The POWER of Sales Success is 100% in Your Control

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Every salesperson wants to think of him or herself as powerful but, if asked, would have no idea where their power actually comes from.

Most salespeople fail to understand their own power. The reason they don’t is that there is a heavy concentration on what cannot be controlled or what is not being done.

This manifests itself in complaints about: price, unreturned phone calls, bidding, loyalty to others, and other various excuses about why a sale does not take place and the relationship isn’t being built.

As a salesperson, you have all the power in the world to make your own success happen. It’s not market conditions; it’s you’re mental conditions. It’s not customer conditions; it’s your failure to perform in a powerful way. And it’s certainly not the competition’s conditions; it’s your inability to prove value beyond doubt and risk.

Let me share with you the 20.5 powers that you do possess and how you might be able to use them and take advantage of them to build sales, build relationships, build referrals, earn testimonials, and achieve the sales success that you are striving for…

1. The power of a positive attitude. The way you dedicate yourself to the way you think creates the foundation for your entire life. Sales is part of your life and requires a positive attitude as fundamental and foundational to success.

2. The power of daily attitude actions. These are actions that you take both in your favor and in the favor of others. They’re not just positive; they’re powerful. Attitude actions create sales actions.

3. The power of belief. Belief in who you work for, what you’re selling, your ability to differentiate yourself from your competitor, and belief in yourself create the four cornerstones that enable your belief to be transferred to the customer.

4. The power of self-confidence. The power of self-confidence comes from thinking about past wins, and thinking about past accomplishments. Those thoughts become your inner confidence builder and manifest themselves in the self-confident appearance.

5. The power of thinking YES! The difference between thinking you can and thinking you cannot, will determine outcome and fate. KEY: Think yes to get yes.

6. The power of keeping conversational control. Salespeople have very little idea about what it takes to keep control of the sales conversation. The answer is in one word: ASK. When you ask you’re in control of the conversation. When the customer asks you, you have given up control. Control keeps you on the path to the sale. Want more control? Easy! Ask more questions.

7. The power of preparation. Most salespeople make the fatal mistake of only preparing in terms of themselves, when in fact the customer only cares about him or herself. They want ideas, value, and answers – not your canned slide show. They want to know how THEY win. Why not spend twice as much time preparing in terms of the customer? Preparation determines outcome.

8. The power of creativity. Creativity is a science, and you can learn it. It’s based on the perspective from which you see things. And once you begin to see things a little bit differently than others, you’ll become more creative. Your customer wants to know why and how you’re different from your competition. Creativity makes it evident.

9. The power of being memorable. For years I have said, “Find something personal. Do something memorable.” It’s all about a random act of kindness that has a direct emotional trigger to the heart of the customer. Whatever it is, it must relate to the customer and their passion. Whatever it is, it has to have a WOW impact.

10. The power of value. My mantra is, “Give value first.” That way the customer forms an impression of you that’s both positive and powerful. The more value you provide, the more powerful you will become, and the more sales you will make. And just so we understand the word value, it’s preceded by the word “perceived.” If the customer perceives value, then it is.

That’s the first ten powers of sales success. Study them to get a better understanding of your sales power sources. Implement them into your sales process, start to feel the boost, and get ready to learn the next 10.5 at my upcoming seminar in Phoenix, AZ.

If you are interested in changing your mindset from goal-oriented to intention-oriented; changing time management to time allocation; exchanging selling skills for the ability to master buying motives – this event is for you. Join me on October 23rd for an earnings-changing and life-changing seminar. DETAILS HERE!

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His new book, 21.5 Unbreakable Laws of Selling, is now available as a book and an online course at For public event dates and information about training and seminars visit or email Jeffrey personally at

© 2013 All Rights Reserved. Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112





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Do people WANT to listen to you? 9.5 strategies to employ when presenting as a sales trainer, coach or leader

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I’m at a corporate conference about to give my 90-minute, customized, personalized talk. I spent hours preparing it – as I do all my talks – and I’ve spent the last 20 years improving my speaking, presentation, and performance skills.

I’m not just a speaker. I’m a student speaker.

Anyway, before my talk, the two corporate leaders of a multi-billion-dollar company addressed the gathered 200 in the audience. The attendees are eager to hear their words and looking for (hoping for) inspiration and direction.

Unfortunately, they didn’t get either.

The leaders, although smart and capable, are HORRIBLE presenters. I guess they don’t consider the skill important enough to master. Not good. They have a responsibility to be GREAT. Their people are counting on it.

REALITY QUESTION: How good of a presenter, sales trainer or coach are you?

REALITY QUESTION: Do your people, your audience, and your customer WANT to listen to you? Or do they HAVE to listen to you?

REALITY QUESTION: When you’re giving a talk or making a presentation, how compelling is your message?

REALITY QUESTION: Are you afraid to give a talk? NO – you’re just unprepared. Or not prepared enough to own the talk.

NOTE WELL: You can never own the prospect, the customer, or the audience if you don’t own the presentation.

When you give a talk or make a presentation, make certain you understand:

• What your engagement points are.

• How you want the audience to walk away feeling.

• What you want the audience to do tomorrow.

BIG SECRET: Think of it as a performance, not a presentation.

BIGGER SECRET: Never stand behind a podium. Get down off the platform and walk around.

BIGGEST SECRET: Learn to perform by singing Karaoke. (I did.)

If you’re giving a speech (and you should be in order to be perceived as a sales trainer or leader), or making a presentation, there are some strategies and elements you must employ in order to ensure maximum attraction, engagement, connection, and maybe even sale…

1. Use genuine humor. Start with a comment or story that leads to BOTH laughter and learning. Go on YouTube and look at my videos. They will provide answers to humor and education. At the end of humor is the height of listening.

2. Ask poignant questions. Ask people what they’re hoping for. Make the people you’re addressing THINK. Especially about themselves.

3. Ask intellectual questions. Talk about their experiences and yours. Show wisdom. Ask about subject matter knowledge.

4. Tell a story that relates to you AND them. Real life experiences are both relatable and create incentive to take action. NOTE WELL: Facts and figures are forgotten. Stories are retold.

5. Customization based on their real world. The people you present to only care about themselves and their issues. Focus on that. For the complete list and to learn more about how to become a better sales trainer, coach or presenter – register for my upcoming seminar here. If you are a sales professional; if you are a sales manager; if you own a coaching business; if you are a corporate trainer; if you are a consultant; if you are a professional speaker; if you do any kind of training whatsoever – this seminar is for you.


Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling.His new book, 21.5 Unbreakable Laws of Selling, is now available. For book tour dates and information about training and seminars, visit or email Jeffrey personally at

© 2013 All Rights Reserved. Don’t even think about reproducing this documentwithout written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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