Jeffrey Gitomer's SalesBlog

Happy Halloween! What did you go as? I was a salesman.

Having trouble viewing this email? View the online version. Issue 468 October 26th, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
Happy Halloween! What did you go as? I was a salesman. This was emailed to me yesterday on Halloween: Jeffrey, Here’s why Halloween should be a national sales holiday: On Halloween Trick or Treaters are really salespeople in disguise! 1. Trick or treaters dress for success. 2. The most effective trick or treaters plan their routes wisely to maximize their time in the field. 3. The most successful trick or treaters start early and work late. 4. The most successful trick or treaters ask for the order! (Trick or Treat?) 5. The most successful trick or treaters network to find out where the best treats are to be found. 6. It’s a night filled with cold calling. 7. Savvy treaters have been known to try to ask for their fair share, wait a while, and return for an up sell. 8. If you want to make more treats, you have to make more calls. 9. Smart treaters always say thank you. 10. At the end of the day, if you didn’t get all the treats you wanted, you only have yourself to blame. Happy Halloween! Andy Dix I smiled when I read it -- like you just did. Then I thought about it again when I went over to my daughter’s (and granddaughters’) house to watch and participate in the Halloween festivities. Here is the rest of the list to prove that Halloween is not only a sales holiday, it’s a sales event, a sales process, and THE sales lesson of all time. And you thought it was all about the candy. Read the full article... — CLICK ON THE BEST ANSWER — At the end of the sales presentation you should close the sale by: A. Asking if the prospect has additional questions before you enter their order. B. Finding out what additional information they would need to make a decision. C. Saying thank you without asking for the sale. D. Asking for the sale.       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! - 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 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! What are you doing in 2010 to prepare for 2011? Join Jeffrey Gitomer and a select group of presenters for a weekend sales training and personal development EXPERIENCE! December 9th -12th in Las Vegas at the Green Valley Ranch Resort Limited Seats Available – View more details and purchase your ticket TODAY! Jeffrey, I sell copy machines for a business solutions company. Most of my sales comes down to price wars with the competition. I don't feel that I am selling the value to my customers. Will you please recommend some techniques on selling value to a prospect so the sale does not become simply about price? Dan Dan, I have found that salespeople are more nervous about price than customers and it’s better be known as the “value guy” instead of the “price guy.” It's obvious that you are focused on price, even though you think they are focused on the price. Companies want a reliable copier, not a cheap copier. Companies want a high-quality copier, not a cheap copier. Companies want a reasonable maintenance program so their overall costs of operation can be less over time, even though initially they paid a higher price. And companies want a copier company that will be there when they call. All of these elements are greater than price - start your focus there. Best Regards, Jeffrey Jeffrey, I am a sales manager for an auto auction. I need help organizing my work schedule. I have over 40 dealers to call on every Monday to see how many vehicles they will be sending to auction. My boss wants new accounts and I am having difficulty determining who to see, when to see them, and when I have time for sales calls! Doug Doug, Try emailing every customer, every morning, to find out the information you use to get by calling. Pick your ten selected dealers each day and only call them. By doing this you’ll reach everyone personally for the relationship-building aspect and mechanically by email for the “how many cars?" part of your job. Once you begin to do this successfully you will get referrals from your existing customer base. Best Regards, Jeffrey Send your questions for Jeffrey to Elizabeth!   It’s not what you know, it’s who you know. By: John Horne When I was growing up, my parents emphasized the need for a college education. They felt it was the path to success. They also taught me that if I worked hard enough, I could achieve great success. It’s human nature to want a better life for your children. But as we grow into adulthood we become aware that sometimes, no matter how hard you work, or how much education you receive, or how many endless hours you put in, you still may not reach your goals. If you are in sales, there is nothing that will help you achieve success more than learning how to connect and build relationships with the right people. As a sales trainer for some of the top real estate agents in the country, I spend a lot of time teaching them how to build a great network - what I like to call a “mini” sales force. If you want to build a massive, referral-based business, you MUST form network groups and you MUST meet with and touch them on a regular basis. The first step in the process is to determine who should be in your group, and what professionals complement your particular product or service. If you were going to form an NBA team of the top five players, who would you choose? You have to decide what positions you need to fill, and then analyze the players to determine their strengths and weaknesses. In the sales world, we have to do the same thing. A real estate agent, for example, would want to be paired with a great loan officer. Real estate agents should also partner with a financial planner. Financial planners make great partners because they work mainly by referral and they are great at asking for the referral to build their client base. Agents should also consider partnering with a C.P.A. or tax professional, as well as  a local insurance agent that will share their client base. Keep in mind these network groups are not always easy to form. Every member of the group has to be willing to “cross-sale” each of the other members. It has to be a two-way street. Think about forming a “mini” sales team in your business. Who should you partner with? Once you decide, do more than plan. Execute by simply picking up the phone and saying, “I think I have a way that we can help each other get more business. Would you like to have coffee?” This technique of building a mini sales team will pay off in a big way – and it’s just one of the many referral building ideas you’ll find in my book Just Shut Up and Buy the House. It’s not just a book for real estate agents or loan officers; it is also for any sales professional that would like to generate a huge referral-based business. To download your free copy, visit Just Shut Up and Buy the House With more than 800 real estate brokers under his direct supervision, John Horne, CEO of Agent Edge Training, Inc, is considered one of the top brokers in the U.S. He is the Broker in Charge of the second largest real estate firm in North Carolina. He is a graduate of UNC Wilmington and the Organizational Development and Group Facilitation Program through the Institute of Government at UNC Chapel Hill. John is a member of the President’s Club and a graduate of the Sandler Sales Institute and the Results School of Marketing. He is the author of Just Shut Up and Buy the House and has just been accepted into the prestigious membership of the American Society for Training and Development professionals.   Tools to help you find YOUR mission Does your company have a mission statement? Do they live up to its message? Do YOU live up to its message? This week's deal will help you write (or re-write) your personal sales mission statement AND allow you to lead yourself, lead by example, and lead the team. Best of all it will lead you to the BANK! The deal includes Jeffrey's Sales Revival teleseminar CD, his Little Teal Book of Trust , and his Customer Loyalty Flip-Book. All for $39.00   Order the Deal of the Week now! The Daily Beast reports that Joan Smalls, the 21-year-old Puerto Rican model who has walked catwalks from Rodarte to Vera Wang, must be getting what she wants behind the scenes. She's reading Jeffrey Gitomer'sLittle Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.	"As the real estate market bounces in availability, price and value, as interest rates fluctuate, and as the availability of credit ebbs and flows, each of you needs a voice of reason to aide you in helping your clients make the biggest financial decision of their lives. That voice of reason is John Horne. Buy this book, study this book, and bank on this book as you help your customers buy real estate at the most opportune time in 100 years." -Jeffrey Gitomer, author of Little Red Book of Selling Jeffrey's Upcoming Public Seminar Schedule Charleston, SC 10/29 Little Black Book of Connections Instructor Led Workshop 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! AgriCULTURE by: Todd Gash When most people picture a farmer, a few classic images come to mind: A tractor, pitchfork, overalls, or perhaps a John Deere hat with a smudge of grease on the brim. When I picture a farmer, however, I think of $500 Hart Schaffner Marx suits. I grew up in a small farming community in rural Kentucky where my family owned a clothing store for over fifty years. These were the days before Wal-Mart had permeated every nook and cranny of the American landscape and teenagers actually wore pants with belt loops…and used them. Every day after school I would work in my parents clothing store. We were not a specialty store like you find in most shopping centers today; we were a necessity store. If you needed socks, we had them. New school clothes? We were the place to shop. If you needed a pair of blue jeans, work boots, or a dress shirt, you came to our store. Even when it came time to rent those tuxes for prom (think baby blue…remember we are talking the '80s here) we had them! We also sold Hart Schaffner Marx five hundred dollar suits. WHAT?? Five-hundred-dollar suits to a bunch of dirt-under-their-fingernails farmers? Yep. In my town, like many small towns across America, suits were worn on two occasions -- to church and funerals. That meant that one well-made suit could last longer than most of their pickup trucks. And for some it meant they would probably be buried in them. The people in our community appreciated value and were willing to spend money on something if it was necessary and would last. When one of our customers decided it was time for a suit, I would show the selection of dark blue, gray, or black suits and would then lay out a selection of ties on the table for them to choose from. I would then sell them dress socks, shoes, and the occasional set of cuff links and a pocket square. Since most of our customers knew our store and our family, they knew that we were selling them what was needed. I was good at matching ties to suits and they began to trust my judgment. We made a lot of money selling expensive suits to farmers and others in the community. (The real challenge was getting them to not wear their work boots with the suit.) So, how can you sell a $500.00 suit to a farmer? 1. BECOME A RESOURCE FOR YOUR CUSTOMER. We understood the needs of our community. There was no reason to shop anywhere else. When you are intimately connected to your customer base, you can anticipate needs and establish trust. 2. CREATE A BUYING ATMOSPHERE, NOT A SELLING ONE. On any particular day, you would find a handful of men and women standing around our store talking, sharing news or gossip, and drinking coffee. Not once did anyone ask them if they were going to buy. We knew that they were going to buy…when they were ready. 3. DON’T UNDERESTIMATE YOUR CUSTOMERS. Never prejudge the buying motives of your customers. Prove value and customers will buy. It just goes to show you that it does not matter who your customer base is, as long as you are giving them what they want. Build those relationships, be trustworthy, and add value -- and they will become a loyal consumer. So what are you doing for your customers? Todd Gash is a Gitomer-Certified Speaker who delivers customized and personalized seminars on sales, customer loyalty, and personal development.  To book Todd 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. The Value of Writing Skills - Part 2 By Andy Horner Did you know that before you read an email you scan it first to determine if you “want” to read it? This “always on” scanning mode helps you filter out the noise from the salient, important information from your inbox flood. Without knowing it, you probably do this with the articles in the “Sales Caffeine” each week. And guess what? Your customers scan your emails too! In the blink of an eye, your customers evaluate every email to meet two criteria: Is the message important? Will it be quick and easy to read? Even if your information is important to your contacts, if your emails don’t produce a “yes” for criteria #2, they may be ignored or deleted right along with the spam. To get your emails read and get a response, you must format your emails for scanning. Here’s the winning hand for writing emails that are quick and easy to read: Ace of Hearts: Keep your emails and ezine articles short. Remember, your ideas, pitches, arguments, and benefit messages are far more interesting to you than anyone else. Need proof? Ask yourself why your spouse says, “that’s great, Honey” instead of “No...way, tell me more!” when you talk about work. Try to keep everyday sales emails to 150 words. Limit your lead ezine articles to 400, about the size of this article. If your emails go on and on, they immediately fail the scan test and you’re toast. King of Hearts: Restrict the majority of your paragraphs to three sentences or less. Long paragraphs are scanning quagmires that can trigger the subconscious mind of your recipients to demand, “next email!” Queen of Hearts: If you can’t avoid writing a large paragraph, make it easier for the reader to scan. Summarize the paragraph with a bolded title and structure the main points as a numbered or bulleted list. The result – instant “scannability!” Jack of Hearts: Don’t bury your calls to action inside a paragraph. Whatever you’re prompting your recipient to do, whether it be download a PDF, visit a webpage, register for a webinar, or answer a question, put it on a line by itself and bold it. Ten of Hearts: End your emails with a dialogue opener, not a closer. Stop writing “best wishes” or “warm regards” at the end of an email. It translates to “have a nice life.” Instead, use a valediction that opens a dialogue. Try “Thoughts?”; “What do you think?”; or “Eager for your reply.” 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. Your Success Stories "As a long-time subscriber to your newsletter, and recent attendee at your Houston sales conference, I finally decided to take the plunge into developing a social media strategy. I'm using Ace of Sales, have made my personal Facebook page more professional, set up a company Facebook page, updated my LinkedIn page, created a Twitter account, and have started a blog. While I have not yet developed a huge following with these sites, I have yet to find anyone else in my industry who even has more than two of the above. I've still got much more to do, and may make some mistakes along the way, but I aim to have an established social media presence long before others in my industry get going!" -Chris 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 "Your physical status may be robbing you of a chance for fiscal success." Jeffrey Gitomer's Little Platinum Book of Cha-Ching!   LIVE EACH DAY AS IF IT WERE YOUR LAST, AND YOU’LL DEVELOP A KEEN RESPECT FOR OPPORTUNITY. If you had only one more day on this earth, how much sharper your senses would be. The beauty of nature, the simple pleasures of life, would be indescribably wonderful, and every moment would present an opportunity to spend quality time with your family and strengthen relationships with friends, acquaintances, and business associates. Every thought would be laser-sharp in that highly focused state. Well, today is the last day on earth for today’s opportunities. Don’t let them pass you by.   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=ajcdMibak3Of0gmjsYGg9g%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. 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

"i'll have the chicken please!" said the salesman.

Having trouble viewing this email? View the online version. Issue 467 October 19th, 2010 Publisher: Jeffrey Gitomer Producer: Elizabeth Barber
“I’ll have the CHICKEN please!” said the salesman Salespeople wanna make sales - and for the most part feel alone in the process. One of the challenges all salespeople face is: What’s the best way? What is/are the way, the path, the words, and the actions that will lead me to the promised land? The sale. Well, the one path that all salespeople want to avoid is the one that leads to “no.” Better known in the business as rejection, salespeople will go to great lengths to avoid “no.” Sometimes, many times, they will actually lose the sale by avoiding a situation where ‘no” is a possibility. NOTE WELL: I’m trying to be nice and write this in the third person, so as not to make you feel less than whole. But these conditions in the main refer to, and apply to, YOU. And I recommend that as you read them, you take specific notes as to how you can improve the weaknesses I’m addressing. In no particular order, here are the examples and pitfalls of the actions you take or omit to avoid “no.” And here are the grim reality bites of what you will and won’t do: Try to please everyone, without following the fundamental rules of salesmanship. Willing to give a proposal without demanding an exact time and place for a face to face follow-up meeting to go over it with all decision makers. Won’t ask to change or modify the terms of a bid or a proposal that would put you in a more favorable condition (years in business, video testimonials to prove your claims, financial worth). Failure to get to a decision maker for fear of going around or over the person you’re meeting with. Sometimes you won’t go over someone’s head because you have nothing of value to give them other than your sales pitch. Won’t start higher up the ladder on a sale, because you’re afraid to go beyond your comfort level of sales. Accept the first no or I’m not interested as a final answer, and leave, rather than try to be rejected three or four times in the same call. Call reluctant on cold calls instead of being prepared with a value message and confidence based on deep belief that the customer is better off having purchased from you. Call reluctant on follow-up because you don’t want to get rejected. Reality: you have nothing of value to say or offer and just want the money. Have five big customers but no ideas to call them with other than to ask for more business. So you don’t call (and you miss an opportunity that your competitor grabs). Won’t call to confirm an appointment for fear it will be canceled. Because you have given no perceived value. Won’t leave a voice mail. You know your call won’t be returned because you have/had nothing of value to say. Will email when you should call, and wonder why it goes unreturned or worse, unopened. Will phone or email when you should visit. You think it’s “safe” when in reality it’s delaying the sale. Taking the wrong approach. Looking for pain, because you don’t understand any other way. Why not look for pleasure? Not using testimonials as final proof. Read the full article... — CLICK ON THE BEST ANSWER — An effective voice mail message will almost always take no more than how long? A. 1 minute. B. 45 seconds. C. 15 seconds. D. 30 seconds.       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! Boot Camp 2010 Las Vegas – Meet the Speakers! Meet Giovanni Livera, a world class corporate motivator and magician. In addition to his latest printed experience, Live A Thousand Years, Giovanni has authored two other books and was inducted into the prestigious National Speaker’s Hall Of Fame. Giovanni will take you on a journey from the limitations of conventional thinking into a world where thinking like a magician makes anything possible. When you think like a magician, you open up your mind to limitless possibilities that conventional thinking blithely dismisses as impractical or even impossible. Limited Seats Available – View more details and purchase your ticket TODAY! Jeffrey, I just produced my first set of customer testimonial videos. My loyal customers shared why they buy from me, and provided the best responses to every objection I've ever heard. I'm closing every sale without one objection! I'm considering featuring the videos on my website, to showcase my company's difference and prevent objections up-front. On the other hand, you say using them too early is the biggest mistake. What do you recommend? Jason Jason, First let me congratulate you on unlocking one of the greatest mysteries and greatest truths in sales, that customers can outsell salespeople 100 to 1. As for your website there should be a section that says, "Don’t ask me, ask our customers!" and it should feature edited down versions with as little as one word per customer that reflect their feelings toward you and about you. You don’t need to make a sale on the Internet, but you do need to leave an impression so that when your prospective customer is ready they will remember how dynamic the video was. You should also have a YouTube channel that features the same videos, so that as you build your website you will also be building your brand. FINAL STEP: Make sure the videos have titles that incorporate the keywords of your product and company. Best Regards, Jeffrey   Jeffrey, I work in telesales for an international company which is comprised of several different divisions. I have tried to get a dedicated Facebook and Twitter account for my division set up, but have been told "no" numerous times by the powers that be. We do have a "Social Media" department in our company but my division is rarely mentioned on their Facebook or Twitter posts. There is also no link of information for people to learn more about us and our products. How can I go about convincing them a social media presence of our own is valuable to the company and will help grow our sales? Joe Joe, You may have a policy against doing something in your company, but you're still a person that can establish your own Facebook, Twitter, and LinkedIn account without mentioning the name of your company. Post and tweet ideas that your customers can use- and once you begin to make valuable connections without using your company's name or product name, your leaders will want to know how you did it. Best Regards, Jeffrey Send your SHOT IN THE WALLET QUESTIONS to Elizabeth!   Switched-On Selling: Balance Your Brain For Sales Success By Jerry V. Teplitz, J.D., Ph. D. and Tony Alessandra, Ph. D. Have you ever wondered what it is that sets extraordinary salespeople apart from those who are just getting by? Are they simply more talented or more intelligent? Do they have better connections with decision-makers? Or is something else going on? The fact is that super-successful salespeople not only have great personalities and proven, powerful sales methods, they also have an elusive quality that we might call the X-factor. Super-successful salespeople more easily work through challenges and keep focused on their goals. Whether they know it or not, they are successful because they have subconscious beliefs that support success. This book teaches the process called a Brain Gym® Balance, which actually re-educates the brain, allowing you to discover the specific aspects of the selling process that are difficult and then eliminate the internal blockage to that goal. After doing the Balance, your brain will no longer perceive the blockage to that part of selling and, without effort, you will achieve greater selling success. If you have thoughts like, “Prospects never answer my calls,” then it’s more likely that your calls will go unanswered. If you believe that closing sales is hard, it will be more difficult to attain success. Any limiting beliefs that you hold about success, abundance, effectiveness or other issues relating to the sales process are part of your subconscious programming. The big question is this: Where does that programming come from? Why do you automatically “default” to the little voice inside that says that prospects don’t respond positively to you? Why doesn’t your little inner voice shout out to you: “I can do this.” “Cold calls are easy.” The problem is that the programming in your subconscious mind is locked in there—like a database of stored programs on a computer. You can think of a Brain Gym Balance as re-wiring and rebalancing the circuitry of your brain from a fear / survival focus, which is triggered by past negative or stressful experiences, to a present time / choice focus. Through this re-wiring process, you will create new neural pathways that will make it easier to achieve the success you are looking for in your sales career. In most cases, the goals that you currently find difficult to achieve are triggering an automatic stress response in the part of the brain called the amygdala. This response causes your amygdala to send a signal to the body’s fight-or-flight survival mechanism, which keeps you in the old “It’s difficult to achieve” or “I can’t do that” mental programming. You are caught up in the memory of negative experiences and stuck in your inability to achieve your goal. The Balance reprograms the brain so the signal will be directed to the cerebrum instead, allowing you to choose a new response related to that situation. By doing the Balances, you will be switching off the amygdala’s stress response while you will be switching on the cerebrum’s ability to choose new responses for the different aspects of the selling process. Switched-On Selling also includes selling techniques from master sales trainer, Dr. Tony Alessandra.  The combination of the Brain Gym Balances and Dr. Alessandra’s leading-edge sales methods allows anyone to think like super-successful salespeople. Jerry V Teplitz, J.D., Ph.D. is President of Jerry Teplitz Enterprises, Inc., a training consulting company specializing in sales and leadership development. He is an expert in Brain Performance Optimization and author of the books Managing Your Stress In Difficult Times: Succeeding in Times of Change, Brain Gym For Business, and Switched-On Living. For information about purchasing his books or attending a Switched-On Selling seminar, visit www.Teplitz.com, email Info@Teplitz.com or call 800-77-RELAX. Priceless Gitomer Goodies Give the Gift of Gitomer or keep it for yourself as a constant reminder that loyal customers are the best kind. There’s no better way to keep your team focused on Gitomer’s winning principles than Gitomer Goodies! This week’s deal includes Jeffrey's best seller Customer Satisfaction is Worthless, Customer Loyalty is Priceless, Jeffrey's Magic Sales Answer Ball, Gitomer Golf Balls, a Coffee is for Closers Mug, Goal Post-it pads, and a Sales Mantra Towel. All for $39.00 Order the Deal of the Week now! The Value of Writing Skills - Part 1 By Andy Horner Every day I’m cc’ed on ezines and emails from salespeople who are delivering value to their customers with Ace of Sales. They’re answering customer questions and delivering ideas, updates, and success strategies. They’re experts in their industry, just like you. However, there’s a big difference between them and you. Their customers are aware of their expertise and are repaying them with their loyalty. Are you writing to your customers? If you think you don’t have enough time to write, allocate more. If you feel you have nothing to write about, switch to an industry that ignites your passion. If you don’t think you’re a good writer, you just need confidence and some pointers. Here’s the winning hand of practical tips to improve your writing: Ace of Hearts: Follow great content creators. To see how bloggers and expert article writers do it, use www.alltop.com to find popular blogs regarding topics you’re passionate about. Or, find your favorite magazine’s online version. Digest and examine their free content to grow your writing skills. I frequent wired.com and dwell.com. King of Hearts: Improve your diction. Remember vocabulary tests from grade school? For most people, learning new words stopped about the same time. If you have a smart phone, get Dictionary.com’s app and turn on the “Word of the Day” feature. Each day, you’ll learn a new word like, “perspicacious.” To retain the word, force yourself to use it that day in conversation. Queen of Hearts: Use more precise words. No one is expected to speak with Elizabethan eloquence, but it would behoove you to swap more general, common words with more fitting synonyms. The word “discover” is better than “find” and the term “aesthetically captivating” is more informative than “interesting.” Using a more accurate word makes you appear more educated while improving your customers’ engagement and comprehension. Jack of Hearts: Break your sentences down. If your paragraph feels awkward, chances are you’re trying to cram too much into one sentence. Split unwieldy sentences into two or three and you’ll find your words and ideas will work themselves out into a more flowing arrangement. Ten of Hearts: Don’t reuse words too often. A quick way to sound pedestrian is to recycle the same words over and over again. Everyone has pet words, but when they appear too often in your writing, your readers may view them as a crutch for your inability to communicate clearly. 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. Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.	"Jeffrey's Social Media for Sales Pros event provided me with accurate process steps to make my business relevant again. In the days and weeks after the training, I find I am evolving into a student of social media, rather than a casual observer. With the help of Jeffrey and his available resources, I now have the confidence and knowledge to be more prepared to face the challenge of adapting to the ever-changing economy." -Patrick Jeffrey's Upcoming Public Seminar Schedule Charleston, SC 10/29 Little Black Book of Connections Instructor Led Workshop 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! Seven Qualities of Customer Care by: Laurie Brown Most people believe that the hardest part of starting and maintaining a successful business is finding the right product or service. Truth is, this is hardly ever enough, this is simply the starting point. To be truly successful you need to see your business through your customer’s eyes. What do they want and need so they keep coming back to your business time and again? With your customers foremost in mind, there are seven qualities of care that can take a business from a great product or service to a great company — one that will keep its customers coming back for more. Here’s what it takes to win and keep your customers: 1. Accessibility. Start by making it easy for your customers to do business with you. Accessibility includes such things as ample parking, phone systems that are easy to use, responding to e-mail the day it is received, and a website that is clear and easy to navigate. It means you use language that is straightforward and readily understood by all. If you have diverse customers, it means translating your materials into their native language. How easy is it for your customers to do business with you? 2. Availability. Are you there when your customers need you? Make sure that your business hours are compatible with your clients/customers needs. If your business takes appointments or reservations, allow your customers to make them for the same day that they call. On days when your business is closed, have a place or person that your customers can go to get information. This could be a website, a person on call, or a helpful message on your phone system. Nowadays, people seek information 24/7 — make sure that they can get what they need when they need it. 3. Affability. Everyone wants to do business with nice, pleasant people. Seems simple, right? But sometimes the simplest things can be the hardest to accomplish. Having to deal with the realities of life like traffic, arguments, or just not feeling well, can sometimes make being pleasant seem impossible. Even so, making a point of warmly greeting your customers on the phone or in person can have an amazing impact on the success of your business. Affability is everyone’s responsibility. Everyone (from the janitor to the CEO) should greet customers warmly. This will help ensure your customers get the welcoming, positive experience they deserve.   How are you showing your customers that you are a warm and pleasant person? 4. Agreeability. Customers want to hear “Yes” when they ask you for something, yet how often do you find yourself saying “No”?  Or perhaps you defer to policies and procedures. Do you really think that a “No” feels better when your customers hear, “Sorry, it’s our policy.”? Obviously you can’t say “Yes” every time your customers ask for something. So how do you know when to say “Yes” without it becoming a problem? Put it through a very simple filter: If it isn’t illegal, immoral or unethical, then say “Yes”.Even when you can’t say “Yes”, don’t say “No.” Instead, stop, take a breath, and say, “Let me see what I can do.” Then do something. Find a way to solve the problem — call a supervisor, be creative, show the customer that you are doing everything possible to accommodate them. When you say “Yes!” you are showing your customer that you value their business and that you care about their best interests. 5. Accountability.  Take ownership of your customer’s needs and issues. Let them know that you will do your best to make them happy. If there is a problem, be the one who gets it resolved, even if you didn’t create the problem. See a problem through until it’s resolved. When other people need to be involved, you still need to follow-up to make sure that the problem was resolved successfully.   Do you follow through until your customer issues are resolved? 6. Adaptability. Your customers’ desires are constantly changing. Make sure that you keep up. Adaptability is essential. Don’t just wait for their requests. Seek them out and talk to them, ask them about their experience of doing business with you. What do they like about your business? What do they dislike? Even more than keeping up, make sure you exceed your customer’s expectations. If you always provide something exceptional, they will grow to expect it, and it ceases to be exceptional. When exceptional becomes the norm, you need to figure out new ways to surprise and delight them. What do you do to adapt to your customer’s needs? 7. Ability. It might seem strange that ability comes last on the list. If you do all the things described above successfully, customers will be far more willing to accept that you are not perfect. This doesn’t mean that you don’t have to strive for continuous improvement. Your customers are getting more and more knowledgeable. The Internet has made it easy for them to gain knowledge. You need to do at least as much research as they do. More than ever, you need to be an expert about your products and services. Take 15 minutes out of your day, every day, and learn something new. Read what your customers read; find out what others are saying about your products and services; learn more about your competition. You can truly set yourself apart from the competition when you acquire more knowledge and expertise every day. Focusing on what is important to your customers by striving to embody the qualities of customer care will help you create customers for life. Laurie Brown is a Gitomer-Certified Speaker who delivers customized and personalized seminars on sales, customer loyalty, and personal development.  To book Laurie 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 was totally enjoying the newsletter, regarding the power of smiling, when I received a call from one of my customers to meet with them. I have been in sales for the past 25 years, mostly high end products like hardwood flooring, wool carpets and rugs and granite floors, but recently I have been selling wine and spirits as an independent contractor. The personality of any particular buyer of any product is always great fun, especially when you do not have to beg for an order. It is even more rewarding when you can get to the point of remembering that the power of a smile is more than contagious! I have a customer who is very savvy when it comes to Italian wines, he is a world traveler and knows more than I will ever know about Italian wines and the regions that produce the best of any particular wine grape. I was following up on a wine I had them taste the week before when the owner, a very happy Italian, became very somber. "Is it OK for me to be perfectly honest with you, Linda?" he said. "Of course," I quickly responded. "Well, the wine you brought to us last week to taste was really exceptional, especially since it is a California producer. As you know we have little need for California wines; however, we really liked another wine of the same varietal from Italy and we will add that to our menu instead." "Terrific," I said. After another ten minutes of chatting, the owner turned to the staff and said "Did anyone get what just happened?"  His wife came over to me, put her arm around my shoulder, gave me a big squeeze and said, "We do business with Linda because she does not get her feelings hurt." She keeps her smile intact and permits us to be honest with her. Because of this we will always welcome her into our business. That is what we want each of you to do, KEEP SMILING! It is the key to your successes in life!" Can you imagine how great the rest of my week was? Just keep smiling!"   -Linda 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 "Instead of thinking end of month, begin thinking end of time." Jeffrey Gitomer's Little Red Book of Selling   THE RIGHT SORT OF ACTIONS REQUIRE NO EMBELLISHMENT OF WORDS One of the most common mistakes is making excuses to explain why we do not succeed. Unfortunately, the vast majority of people in the world-those who do not succeed-are excuse-makers. They try to explain their action, or inaction, with words. When you succeed, accept the congratulations of others with good grace; when you fail, take responsibility for your actions, learn from your mistakes, and move on to more constructive things. When your actions are appropriate in every circumstance, you will never feel the need to explain them with words. Your actions will say all that needs to be said.   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=ajcdMibak3NAX5FF3hAieA%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. 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

Stop closing sales and start providing value, or lose to price.

Having trouble viewing this email? View the online version. Issue 466 October 12th, 2010 Publisher: Jeffrey Gitomer
Stop closing sales and start providing value, or lose to price. At a seminar today in Kitchener, Ontario, (an hour southwest of Toronto for those of you without Google Maps) James Perly, of Perly Consulting Group, came up to me during a break and said, “I have a new closing method.” I said, “Great! What is it?” “We beat our customers over the head with a value stick until they close us, and ask us to buy. We don't have brochures, and the whole meeting is about how exactly we would deliver massive value to the client, all done in a friendly, professional manner. We give the client a full strategic map of how they profit if we’re hired. They buy because they believe we are capable of implementing the plan we have offered.” I smiled. James continued, “At the end of our sales conversation we have provided our customers with so much value and perceived value that they ask questions like, “OK, what’s the next step?” or “How do we get started?”   NOTE WELL: This is a pretty interesting concept when you consider that 99% (and I may be a bit low on that number) of salespeople (you included) are trying to figure out some manipulative way of closing the sale or asking for the sale. Or worse, they’re wondering when the best time to close is. Read the full article... — CLICK ON THE BEST ANSWER — Although your prospective customer likes your overall product/service and price, it falls short in some additional benefits. How would you sell them anyway? A. Allow them to explain each missing benefit and why they are important so you can find a way to deliver the product/service. B. Ask them why they need those benefits. Most of your customers choose not to have them. C. Tell them that your price is low because those benefits are not there. D. Tell them they do not need those benefits.       LAST CHANCE - Jeffrey Gitomer LIVE! New York City, NY October 14th, 2010 Jeffrey Gitomer LIVE! - New York City, NY: 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. New York City 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! - New York City, NY Jeffrey Gitomer's New York City Managers Event 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 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! Boot Camp 2010 Las Vegas – Meet the Speakers! Meet Darren Hardy, author of the Compound Effect: Multiplying Your Success One Simple Step at a Time. In addition to being one of the leaders in the personal development industry for more than 16 years, he is the Publisher and Editorial Director of SUCCESS Magazine. Limited Seats Available – View more details and purchase your ticket TODAY! Jeffrey, I am new to sales and don't have any customers. Do I have any other choice besides cold calling? Clara Clara, You may not have any customers, but your company does. Go visit some of them. Spend a few hours learning about your company, your product, and why people bought it. Once you learn why your product was purchased and how it is used, you will be able to successfully cold call. Best Regards, Jeffrey   Jeffrey, What is the best way to show appreciation for someone referring you? Kyle Kyle, My preference over the years has always been a book or a CD. It has more mental value and educational value than it does monetary value. If you go to a used bookstore there will always be a motivational book, inspirational book, or a book on a subject that your customer finds interesting. You may know my expression, "Find something personal, do something memorable." And if you’re using Ace of Sales to document personal information, finding something inexpensive yet memorable will be simple and effective. Best Regards, Jeffrey   The Innovation Secrets of Steve Jobs by Carmine Gallo New York Times columnist, Thomas Friedman, recently said “that what America needs now is more jobs—Steve Jobs.” He meant that entrepreneurship, creativity and innovation must be encouraged for America to thrive in the next decade. There are very few people in the world today more closely associated with innovation than Apple co-founder, Steve Jobs. Jobs, clearly has a lot to teach us but how, exactly, does he do it? I tackled the subject of Steve Jobs and his innovation genius in the new book The Innovation Secrets of Steve Jobs: Insanely Different Principles for Breakthrough Success. Through first-person interviews with Apple employees, experts, and analysts, as well as Steve Jobs’ own words over the past thirty years, I discovered that there are seven principles largely responsible for Jobs’ breakthrough success. More important, I talk to other successful entrepreneurs, business owners, and leaders who use the very same principles to think differently about their companies, services, products, and customers. Here’s a short summary: Principle One: Do what you love. In 2005 Steve Jobs told Stanford graduates that the secret to success is having “the courage to follow your heart and intuition. They somehow already know what you truly want to become.” Jobs has followed his heart his entire life and that passion, he says, has made all the difference.  It’s very difficult to come up with new, creative ideas that move society forward if you are not passionate about the subject. Principle Two: Put a dent in the universe. Jobs attracts evangelists who share his vision and who help turn his ideas into world changing innovations. In 1976, when Jobs and Steve Wozniak co-founded Apple, Jobs’ vision was to put a computer in the hands of everyday people (personal computers were largely relegated to the hobbyist market at the time and few people thought that average consumers would want a computer in their homes). In 1979, Jobs saw an early and crude graphical user interface being demonstrated at the Xerox research facility in Palo Alto, California. He knew immediately that the technology would make computers appealing to “everyday people.” That technology eventually became The Macintosh, which changed everything about the way we interact with computers. Xerox scientists didn’t realize its potential because their “vision” was limited to making new copiers. In other words, two people can see exactly the same thing, but perceive it differently based on their vision. Passion fuels the rocket, but vision creates the ultimate destination. Principle Three: Kick start your brain. Creativity leads to innovative ideas. For Steve Jobs, creativity is connecting things, Jobs believes that a broad set of experiences expands our understanding of the human experience.  A broader understanding leads to breakthroughs that others may have missed. Broadening your experience also means seeking inspiration from other industries. At various times, Jobs has found inspiration in a phone book, Zen meditation, visiting India, the fine details of a Mercedes-Benz, a food processor at Macy’s, or The Four Seasons hotel chain. Jobs doesn’t “steal” ideas as much as he uses ideas from other industries to inspire his own creativity. Principle Four: Sell dreams, not products. To Steve Jobs, people who buy Apple products are not “consumers.” They are people with hopes, dreams, and ambitions. He builds products to help people achieve their dreams. He once said, “some people think you’ve got to be crazy to buy a Mac, but in that craziness we see genius.” How do you see your customers? Help them unleash their inner genius and you’ll win over their hearts and minds. Principle Five: Say no to 1,000 things. Steve Jobs once said, “I’m as proud of what we don’t do as I am of what we do.” He is committed to building products with simple, uncluttered design. And that commitment extends beyond products. From the design of the iPod to the iPad, from the packaging of Apple’s products, to the functionality of the Web site, in Apple’s world, innovation means eliminating the unnecessary so that the necessary may speak. Principle Six: Create insanely great experiences. Jobs has made the Apple stores the gold standard in customer service. The Apple store has become the world’s best retailer by introducing simple innovations any business can adopt to create deeper, more emotional connections with their customers. For example, there are no cashiers in an Apple store. There are experts, consultants, even geniuses, but no cashiers. Why? Because Apple is not in the business of moving boxes; they are in the business of enriching lives. Big difference. Principle Seven: Master the message. Steve Jobs is the world’s greatest corporate storyteller, turning product launches into an art form. You can have the most innovative idea in the world, but if you can’t get people excited about it, it doesn’t matter. For every idea that turns into a successful innovation, there are thousands of ideas that never gain traction because the people behind those ideas failed to tell a compelling story. There’s a wonderful quote by Michelangelo: “The greater danger for most of us lies not in setting our aim too high and falling short; but in setting our aim too low and achieving our mark.” Steve Jobs has always aimed high and he’s taught us something along the way. It’s time we listened. Carmine Gallo is the communications coach for the world’s most admired brands. His new book, The Innovation Secrets of Steve Jobs, reveals the 7 principles for breakthrough success. Gallo’s previous book, The Presentation Secrets of Steve Jobs, is an international bestseller. Gallo provides messaging, media training, presentation skills, and public speaking workshops for executives and sales professionals at companies that touch your life every day. Gallo’s clients include Intel, Chevron, Nokia, LinkedIn, Hyundai, Pfizer, and many other global brands. Follow Carmine on twitter @carminegallo or visit him online at carminegallo.com A Colorful Path to Success. Jeffrey’s Little Red Book of Selling began his Little Book Series™. And chances are, if you are reading this issue of Sales Caffeine, you already own that book. This week you can add to your Little Book collection with Jeffrey’s Little Black Book of Connections, Little Green Book of Getting Your Way, and Little Red Book of Sales Answers. All for $49.00. Order the Deal of the Week now! "Be Smart, Be pretty, Be Cool & Have Balls! It was great to meet you at The Art of Marketing event. Stay cool" -Vanessa Send your GITOMER SIGHTINGS to ezine@gitomer.com or post them on Jeffrey’s Facebook Fan Page.	"Steve Jobs has reinvented music distribution, the mobile telephone, and book publishing. You might want to take a look at how someone creates multi-billion dollar ideas, and turns them into multi-billion dollar products that everyone loves and admires. This book is not an option. Buy it now, bank it tomorrow." -Jeffrey Gitomer, author of the The Little Red Book of Selling Jeffrey's Upcoming Public Seminar Schedule New York, NY 10/14 Sales Attitude Seminar 10/14 Managers Seminar Charleston, SC 10/29 Little Black Book of Connections Instructor Led Workshop 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! FIVE Things I Didn't Know About Facebook by Noah Rickun A few weeks back I received an invitation to a “working lunch” about social media. This event caught my eye because I am always interested in checking out what other businesses are doing with social media. Call it what you want - social media, socialCRM, social selling - the reality is that customers buy differently today than they ever have. How you leverage tools like Facebook, Twitter, LinkedIn, and YouTube will define your success for years to come. While I’ve been having a tough time finding valuable sessions recently (there is an overabundance of social media “experts” these days), I was pleasantly surprised with the insight shared over lunch by Paper Blossom Marketing. So without further adieu, here are the five things I learned about Facebook today: 1. You can upload a sidebar image as a profile picture on your Facebook page. This is an amazing feature that allows you to create a more business-like page that will attract the attention of visitors. You can view many great examples here: http://ht.ly/2vEaG. Simply click “change picture” on your existing image and upload your 200 x 600 sidebar. Check out http://facebook.rickun.com to see mine. 2. You can use the same sidebar on Twitter, like this: http://ht.ly/2vEkE. I guess technically that’s not a Facebook tip, but it helps to know you can repurpose your Facebook sidebar for use on Twitter as well. 3. You can edit your Facebook thumbnail picture! If you’ve ever been frustrated with how your profile photo displays as a thumbnail (is your head cut off in yours?), there is a way to fix the problem. Simply hover over your picture, click “Change Picture” and then “Edit Thumbnail.” Now you can drag your thumbnail photo to your heart’s content. 4. You can create a reviews tab on your Facebook page, like this: http://ht.ly/2vEqY. This is a powerful method for sharing customer testimonials and for building an online reputation. You’ll need to add the application to your page by clicking here: http://ht.ly/2vEuL. Be sure to create a tab for it. If you only use a personal profile on Facebook, this tip won’t work for you. Reviews are available for your page only. 5. You can display your LinkedIn profile on your Facebook page, like this: http://ht.ly/2vEza. Very cool tip to integrate multiple channels and encourage connecting on LinkedIn as well. You can add your LinkedIn profile by clicking here: http://apps.facebook.com/linkedinprofile. Got the inside scoop on another Facebook trick? Post it to my Facebook page here: http://facebook.rickun.com Noah Rickun is the CEO of Jeffrey Gitomer’s TrainOne and a Gitomer Certified/Audience Approved speaker. Noah delivers customized and personalized seminars on sales, customer loyalty, and personal development. To book Noah 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   "We met in 2006. I liked your stuff then and subscribed to your e-zine. After much success, I was laid off with an entire division in 2008. After feeling sorry for myself I... boohoo...I joined a small independent. I have put much of your insights to work and am in the midst of an exciting turn-a-round. We’ve reduced client attrition to ZERO, new clients are coming on board, and  we have expanded our business line and added staff as a direct result of my leadership (and some of your thoughts; props to you). A lot of your comments are a bit of relationship common sense only even more relevant with the seemingly constant violations of trust everywhere. I have often likened sales to dating. And that's where my story and thanks gets interesting at the risk of being personal. From career transition to rebuilding a company that desperately needed client management, I started to F-up the most important relationship in my life. My family. I kept trying to "sell" my wife on my awesomeness while trying to influence the relationship to achieve my goals... but DUH. It's just like I said. Growing a business IS like dating. Customers need to WANT to BUY. They LOVE buying but they HATE being SOLD a product or a bill of mediocre goods. Re-reading some of your comments about your family hit me like a ton of bricks. You can't sell yourself to people. You just have to be you, and LET them BUY. The LOVE to BUY. Huge thanks to you for helping me with not just business growth; but also my own pursuit of happiness." -Chris Each week, we feature a salesperson's success story. Please send your stories to ezineadmin@gitomer.com. 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 "Trust is not a request. Trust is earned." -Jeffrey Gitomer's Little Teal Book of Trust MOST MISFORTUNES ARE THE RESULT OF MISUSED TIME The only luck in the world is the luck you create for yourself. Only in the casino are the odds in favor of the house. In real life, the odds always favor those who use their time wisely to pursue their goals constructively, to fill every day with a full measure of honest work. Bad luck befalls those who waste time and mental energy hoping for the big break that will propel them to greatness. We all have the same twenty-four hours available to us in each day. Most of us spend eight hours working and eight hours sleeping . What you do with the remaining eight hours will have a tremendous influence on the level of success you achieve in your life. 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=ajcdMibak3M7klJQIXsGCA%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. 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