Jeffrey Gitomer Quotations | Page 2

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.

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

Use your CRM to retain customers.

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

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.

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.

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

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.

What is the image you have of yourself?

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.

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.

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?

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

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

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

Your character holds the key to your trustworthiness.

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

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

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

Trust is not a request, Trust is earned.

Trust is not spoken, Trust is a feeling.

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

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

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

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.

You can't trust others unless you trust yourself.

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

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

Quality performance starts with a positive attitude.

Create a story of WOW that will be retold.

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?

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'.

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?

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.

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

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

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

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

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

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

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

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

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

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.

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

Proper prospecting prevents poverty.

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?

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

The secret to sucessful customer service starts with YES!

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 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.

Price is not a consideration when a personal relationship exists.

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.

The deeper your belief, the deeper your pockets.

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

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

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.

Trust is even more important than love.

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

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

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.

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