Jeffrey Gitomer

Getting the best value out of social media can challenge many wedded to the ‘old way’ of doing business.

HOW do you communicate? How good a communicator are you?

QUESTIONS: Who’s going to win the next Super Bowl? Who’s going to win the next World Series? Who’s going to win the next Masters Tournament?

WHEN you’re asking an existing or prospective customer a question, the object is to get them to think and respond emotionally.

LAST week I promised the answers to why lousy service occurs and how to fix it; the answer revolves around four words you already know -positive attitude, personal pride.

I AM amazed at how many times someone in a service environment delivers lousy service.

HOW do you define the word ‘reflection’?

ARE you passive, aggressive, or assertive? Only one way wins.

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?

WHEN someone tells me to ‘have a nice day’, I don’t think they mean it. I think they’re just saying it as a kind of mundane, almost impolite, form of politeness. Forced nicety.

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.

IN case no-one has told you, the old way of selling is dead. Problem is, people are still using the old way and, even worse, the ‘experts’ are still teaching the old way.

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

IT seems society is loosening up; the internet, music, movies, book titles, TV, and texting have created an ‘openness revolution’ not matched since the 1960s.

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.

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

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

I’M angry about the (mis)information offered by ‘experts’ about referrals.

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.

WHEN renowned entrepreneur, author and motivational speaker Jim Rohn said, “All the information you need to succeed already exists, the problem is you haven’t exposed yourself to it,” it was one of

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

WHAT’S the difference between you and all of your competition?

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

SALESPEOPLE want to make sales, and for the most part feel alone in the process.

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

Your sales voice is a key to your success, find it and then listen to it.

Companies such as Amazon have benefited from taking a proactive approach to marketing.

Are your calls not being returned?

After a couple of Skype interviews I discovered that, although the US and Poland are about 7,000 km apart, our sales needs are the same.

It's no surprise the late Steve Jobs' favourite music was written and performed by Bob Dylan and The Beatles.

I just read an article about someone's totally bogus opinion of 'job burnout'.

RELAX ... you’ve heard that word since the first time you got angry or upset. Or maybe it’s a word in your head that beacons reality.