Jeffrey Gitomer

SALES reps get a bad rap for trying to sell too hard. You’ve heard the term ‘pushy salesman’, ‘aggressive salesperson’ or even ‘obnoxious salesman’. How do those phrases make you feel?

I AM sick of reading claims hyping me to ‘have my best year ever’ FYI: The trend of ‘best year ever’ was originated more than a decade ago by the late, great, Jim Rohn.

THE amount of time management spends measuring sales activity and salespeople is generally wasted.

ZIG Ziglar, the iconic motivational speaker of our time, passed away November 28 2012. In his honour, I am updating an article I wrote in 1992 after meeting him for the first, time.

THE most misused word in sales will surprise you; it’s ‘value’.

AS a collector of sports memorabilia, I’m on a bunch of mailing lists. Most of the offers I get are for items I can buy almost anywhere - except for the offers from Steiner Sports.

DECISIONS - either by you, your coworker, your boss, your family members or your customer - drive your success, your lifestyle, and your attitude.

Customers want to buy outcomes; it's up to you to deliver.

I RECEIVE a lot of emails from people seeking insight or asking me to solve sales dilemmas.