salestips

early bird gets the worm!! Always establish rapport and align with contact then get probing questions to generate a valuable interaction that adds value

Be easy to do business with. #gitomer

Ask good questions (about their business) and they'll think your smart - talk about your "puke" and the prospect will be checking emails...bottom line: Prepare! #gitomer

Don't be afraid to ask. Our fear of "ask" comes from the possibility of a "NO" but you know what? Asking isn't going to change the answer they give you. So, I'd rather know sooner than later. So Ask and embrace the "No". Just one more closer to a "YEs"

Ask questions that put the prospect into a "buying mood" :-) right Rebecca?

Asking about their objectives then align with a menu of things to buy

As salespeople we are consumers first. I always try to look at it as if I were the buyer.

have a list of solutions that solve customers problems and creates value is the best menu to buy from

-> Be conversational, do your homework (no excuse with internet and google) so you open with something you KNOW the subject is interest in. #Homework

You have to to hang out where your prospects are, even on #socialmedia

generally cold calls are not that productive - but social media is a great way to spend time "cold calling" - creating personal brand awareness #gitomer

cold calling is about the medium and younger people don't use phone and email; twitter, linked in, Facebook, maybe snapchat even

What's amazing is you can direct touch via twitter. Proxy for email for regular folks. It's just public, so be smart.

I think today more than ever you need to be quick & "imperfect" in your cold call delivery. Otherwise does not feel authentic. Know what you want to say but the perfectly "recited" paragraph is SUCH a turn off. Sounds like a robot. B authentic

Gatekeepers, always more difficult than the subject

Also knowing who the gatekeeper is important because the action might be around the gatekeeper. Getting all stakeholders aligned is key to success

http://www.salesblog.com/jeffrey-gitomer-3-strategies-getting-past-gatekeeper/

Treat gatekeeper with as much or more respect as you would the actual buying prospect. Take the time to build rapport w/ them.

What is your favorite book on sales?

other than the Little Red Book of Selling...The Patterson Principles is one of my favorites - classic story of a old school leader

@Dave I love The Patterson Principles too. It was redone into Little Platinum Book of Cha-Ching and it's my favorite @Gitomer book.

I'd also include Think and Grow Rich, How to Win Friends and Influence People and The Power of Positive Thinking

Many say it's harder to sell those big strategic selling bc it takes real skill to navigate the landscape and agendas

get the trusted influencers on board and evangelizing for your solution for you

Thomas totally agree

Patience. Being out there. Giving them a REASON 2 stay in touch, Keep u top of mind. W/ those long strategic bus dev cycles it may take yrs. I made a living going after the ones everyone gave up on. It's persistence + creating reasons 2 connect.

I agree persistence is huge; It took me two years to close a $50m account back in my HP days; lots of working it paid off. Keep showing up is my motto

People hate to be sold, they love to buy"

best tip I ever heard was get up early and try people early or late in the afternoon

Asking probing questions to understand before presenting anything for maximum alignment

love this quote https://twitter.com/gitomer/status/448128899210149888

You've got 2 ears, 1 mouth, use them in that proportion.

Give value first. #gitomer

https://vimeo.com/64121060

so much of sales management today is cold calling and the numbers game...I think sales leadership is about mentoring and "eating last" #gitomer

leading is getting people to follow you, managing is telling people what to do.

Sales leadership is a great topic #gitomer

Sales management is very different from sales leadership. And the game is constantly evolving.