Jeffrey Gitomer > Quotes

“Resilience is not what happens to you. It’s how you react to, respond to, and recover from what happens to you.”
― Jeffrey Gitomer

“You don't earn loyalty in a day. You earn loyalty day-by-day.”
― Jeffrey Gitomer

“Becoming well known (at least among your prospects & connections) is the most valuable element in the connection process.”
― Jeffrey Gitomer

“Change is not a four letter word...but often your reaction to it is!”
― Jeffrey Gitomer, The Little Book of Leadership: The 12.5 Strengths of Responsible, Reliable, Remarkable Leaders That Create Results, Rewards, and Resilience

“If all it takes is an angry stranger to ruin your day, what are you going to do if something really serious happens? Why give someone else control of your life like that?”
― Jeffrey Gitomer, Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless: How to Make Customers Love You, Keep Them Coming Back and Tell Everyone They Know

“Attitude drives actions. Actions drive results. Results drive lifestyles.” That’s a quote from America’s business philosopher, Jim Rohn.”
― Jeffrey Gitomer, Little Red Book of Selling: 12.5 Principles of Sales Greatness: 12.5 Principles of Sales Greatness: How to Make Sales Forever

“Rules are in every company for everyone to follow. Eh, except salespeople." -- Jeffrey Gitomer”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“The biggest reason people don’t succeed is because they don’t expose themselves to existing information.” - Jim Rohn, America’s business philosopher”
― Jeffrey Gitomer, Little Red Book of Selling: 12.5 Principles of Sales Greatness: 12.5 Principles of Sales Greatness: How to Make Sales Forever

“Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won't be immediate, but it's inevitable.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“I'VE SAVED THE BEST FOR LAST: There is ONE technique that can work to both find the risk, and close the deal. BUT it's a delicate one that requires mastery through preparation and practice. The strategy is called: What's the risk? What's the reward? When a prospect hesitates, you simply ask him or her to list the risks of purchase. Actually write them down. Prompt others. If the prospect says "I'm not sure," you ask, "Could it be ..." After you feel the list is complete, ask the prospect to list the rewards. Write them down, and embellish as much as possible without puking on the prospect. Then eliminate the risks one by one with lead in phrases like: Suppose we could ... did you know that ... I think we can ... Then you simply ask, "can you see any other reasons not to proceed?" One at a time, brick by brick, remove the risks that the buyer perceives as fatal mistakes in his decision-making process. Then drive home the rewards, both emotionally and logically.”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER

“Great salespeople are relationship builders who provide value and help their customers win.”
― Jeffrey Gitomer

“ATTITUDE DRIVES ACTIONS. ACTIONS DRIVE RESULTS. RESULTS DRIVE LIFESTYLES. IF YOU DON'T LIKE YOUR LIFESTYLE, LOOK AT YOUR RESULTS. IF YOU DON'T LIKE YOUR RESULTS, LOOK AT YOUR ACTIONS. IF YOU DON'T LIKE YOUR ACTIONS, LOOK AT YOUR ATTITUDE. IF YOU DON'T LIKE YOUR ATTITUDE, LOOK AT YOUR PHILOSOPHY. "If you have a philosophy of service to others, and if you have a positive attitude, then you can BEGIN to become successful and can BEGIN to take success actions." "Successful people do what unsuccessful people don't (won't) do. Successful people live outside their comfort zone. Successful people hang around money or things that make money. Successful people are consistent (will be here next year). Successful people stay in the fire. Successful people know how to access information. Successful people are always learning.”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Gold Book of Yes! Attitude: How to find, build, and keep a YES! attitude for a lifetime of SUCCESS

“The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“sell to help the other person,”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER

“In order for you to be the BEST you can be for others, first you must be BEST for yourself.”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER

“ON A COLD CALL: Be brief. You must generate interest in about 30 seconds or less, or forget it. Make a strong statement about how you can help the prospect. Don't focus on how much money you can save them. That approach seems to be wearing thin. Talk about what you do for companies like hers, or how your product has worked for others.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“SALES ASSESSMENT ONLINE. The world's first customized sales assessment, renamed a "successment," will judge your selling skill level in 12 critical areas of sales knowledge and give you a diagnostic report that includes fifty mini sales lessons. This amazing tool will rate your sales abilities and explain your opportunities for sales growth. This program is aptly named KnowSuccess because you can't know success until you know yourself.”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Gold Book of Yes! Attitude: How to find, build, and keep a YES! attitude for a lifetime of SUCCESS

“Your competition's sales slide presentation is equally pathetic. Here is the secret solution: Convert the time you're currently wasting watching television re-runs in the evening and develop your own PowerPoint presentation that is 100% in terms of the customer's needs and desires, one that engages the prospective customer by asking questions and promoting dialogue, one that uses a little humor to keep the sales presentation alive, and one that supports every fact and claim with testimonials.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Here are the real objections... Doesn't have the money. Has the money, but is too damn cheap to spend it. Can't get the credit needed. Can't decide on his or her own. Doesn't have authority to spend over budget, or without someone else's financial approval. Thinks (or knows) he can get a better deal elsewhere. Has something else in mind, but won't tell you. Has a friend, connection, or satisfactory relationship in the business. Does not want to change vendors. Wants to shop around. Too busy with other more important things at this time. Doesn't need (or thinks he doesn't need) your product now. Thinks (or knows) your price is too high. Doesn't like or have confidence in your product. Doesn't like, trust, or have confidence in your company. Doesn't like, trust, or have confidence in you.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“In 1960, I met a college basketball coach on the court and asked him for his best, niftiest pointer. He took the ball, walked under the basket, and shot an easy lay-up. "See that shot?" he said gruffly. "Ninety-nine percent of all basketball games are won with that shot. Don't miss it." And he walked away. I felt cheated that day, but 20 years later, I realized it was the best sales lesson I ever got. Concentrate on the fundamentals; ninety-nine percent of all sales are achieved that way.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Sales solutions are easy once you identify the prospect's problems, concerns, and needs...with questions.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“problems, your challenges, your obstacles, your goals, and your ideas in writing. Make small lists such as a: To-do list. Everything you need to do, big and small. To-call list. Everyone you need to call, major and minor. To-get over list. Baggage in your life, empty and full. To-resolve list. Things that need decision or resolution. To-pay list. All matters of money you think about, paid and unpaid.”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Gold Book of Yes! Attitude: How to find, build, and keep a YES! attitude for a lifetime of SUCCESS

“For example, instead of saying "The guy didn't' return my call," maybe you should say, "If I'd left a more creative voicemail, maybe the guy would have called me back," or "If my voicemail had value and purpose, maybe the guy would have called me back." The reversal of blame toward others is not to blame yourself. Rather, it's to take responsibility for what happened, and create a lesson from it so that blame becomes responsibility, becomes an idea or a new strategy, and ultimately becomes a sale.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Tu valor está relacionado con tus conocimientos y tu predisposición a ayudar a los demás. ¿Cuánto vales para los demás?”
― Jeffrey Gitomer, El pequeño libro rojo de las ventas: 12,5 grandes secretos para vender más

“Attitude allows you to see the possibilities when opportunity strikes -- because it often shows up in the form of adversity. How well do you spot opportunity?”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER

“leads to relationship. That's not the life cycle, that's the life cycle of sales.”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER

“You were raised to think in patterns set by others. To be as successful as you want to be, it may take getting out of those traditional patterns. Most people don't get out of their comfort zone. Most people don't attain the level of success they set out to achieve. I wonder if there's any correlation between those two statements?”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“The reason trust is requested is because the person seeking”
― Jeffrey Gitomer, Jeffrey Gitomer's Little Teal Book of Trust: How to Earn It, Grow It, and Keep It to Become a Trusted Advisor in Sales, Business and Life

“Most salespeople think that unless they are calling a customer to sell something, it's a wasted call. Nothing could be farther from the truth.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“What VALUE do you bring to others? What wisdom are you providing without expectation of return? What are you worth as a person? Is that the rate at which you’re earning? Maybe you’re not giving value or service better than you’re paid to deliver. Would you pay your rate? How can you increase your personal value you offer to your employer? Hill says time and time again to render more service than is expected of you. Are you doing more than expected? Or are you still sporting the loser’s philosophy of “They don’t pay me enough. . .” Winner or whiner? The choice is obvious to me. You? Service comes from your heart – not from your head. Service is not a policy, it’s a PERSON! Be that person and you will win in sales and in life.”
― Jeffrey Gitomer, Truthful Living: The First Writings of Napoleon Hill