December 16, 2017

Jeffrey Gitomer’s Sales Attitude Seminar

John Sligh Jeffrey Gitomer 12.3.10 300x225 Jeffrey Gitomers Sales Attitude Seminar

John at GoSellGo & Jeffrey Gitomer

I recently attended a Jeffrey Gitomer Sales Attitude Seminar in Minneapolis and found his talk packed full of practical selling ideas.  The broad appeal of the Gitomer brand was apparent by the number of salespeople in the room from a variety of industries.

My First Exposure to Jeffrey Gitomer

Several years ago, while browsing the aisle in a bookstore, I came across a copy of Jeffrey Gitomer’s Little Red Book of Selling and was hooked.  Since then, I’ve read more Gitomer sales books in an attempt to adapt and apply his ideas to my own selling style.

So, when I heard he was coming to town, I signed up right away for his sales seminar.  Jeffrey’s speaking style is easy to listen to and casual.  Several of his ideas stuck with me including these gems conveyed in typical Gitomer fashion.

Don’t Puke on Your Customer

On sales calls, salespeople should resist “puking” on the customer.  That is, don’t immediately start talking about your company, products and yourself.  Instead Jeffrey Gitomer gave us this advice when calling on customers; “Don’t talk business until you see the other person smile.”  When you see the other person smile, that’s the point when your customer is more relaxed and receptive to buy from you.

Ask Questions

Ask your customer questions to draw out information.  Do less talking and more listening.  The best way to listen is to ask pre-planned questions with a purpose in mind.

Sell More to Existing Customers

Look for opportunities to cross sell and up sell to your current customer base.  If you take care of your customers they’ll want to buy all kinds of products and services from you.  Make it easy to buy.

Keep Your Customers Loyal

Customer’s aren’t loyal if they buy from you strictly based on price.  Be a resource to your customer.  Be an expert in your field.  Buying decisions are based on many factors, not just price.  Present your ideas and products in terms of making your customer more profit, reducing their costs, or giving them a competitive advantage.  Do this and you’ll set yourself apart from other salespeople.

Talk to Your Customers Like You Would Your Grandma

During the seminar, Jeffrey Gitomer said, “Talk to your customers like you would your Grandma.  For example, ‘you’re on credit hold Grandma’, doesn’t sound good so don’t say it to your customer!”  Talk in language that is positive and moves the relationship forward.

Build Your Personal Brand

In the last part of his sales talk he emphasized the importance of building your own personal brand through the internet and social networking.  He asked the audience, “How many of you have your own website?  How many have a Twitter and Facebook account and You Tube channel?”

After a few hands went up, Jeffrey scolded us and said if we want to succeed we need our own online presence. We need to build our own brand and take it with us wherever we go.  His message was a wake-up call to everyone in the room.

Meeting Jeffrey Gitomer in Person

During the break, Jeffrey worked the room and introduced himself to several salespeople in attendance.  He’s all about networking.  When I introduced myself, he made me feel at ease and was more than happy to have his picture taken.  He’s easy to approach and friendly which makes it obvious why people continue to read his books, follow him online and attend his seminars.

Conclusion

Meeting Jeffrey Gitomer, Chief Sales Officer, in person and listening to him talk was a thrill.  If he ever comes to your hometown, do yourself a favor and sign-up for his seminar.  You’ll be glad you did.

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