 "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...
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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!
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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!
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Watch this video for Details on Jeffrey's Holiday Giftaway!
 
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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.
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"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!"
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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.
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"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
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Las Vegas, NV
12/09-12/12 Boot Camp 2010
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 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.
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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
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Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page.
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"You already know what to do. Problem is, you're just not doing it."
-Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
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