Jeffrey Gitomer

SOMETIMES sales go wrong, and when they do, salespeople blame someone or something.‘He wouldn’t return my call’, ‘he took the lowest bid’, ‘he bought from the compe

THINK about the last 25 sales you didn’t make.What happened?Why didn’t you make them?Did you study the problem, or just blame the symptoms?Symptoms like: couldn’t get an appointment; unreturned phone

IN my early, intensive days of learning sales and attitude (1972-1973), I was taking a four-hour sales and attitude training class every day from 8am-noon.

I RECEIVE a lot of emails asking me to solve sales dilemmas.

’M in Las Vegas, home to nine of the 10 largest hotels in the world. Each hotel competes against the others for huge contracts. Business meetings. Conventions. Super Bowl. New Year’s Eve.

YOU go through your entire one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times.

I GIVE more than 75 presentations a year at annual meetings and sales meetings. There are always other presenters – CEOs and VPs of everything from finance to marketing.

I’M in Las Vegas at The Venetian having coffee at Espressamente Illy where they serve (arguably) the world’s best coffee. At the bar, I noticed someone obviously not from America.

NEXT year might be the year. If it is, will it be yours?Australia’s economy is travelling along pretty well, and in the US it appears as though the economy is gaining a little momentum.