Jeffrey Gitomer Quotations

There is no prize in sales for second place. It's win or nothing. The masters know this and strive for - they fight for - that winning edge.

There's no lotion or potion that will make sales faster and easier for you - unless your potion is hard work.

The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieving it. Success just shows up from there.

Your grammar is a reflection of your image. Good or bad, you have made an impression. And like all impressions, you are in total control.

My readers and my audiences have turned into my followers. They are more than interested in what I have to say in the subjects of sales, loyalty, attitude, networking, business social media, and becoming a trusted advisor.

Your customers are judging every aspect of every transaction and rating everything, from friendliness of people to ease of doing business to quality of product to service after the sale.

Great people have great values and great ethics.

In sales, it's not what you say; it's how they perceive what you say.

Great salespeople are relationship builders who provide value and help their customers win.

Management's job is to convey leadership's message in a compelling and inspiring way. Not just in meetings, but also by example.

The key in mastering any kind of sales is switching statements about you and how great you are and what you do, to statements about them, and how great they are and how they will produce more and profit more from ownership of your product or service.

People don't like to be sold, but they love to buy!

There is no one thing that can turn around a rejection. But there is one answer: begin talking to your customers who have already bought from you and discover why they bought.

Every single person in every single company is either in sales or affects sales. Every single person in every single company is either in service or affects service.

Many salespeople are trying to make their quota rather than developing a deeper belief in their product or service - and even worse, they don't have a strong enough belief in themselves.

Selling is a natural skill. It's developed as a child. You may know it as persuasion.

The buyer, the prospect, the customer expects you to have knowledge of their stuff, not just your stuff.

Social media presents an opportunity for business people to connect and know each other prior to a phone call or email taking place.

I don't want features, I want value. I don't want benefits, I want value.

My website, my email magazine, my blog, my books, my corporate seminars, and my public seminars all create the ability for social media to work and all build reputation and ranking.

I graduated from high school in 1963. There were no computers, cell phones, Internet, credit cards, cassette tapes or cable TV.

Value-first is a perception. If your customer does not perceive it as value, then it's not very valuable.

If you want to be the best salesperson, first you must be the best person.

Rock stars, like anyone else, have to show discipline and take consistent good actions.

We use social media as an adjunct to my total media/market outreach.

I grew up in an upper-middle-class town with a population around 12,000. My high school held around a thousand kids. All smart. We had a strict dress code. If you wore blue jeans to school, they sent you home.

Most salespeople would like to think of themselves as being rock stars, but they don't display the talent to match their definition.

It never ceases to amaze me that companies will spend thousands of hours and millions of dollars teaching people 'how to sell,' and not one minute or not $10 on 'why they buy.' And 'why they buy' is all that matters.

When you hear bosses talk about their best salespeople, they often refer to them as rock stars. It's the highest praise your boss can give someone on your team.

Rich relationships lead to much more than money. They lead to success, fulfillment, and wealth.

One legislator accused me of having a 19th century attitude on law and order. That is a totally false charge. I have an 18th century attitude. That is when the Founding Fathers made it clear that the safety of law abiding citizens should be one of government's primary concerns.

Listening is the hard part. Listening is the important part. The hot button is in the prospect's response.

You cannot buy trust at any price. But slowly, over time, you can build it for free.

Trust is even more important than love.

The more a prospective customer clicks on you and your stuff, the easier it is for them to make a buying decision in your favor.

Ignore the junk news - work on a worthwhile project, make a plan, or do something to enhance your life.

National Defense is not a threat to peace; it is the guarantee of peace with freedom.

The deeper your belief, the deeper your pockets.

The most killer questions in sales: "Mr. Jones, when I say (insert your product, your company, or anything you want an opinion about here) what one word comes to mind?" This is the most powerful question because it not only gives you top of mind awareness (the customer "hot button"), it also tells you their attitude towards it.

Price is not a consideration when a personal relationship exists.

The best way to do business with a liar is confront them with the truth. Tell them that you do business as a partner. If your lying customer still can't see the light, tell him that you may not be the best choice for business, and that you think you have someone that can serve him better. Then, refer him to the competitor that you hate the most.

The best way to make a sale is to ask for ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect's buying process.

The secret to sucessful customer service starts with YES!

The secret to climbing up is to put your heart into your work.

Your team will get stronger when you begin to build yourself. Teams are made up of individuals who work together . . . and get their own job done. What are you doing to be sure that your job is being done perfectly?

Proper prospecting prevents poverty.

Be friendly first. Service starts with a friendly person with a friendly smile, who offers friendly words first. How friendly are you?

Home Depot knows 'the more they help, the more they sell'-oh by the way, for the 'bottom liners' who disagree-it's also vice-versa.

Most salespeople are half prepared. They know everything about their company and their product. They know nothing about their prospect.

Writing is a key differentiator. I've used it for 14 years. Writing will not just lead to differentiation. Writing is the credibility you need to create buyer confidence

Master the web and you will master your universe - and your (on-line) bank account.

People don't want to be sold! People want to buy!

If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune!

I put myself in front of people who can say yes to me, and I deliver value first.

You don't get great at selling in a day. You get great at selling day by day.

Every time a customer calls or you call a customer, you have an opportunity and a choice. What choice are you making?

Sales is survival, the best-prepared are most likely to survive.

Everything you need to know about a customer has been written by them or about them. And it lives on the Internet. All you have to do is uncover it. And use it.

Take your job seriously, BUT don't take their complaints personally. If you take it personally you'll get upset and lose your edge. If you take it too personally, you'll lose your edge and your job. If you take it seriously -- it's you with them. If you take it personally, it's you against them. What steps can you take to ensure keeping your cool?

How friendly are your companies' first words? Just try this...start all conversations with customers using one of the following words or phrases: 'great!' 'no problem', 'you're in luck', 'that's my favorite problem'.

One of the most powerful aspects of service - being different. What is WOW? WOW! is great service! WOW! separates the EXTRAordinary from the ordinary. WOW! Separates the strong from the weak. WOW! separates the sincere from the insincere. WOW! separates the pro's from the con's. WOW! separates the yes's from the no's. WOW! is the full measure of your personal power, and the way you use it. WOW! is doing what others can't (or won't). WOW! is what you do for others in an exceptional way. WOW! is the ticket to success. Your ticket. Are you WOW?

Create a story of WOW that will be retold.

Quality performance starts with a positive attitude.

Testimonials are the BEST way to beat down the price objection and win the sale.

I believe that a smile is the attribute of a positive attitude, both for yourself and the perception of others.

You can't trust others unless you trust yourself.

People who to back and chastise themselves, or second guess themselves, for making a wrong decision or a weak decision continues to set themselves up for failure in future decisions simply because they don't trust themselves.

Trust is not an important element; it is THE important element in any LONG TERM success with anyone or any company.

The reason you have to say "Trust me" is that you haven't earned it and are forced to ask for it - BAD MOVE.

The reason Trust is requested is because the person seeking Trust realizes that Trust is the key to Yes.

Trust is not spoken, Trust is a feeling.

Trust is not a request, Trust is earned.

If you look deep inside trust, you'll find truth.

The best way to learn how to become trustworthy is to study other trustworthy people.

Bankrupsy stays on your record for 7-10yrs. That gives you an idea how long it takes to rebuild trust.

Your character holds the key to your trustworthiness.

Negative people are worse than negative occurrences. The argument is over in ten minutes - the person may hang around for years.

If you don't think you can do it, who will? You control the most important tool in success, your mind.

Go to humorous events at comedy clubs and watch laughable movies.

Some people serve with pride - because they 'want to' do and be their best; other people serve with disdain because they 'have to' do their job. Which person do you think will end up running the show?

Being honest when you're dealing with others is easier to do because your honesty is on the table for all to view...Being honest with yourself is more difficult because you only have to justify it in private where no one can see it.

The only way to achieve your desires and dreams is to ACT ON THEM. The greater you trust in yourself, your beliefs, and your thoughts, the more action you will take.

What is the image you have of yourself?

If you don't give trust to others, it's because you haven't earned it. If you don't have trust form others, it's because YOU haven't earned it.

The biggest reason that positive endings don't happen is because employees are trained on policies and rules rather than principles.

If you find common subjects or interests with a prospect, you can establish a business friendship. Ask about a diploma or picture. Your prospect will be glad to talk about what he/she just did or likes to do. Try to captivate him or her in intelligent conversation with engaging questions about their interests. It's obviously better if you're versed in the subject, because that's where rapport is established. Get the prospect to talk about their passions and what makes them happy.

Lunch should consist of at least 1/3 relationship building talk. If you don't have time for business talk, it was a very successful lunch.

Ignore people who tell you 'you can't' or try to discourage you.

Use your CRM to retain customers.

Sell yourself before you try to sell your company or your product.

Loyalty is earned with friendliness, responsiveness, ease of doing business, fair value, and the good feeling customers get when they call you, visit you, or interact with you.

The biggest mistake businesses make is advertising before they have become well known.

The best way to apologize is to let the customer vent first. Don't interrupt, just take notes and make empathetic noises. You can even tell the customer that it makes you mad too. Second, ask the customer what their speed of need is. Tell them what they ant to hear. That you apologize, that you understand how they feel, that you are meeting with the appropriate people to get a resolve, and that it will be done in 24-hours.

If you want or need to move, move with a winning record of success, move with a plan, and move to something you love.

If you are going to leave message, you have to be able to give enough value or reason to get your voice mail returned.

Improve writing skills: 1. Keep paragraphs short. 2. Use bold and CAPS to make points. 3. Start with a question or short statement. 4. Give me meat in the middle. All meat. 5. Make me smile, think, or act at the end.

Satisfied customers are apathetic. Loyal customers will be your advocate.

Ask for the sale when the mood is right. The worst possible place is in the prospects' office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show. Ask early, and ask often.

Positive attitude is the foundation of your life - and the determining factor of your ability to serve.

Your mental attitude is your motivation and your inspiration.