeth! Masters Class Learn what it takes to be successful by paying attention to the masters. One of the things you can do to ensure continued success is commit to learning for the rest of you life. This week we offer the wisdom of two of the greats. Earl Nightingale's The Strangest Secret  audio CD is the enduring classic by America's original motivator. We are coupling it with Jeffrey's Little Black Book of Connections  to round out the educational experience. To help you pay attention we will send you a Sales Caffeine Coffee Mug. You can never know too much! All for $25 dollars (a $60.00 value). Order the Deal of the Week now! Targeting Social Media Influencers To Increase Sales By: Joe Soto Your company’s brand may have many followers and fans on social networking sites. But it is essential to remember that having many fans does not mean that your company’s social media marketing strategy is working. Data from a recent study by Meteor Solutions has proven this fact. The success of your social media marketing strategy depends on the type of fans and followers your brand has gathered from social media sites rather than the number. An average 1% of your site’s audience generates almost 20% of your site’s traffic by sharing your brand’s content or site’s links. To make your social media marketing strategy successful, you need to focus on these influential people. But the challenging task is to find these influencers and truly “connect” with them. There are four simple tips you should follow: Locating Your 1%: You will need to use social media analytics tracking and measurement tools that exactly show you the people who actively share your brand’s links. Finding What They Like To Share: You can use your social media analytics platform to find the content that the influencers like to share. Find out if they are interested in promotional sales, or if they are interested in your brand’s entertainment content like social games, videos or blogs. Finding Where They Go To Share Content: Identifying the social networks, forums, websites that the influencers use and the platforms they use to share your brand’s content can make a difference to your social media marketing strategy. Finding What Motivates Them: It is important to find out what motivates your brand’s followers. This is needed to find out what type of content they will respond to in a positive manner. Some may share links to feel important amongst their social groups, while some may do so for the attention they may receive on sharing these types of information. Depending on whom you are targeting, you can offer the appropriate motivation. The idea is to make them feel special and important by giving them access to insider details on deals, information or rewards. By identifying and reaching out to your brand’s biggest fans, you can access many consumers by just maintaining relationships with a select few. But you should remember that only if you have something exclusive to offer, you can gain loyal consumers, who will further your brand by recommending it to others. Joe Soto, CEO of One Social Media LLC, is a Social Media Marketing strategist with broad experience in all aspects of sales, online lead generation, and social media marketing. A self-described social marketing evangelist, Joe has played a key role in the launch of social media campaigns for local, regional and national businesses and brands throughout the U.S. Clients range from a broad variety of industries including health, fitness, automotive, restaurant, hotel, retail, and others. In addition, One Social Media works closely with select advertising agencies, PR firms, and SEO companies, helping them transition their clients to social media. Joe also founded One Mobile Media, a mobile marketing company. Joe resides in Iowa with his wife Lenee and their six children. The Value of Thingamabobs By: Andy Horner Having an older father had its advantages. He had a lifetime of lessons to teach, one of which was how to hold the attention of an easily distracted audience. Sound like anyone you know? Your customers, perhaps? My dad was a Presbyterian minister. After church, he liked to question my brothers and me to see if we had listened to his morning message – a tall order for rambunctious tweens. He wrangled us into his bedroom and while he traded his suit jacket for his Mr. Rogers sweater and slippers, he pulled tiny relics from his sock drawer. He had many, but our favorites were a silver football charm, his ruby-topped college ring, and his colorful military medals. He placed them in our hands like papal jewels. Seated on the edge of his bed, we turned the treasures over and over in our hands, riveted to his voice. He told us the story of the objects and subtly wove in key points and questions from his sermon. We listened. We answered his questions. It was genius. The lesson: During one-on-one meetings, occupy your customer’s hands and eyes with an unusual object and their ears are yours. Here’s the winning hand of examples to captivate customers: Ace of Hearts: Hand your customer a Rubik’s Cube solved, except for the last twist. After one turn, they’ll glance up to you as if to say, “Well, that was easy.” Relate their experience to your sales message of simplicity. King of Hearts: Buy a copy of the board game “Life.” Pop out the distinctive spinner and bring it with you to customer meetings. They’ll start spinning it without prompting. Casually pose the question, “What outcome in your life would you not want left to a spin?” Their answer will help you bypass the small talk and reveal what matters to them. Consider it your “relationship spinner.” Queen of Hearts: Bring with you a small trophy from your past. It might be a varsity jacket pin, a first place medal, or a game ball. Briefly share the story of its importance to you. Then ask your customer about their most-prized award. Their answer will reveal one of their cherished accomplishments. With a bond established, ask about their current business goals and the accomplishments they’re pursuing.My father has always been old... at least to me. He was about 50 when I was born and already pulling senior citizen discounts when my brothers were in braces (my teeth were perfect, by the way). Jack of Hearts: Go to www.sumocookies.com and order 30 bucks worth of gourmet fortune cookies. (They even come chocolate-dipped with crushed Butterfingers®.) You can customize the fortune inside with a value message. With your customer’s hands and mouth full, their attention is all yours. Leave them a handful to share with others. You’ll be the talk of the office for days! Ten of Hearts: Gift a thingamabob. Buy a $6 staple-less stapler that’s useful on anyone’s desk. (It slices and tucks the papers to join them together.) Bring a few white papers about your products and let your customer staple them together. While they ooh and ahhh, transition from the ingenious device to the innovative solutions you offer. The stapler is theirs to keep while the new customer is yours. Maybe you have a thingamabob that works for you! Share it with me: andy@aceofsales.com. Andy Horner is the Product Manager for Ace of Sales. He has worked in sales and marketing for over twelve years. He specializes in the design and technology side of Ace of Sales development combined with relationship marketing and sales. His goal with Ace of Sales is to create the best sales tool on the planet! To connect with Andy today, email andy@aceofsales.com. Walt & Patrick Hessert of the Million Dollar Road Trip crew visited the Gitomer offices on November 10th to interview Jeffrey for their documentary on entrepreneurs. Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.	"What a wonderfully useful application to remind oneself of the basics of strong selling skills. The articles are excellent reminders of the atributes of successful selling. While on the road yesterday, I read all 12.5 articles prior to a sales call and entered that meeting with a smile on my face. This app is one of the better ones available for business reps. I've already recommended it to my colleagues." -Scott Naumoff Jeffrey's Upcoming Public Seminar Schedule Albuquerque, NM 11/18 Managers Seminar 11/19 Sales Attitude Seminar Minneapolis, MN 12/02 Managers Seminar 12/03 Sales Attitude Seminar Las Vegas, NV 12/09-12/12 Boot Camp 2010 Reno, NV 02/16 Managers Seminar 02/17 Sales Attitude Seminar San Jose, CA 04/07 Managers Seminar 04/08 Sales Attitude Seminar Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU! A YES is Best, but a NO Can Be Good, Too! by: Don “The Idea Guy” Snyder When you’re in sales, the word you most want to hear uttered by a prospect is “YES”, and (as much as you may be loath to admit it) the second best answer is a “NO” (not a MAYBE, like you might be thinking). We all want to have every customer to listen intently to our pitch and rip the pen from our hands because they can’t sign the contract fast enough. (Wake-up from that dream, sleepyhead.) It's more likely you'll get a polite pat on the head and a smile they use to send you on your way with a “let me think about it and get back to you” response. And you don't mind that answer! It allows you to return to your sales manager and report that you made a presentation to the prospect and they "really, really, really liked what you put together for them and it’s merely a matter of time before they get the budget approved and the contract sign on the dotted line." In the meantime, you mark it for follow-up week after week because they just need one more thing approved before they can move forward. The road to hell (or at least the road to a missed car payment or a late cable bill, due to a missed sales goal) is paved with “maybes” and “let me think about its”. YES allows you to move forward with the project and close a sale. NO allows you to move on and pitch the idea to another prospect. MAYBE makes you sit in limbo waiting for responses from prospects you didn't qualify and decision-makers you failed to get in front of. Each day that goes by without a YES makes that very answer seem less and less likely, while exponentially increasing your anxiety and anticipation. Here's how to get a YES or NO answer (and avoid a MAYBE, baby!) 1. Don’t present to someone without the power/authority to provide you with that final answer. And don't bother to create a proposal before asking HOW the final decision will be made (not WHO will make the final decision, but HOW will the final decision be made). This answer will let you know if the person you’re speaking with is the first or last step in the decision-making process. If there is a committee or a higher-level manager making the final choice, you need to be in the room during the final presentation to answer any last-minute questions. Nobody can sell your product or service like you can. 2. Use testimonials to overcome objections. People delay a decision because they are afraid of making a mistake. Use testimonials from clients who wanted to delay making a decision and decided to purchase anyway (or testimonials from customers who delayed their decision and lived to regret it). “Man, I wish we’d made the decision to upgrade to the new system sooner — it cost us money in wasted time and productivity every day we delayed signing the contract.” Assure the prospect of your warranties, guarantees, and service contracts. Make sure they know that you’re not going to leave them hanging out to dry if there’s a problem with the purchase. 3. Avoid stalls on a final YES/NO by educating your prospect – and avoid confusion about some component of the proposal. Ask questions at regular intervals during your presentation to make certain everything is crystal clear to the client and you're both on the same page. (How does that sound to you? Does everything make sense? Do you have any questions about our service plan?) Let them know at the beginning of the presentation that you're looking for a specific answer at the end. 4. Create a sense of urgency. Ensure that the client realizes a benefit for making a decision by a certain date (or experiences a loss by delaying past the deadline). Frequently, the client will give you the deadline for having your product or system in place. Work backward from the activation date and determine the timeframe needed to ship, install, and train. Use this date to establish a firm deadline for getting the approval to proceed. 5. Let the prospect know it's okay to say NO. Some people just don’t want to hurt your feelings by saying NO and feel they’re being kinder by assuring you they are fully considering your offer (before they go ahead and say NO anyway). If you’re getting that vibe from your prospect, let them know that if the solution you’re currently proposing just doesn’t seem like a match, you’re happy to revisit the opportunity to work together again in the future, when their needs and your offer are in better alignment. Hey, no one wants to hear NO, but it’s so much better in the long run (for both you and the client) to agree on a decision one way or the other -- rather than doing the dance of indecision and the maybe mambo. Possessing creative powers beyond those of mere mortals, Don Snyder is a Gitomer-Certified Speaker who rescues those in need of innovative ideas through his brainstorming sessions, seminars, and workshops. He speaks to audiences everywhere on sales, creativity, customer service, and personal development. To book Don for your next event, visit our website at www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.   Your Success Stories I read Jeffrey Gitomer's YES Attitude! while sleeping on the floor of an overcrowded homeless shelter called the Market Street Mission. An alcoholic ex con with no job prospects, things looked pretty grim until I started changing my beliefs and attitude as I was told in the book. I shared this life-changing information with everyone I could find. Amazingly I shared this information with a stranger who was best friends with the owner of MediaTree, one of the biggest advertising suppliers in the promotional products industry. I was surprised to see that someone left me a note for a job interview at the homeless shelter. I was hired as an outside sales rep so I borrowed some money and bought every one of Jeffrey's books and read them religiously. With a country of distributors to call on I went to work practicing the things I read. My first sale was for $47,000. A lot has changed since being on the floor of a homeless shelter reading YES Attitude!  I'm now at a new sales job - but I'm still successfully winning hearts and minds and making money. Thank you, Jeffrey, for changing my life. -Jay Manzo Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page. If your story is published, we'll send you a free e-Book! Jeffrey's Sales Rant is a clip from his online training video library. watch the rant now (you need it) Requires Flash player "Every time a customer calls or you call a customer - you have an opportunity and a choice. What choice are you making?" -Jeffrey Gitomer's Customer Satisfaction is Worthless. Customer Loyalty is Priceless!     THOSE WHO CREATE GOOD FELLOWSHIP AMONG OTHERS WILL NEVER BE SHORT OF FRIENDS If you have a friend who goes out of his way to help cement friendships between others, consider yourself fortunate indeed. In today's frantic, mobile, throwaway society, such individuals are exceedingly rare. With the demands placed upon us by our careers, our families, and the hectic pace of daily life, most of us have little time for ourselves, and even less for our friends. Yet we know that friendship freely given and gratefully received is one of life's greatest gifts.   Click here to subscribe to Napoleon Hill Yesterday and Today Learn more about the Napoleon Hill Mastermind Club.
View the printer friendly version of this ezine (without graphics) or visit http://www.gitomer.com/salesMagazine/PrintableEzine.html?key=ajcdMibak3Mayz9Uo9sWlg%3D%3D View back issues of this e-zine or visit http://www.gitomer.com/sales-magazine/BackIssues.html © 2010 All Rights Reserved - All great salespeople-and those striving to be great salespeople-should read this ezine. Don't even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. But feel free to forward this or email it to all of your friends. For reprint permission, please call 704/333-1112. Sales Caffeine is a weekly email distributed by TrainOne.com and Buy Gitomer, Inc. 310 Arlington Ave. Loft 329 Charlotte, NC 28203 704/333-1112 Subscribe This email was generated by Jeffrey Gitomer

What should I tweet, what should I post, how should I link?

Having trouble viewing this email? View the online version. Issue 469 November 2th, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
What should I tweet, what should I post, how should I link? Most people don’t know what to say on, what to do on, or what to do with social media. And it’s a club with more than 700 million members. There has gotta be an opportunity in there someplace. Here’s the thought reality: Stop thinking of it as social media, and begin thinking of it as BUSINESS social media. Immediately some clarity begins to creep in. You’re already using LinkedIn as a business proposition. You’re getting contacts, finding prospects, searching by company and title for qualified people to connect with (link with). You may even be job hunting or job upgrading. Why not use Facebook, Twitter, and YouTube the same way? Why not create daily/weekly/monthly value messages that your customers would find so interesting and informative that they would save them, print them, put them into action, and forward them to others? Sounds way more powerful than cold calling and groping, grasping, begging, or manipulating your way to an appointment – that will most likely result in rejection – even if you use your fanciest, newest, “closing technique.” Cold calling is such a cruel joke in this day and age. TODAY’S REALITY: Do everything you can to use business social media to build brand, image, reputation, and perceived value with your customers and your business community. Read the full article... — CLICK ON THE BEST ANSWER — The most important element of preparing to meet a prospective customer is: A. Finding out which competitors they have met with and adjusting your presentation accordingly. B. Researching the customer, their company, and their industry. C. Having questions ready to ask and ideas ready to offer. D. Looking good and putting on appropriate clothes.       Jeffrey Gitomer LIVE! Birmingham, AL November 11th & 12th, 2010 Jeffrey Gitomer LIVE! - Birmingham, AL: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success. Birmingham Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement. Register NOW! Jeffrey Gitomer LIVE! - Birmingham, AL Jeffrey Gitomer's Birmingham Managers Event Jeffrey Gitomer LIVE! - Albuquerque, NM November 18th & 19th, 2010 Jeffrey Gitomer LIVE! - Albuquerque, NM: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success. Albuquerque Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement. Register NOW! Jeffrey Gitomer LIVE! - Albuquerque, NM Jeffrey Gitomer's Albuquerque Managers Event Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! Jeffrey, I want to be in an industry where I can make a great career and provide well for my family. When starting a new career in sales, is selling automobiles a good place to start? Forrest Forrest, Every salesperson wants to provide well for their family and have a great career. This will not come about working someplace where you feel you can make a lot of money. There is money to be made in any career. Your job is to select something that you believe you can love and identify with. This will not only help you succeed, but you’ll also be happier at home. Best Regards, Jeffrey Jeffrey, You’ve been on a big push as of recent with social media. I definitely agree that social media is the new way to go and cold calling is dead. However, what if someone is in the position of needing to make a sale ASAP? What is an approximate turnaround for making a sale from social media if I’m just starting today? I realize there is no right answer and there are many factors in play: how complete my pages are, quality of posts, number of people invited, etc. However, I’m just starting in a new job this week and need to make sales now. Should I split up my time between cold calling and social media so I can receive some money? Or, could I see decent results this week if I spend all of today making great social media sites for myself? Scott Scott, Consider these two words: time allocation. If your biggest concern is making sales now, my recommendation is for you to spend a day talking to existing customers to find out why they buy, to find out how they value your company and your products, and to ask them if they would mind filming their answer. This will give you a better sales lesson than ten weeks of product training and cold calling techniques in a classroom. After you’ve finished your day of discovery, allocate two hours a day for cold calling, two hours a day for calling customers that left you, two hours a day getting social media ready, and two hours a day networking in your business community. Try to meet someone for breakfast who can give you money – and try to meet someone for lunch who can give you money. If you’re short on cash, limit it to just breakfast. Whatever you do, don’t panic. Slowly build yourself to a point where your social media and networking take over your cold calling – but use the tools that you learned in your day of discovery to make sales on every level. Best Regards, Jeffrey Send your questions for Jeffrey to Elizabeth! In-Game Advertising: The Way to a Customer's Gaming Heart By: Richard Laermer Game developers used to beg permission from brands they included on a “set” so the game was given a more realistic environment. Those naïve days. Now the tables have turned topsy -- and smart marketers see the outrageous benefit of having a brand on a game monitor that a core demographic is salivating over (e.g., living inside) will shell out muchos dólares for the privilege of a product placement inside the hot or up-and-coming titles. The returns and results are pretty scrumptious. Video game Tony Hawk’s American Wasteland from Activision is a vehicle for superstar skateboarder Hawk and the Chrysler Jeep brand. Research from Nielsen Entertainment tossed out a startling stat: players reported seeing a skillful 3-D rendering of a Jeep inside AW twenty-three times within the first twenty minutes. Hawk’s costars in the game were Jeep Wranglers, Grand Cherokees, and Jeep Libertys, which may seem like overkill until you learn that 96 percent who recalled the cars according to the Nielsen data had no problem with their appearance (“They fit right in”). And now, the pièce de résistance: more than half the players said they’d recommend Jeep to a friend and almost two-thirds would consider buying one on the day they get off the couch. The Jeep placements in American Wasteland were, as the consultants say, good for Chrysler (win one) and good for Activision (win two). Conjoined with placement deals from Nokia and Motorola, Activision made a sweet 10 percent of production costs with cabbage spent by product placements. Another heroic brand inside a game is in Ubisoft Entertainment’s Tom Clancy’s Splinter Cell Pandora Tomorrow, in which not one but two Sony Ericsson phones are featured. The “real” star of the game, a character named Sam Fisher, tries to wage his own Death Wish–like war against terrorism, and his Sony Ericsson P900 smart phone’s high-tech fabulousness helps combat the forces of evil and save our asses. The player cannot move forward without commandeering either a P900 or the ever-popular T637 camera phone to complete the many complicated missions of Mr. Sam. In a first-of-kind deal between handset maker and games publisher, Sony supported the launch of Splinter Cell with an online photo contest, world-premiere events in Hollywood and New York, a large consumer e-mail campaign, and what-ever was handy for them to glom on to. While there was a demo of the game on Sony’s consumer site, it was, as with most unmanageable Web conglomerates, impossible to locate. (SonyStyle.com, the monolithic corporate site, was recently voted by an ad magazine the “worst site of its kind.”) Game publishers will stop at nothing to woo marketers with money who might place brands onto console titles and, as with all nascent industries, now find public conferences everywhere to help. (Businesses that take off are notable for the suddenness of expensive “symposia” at which to mingle.) Held yearly, L.A. Office Roadshow Gaming Boot Camp is something else! At a recent Boot Camp, Midway Games Inc. huddled with beverage, confection, snack-food, and sporting goods companies to find hard money for its planned game based on DreamWorks Animation’s animated Over the Hedge (which features goofy songs by piano-smith Ben Folds). This was a safe bet for many new to this brand-on-game action; everyone wants badly to reach a demo of eighteen-to-thirty-four-year-old guys. But the challenge for marketers who want to integrate products into video games is that they often feature graphic violent or sexual content. Will the association be good for their image? In EA’s Burnout Revenge, players can drive and crash a delivery truck for burger chain Carl’s Jr. Doesn’t seem to be a problem for parent company CKE Restaurants, Inc., but UPS wouldn’t go near it with a brown stick. Game placements by 2011 will be worth almost 2 billion dollars, according to patriotic researchers Yankee Group. The real growth is likely not to come from stand-alone console games, however, but from those played online, since in that field advertisers have a nifty way to run flights of ads or placements based on location of player, time of day, or even predicted mood. When played during the evening, a virtual fast-food store on the Main Drag switches from being all sandwiches to sausage pizzas. Or a virtual soda in China might have a different name from the one downed in France. Or, say, for a movie opening in L.A. and New York, ads could be inserted in the game only for folks playing from those cities. And so on. Massive, an agency that launched in 2004 specializing in such in-game ad placements and was so successful it was bought by Microsoft to sell ad units in online games in the form of billboards, posters, vehicles, pizza boxes, soda cans, screen savers, and TV screens, among countless and growing other categories (we think someone’s underwear will wear a logo soon). At a recent video game monster show Electronic Entertainment Expo (E3), Massive’s CEO, Mitchell Davis, told the attending crowd that in-game ads can boost brand recognition by 23–35 percent, compared with just 6–7 percent for a regular old TV campaign. Using Massive’s really unique technology, it’s possible to have full-motion stopgap commercials during games like Anarchy Online and perhaps appearing on a plasma-screen billboard a character strolls past. With all of this the trick is to keep gamers on board. Remember, they can easily avoid watching the ads by simply “walking away” from it (or, heaven forbid, shutting down). And wouldn’t you know? The smart Massive does not charge advertisers unless the ad is viewed—just like regular old online. Virtual-game spots from Massive can be bought in online games of almost all major publishers, and with the arrival of the new generation of Internet games consoles–Microsoft’s Xbox 360 and the Sony PlayStation 3—Massive and competitors are now capable of opening new doors and monitors on the consoles. In addition to the funky flexibility it offers advertisers on how, where, and when they can promote brands, tracking effect is effortless. Massive has created a relationship with researchers Nielsen Interactive so a paying advertiser is able to see data every day on an intranet and can make corrections to their strategies daily, hourly, minutely. IGA Worldgroup, another big name in in-game advertising, seeks ad-friendly opportunities within new-release video games; its job is to find ways for advertisers to control and update in-game ad campaigns to match the ones that run and evolve in other formats. IGA’s network, called Radial (as in run-flat tires), enables audio, video, and 3-D objects to be seamlessly placed, and then replaced, in the gaming action. Elsewhere, not only can you see a pizza in the game you’re playing, you can also order and eat one for real without leaving the gaming experience. In Sony Online Entertainment’s game Everquest II players can type in “pizza pizza” whenever hunger strikes to place an online order with Pizza Hut to arrive in half an hour (or your slice is free). You still need to get out of your chair to open the door, which, yeah, stinks, but gives an indication where in-game advertising is heading Another example, from Nike was the deal with the large and in charge Take-Two Interactive’s 2K Sports so that in the latest version of the publisher’s NBA 2K basketball game, not only are virtual players wearing Nike products, but the players gawking on can buy personalized versions of the shoes for themselves through Nike’s iD customization tool. Soon payment for products consumed while playing will be added to a monthly subscription charge for games in what are now known as micro-payments. Now, if we could only find a device to slice and hold the pizza for us, then turn it just so; we don’t want to interrupt the game! Richard Laermer is the author of Punk Marketing and last year’s 2011: Trendspotting. The Founder and CEO of RLM Public Relations, one of the only independent PR firms that’s fun to work with, Laermer is also the author of Perennial PR Handbook, Full Frontal PR and 2002’s TrendSpotting. He is widely sought as a speaker and media trainer, co-hosted TLC’s cult TV show Taking Care of Business, and has a following as commentator for Public Radio’s Marketplace.   Watch, listen to, and interact with Global Sales expert Jeffrey Gitomer, Branding Aficionado Sally Hogshead, Punk Marketer Richard Laermer, and LinkedIn Master Lewis Howes as they present on building your social media toolbox, lead generation and discovering new customers. Three Powerful Answers Are you looking for answers? Here are three to triple your sales potential. First: Jeffrey’s Little Red Book of Sales Answers. Second: Jeffrey's Little Red Book of Sales Answers podcast videobook - the entire book of 99.5 sales answers (plus additional wisdom!) recorded by Jeffrey in his studio. Third: Boost your self-belief with Jeffrey's audio/video disc of Got Attitude? All for $50.00. Order the Deal of the Week now! "I spoke about Ace of Sales at an event yesterday and George Hintz, of Christian Bookstore in Red Wing, was happy to win the autographed Little Platinum Book of Cha-Ching!" -Linda Saline on Facebook Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.	"This book is worth the read. It has a new spin on networking; one that comes from a place of connecting with others while adopting a different mindset as opposed to the regular-old, unconvincing, begging routine that is so transparent, insincere, and ultimately useless." -Jennifer Are you still confused with tweets, posts, and links? Dial: 218-936-4141, participant access code: 7528556 Don't be late, access limited to the first 150 participants. Email your questions ahead of the call to Paula Jeffrey's Upcoming Public Seminar Schedule Birmingham, AL 11/11 Managers Seminar 11/12 Sales Attitude Seminar Roanoke, VA 11/12 Customer Satisfaction is Worthless, Customer Loyalty is Priceless Instructor-Led Workshop Albuquerque, NM 11/18 Managers Seminar 11/19 Sales Attitude Seminar Minneapolis, MN 12/02 Managers Seminar 12/03 Sales Attitude Seminar Las Vegas, NV 12/09-12/12 Boot Camp 2010 Reno, NV 02/16 Managers Seminar 02/17 Sales Attitude Seminar San Jose, CA 04/07 Managers Seminar 04/08 Sales Attitude Seminar Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU! Vote For Me! by: Eddy Mayen It is early November and Fall is here. For many in the northern part of the country, this is the most beautiful time of the year. People travel all across the land to see the foliage’s vibrant colors as trees and surrounding landscape begin to shed their leaves and prepare for winter. It also means that campaign season is among us and elections bring another group of people that crisscross the land. Candidates running for office have been in a full sprint to the finish line. Candidates have been using every possible minute of each day to meet and greet voters. I was driving home the other day and saw a couple of local candidates leaving some literature at my front door. As they walked down my driveway, I did what everyone else would do and slowed down to give them enough time to clear my driveway and head to the next house. Interestingly, they walked right past my neighbor’s home, crossed the street, and continued knocking on doors. I parked my car and went right over to my 71-year-old neighbor Betty, because I had to know why they skipped her house. As I approached her door, she had a sign that read “I SUPPORT THE OTHER PARTY”. The only word that came to mind was…BRILLIANT! What a creative way to avoid interruptions. Fully engaged now, I asked Betty a series of questions about what politics and politicians have meant to her over time, since she has been a resident of my town for over 68 years. “I have seen them come and go in all shapes and sizes”, Betty said. “I am simply tired of the empty promises made at my door with their sales speech. I will vote, nonetheless, and so should you -- because every vote counts.” she closed. While state and national races are decided by thousands of votes, such is not the case for local races. In many towns, elections are won and lost by a margin as small as one vote. Politicians only make a sale when someone votes for them, and today is the day they find out how effective their sales speeches have been. Consider your “sales campaign” for a moment and ask yourself:  Who is voting for me today? Why? Does every sale count to me?  (It should.) Here is some political wisdom it relates to your sales: Make sales locally. Even though you may have a large territory, successful politicians make their issues local to every person because every vote does counts. So does every sale. Be honest. Above anything else, people will respect you owning up to an honest mistake rather than blaming others. Own the mistake and own the sale. Give value. In Betty’s case, the candidates walked right past her home because their lack of a value message was greater than their confidence to recognize a fake sign. Do not over promise and under deliver. There is no quicker way to lose credibility for a salesperson than to fall short of what the customer was expecting.  It is also the kiss of death to future orders. As for Betty, she smiled as she told me her one secret for getting true answers from politicians. Would you like to know her secret? Email me at betty@eddymayen.com to learn from her wisdom. My name is Eddy Mayen and I approve this message! Eddy Mayen is a Gitomer Certified Speaker who delivers Jeffrey’s content in both English and Spanish to companies worldwide. To book Eddy Mayen for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.   Your Success Stories "When we picked up our new car last week, the salesman was showing us the audio features. He loaded my husband’s iPhone and Jeffrey Gitomer started playing. The salesman said, ‘I love that guy!'" -Andrea Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page. If your story is published, we'll send you a free e-Book! Jeffrey's Sales Rant is a clip from his online training video library. watch the rant now (you need it) Requires Flash player "It's not who you know, it's who knows YOU!" Jeffrey Gitomer's Little Black Book Of Connections     IF YOU MUST LET SOMEONE DOWN, BE SURE IT ISN’T THE FRIEND WHO HELPED YOU UP WHEN YOU WERE DOWN. We all have short memories. We become preoccupied with our own interests and daily cares, and it’s easy to lose track of friends. There will always be times when you must choose between what you wish to do and what you must do. When you are faced with such decisions, make sure you always remember those true and loyal friends who were there when you needed them, and never, under any circumstances, abandon them. When you let down a friend who helped you when you needed it most, you will not only adversely affect the friendship; you will seriously damage your own self-respect. When you fail a friend, regardless of how heavy your own burdens may be, you also fail yourself. If you absolutely cannot do what good friends would like, find another way to make it up to them.   Click here to subscribe to Napoleon Hill Yesterday and Today Learn more about the Napoleon Hill Mastermind Club.
View the printer friendly version of this ezine (without graphics) or visit http://www.gitomer.com/salesMagazine/PrintableEzine.html?key=ajcdMibak3N21jvkuCHRrw%3D%3D © 2010 All Rights Reserved - All great salespeople-and those striving to be great salespeople-should read this ezine. Don't even think about reproducing this document or its contents without written permission from Jeffrey Gitomer. But feel free to forward this or email it to all of your friends. For reprint permission, please call 704/333-1112.