This Place Couldn’t Survive Without Me… Not.

When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job I worked in the shop at each job, and set production standards based on what I could produce at each station. On my first official day as boss, Ozzie, our … [Read more...]

Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!

I’m against all systems of selling. So are all salespeople. Oh, sales systems are taught all the time. In fact, almost every salesperson has learned one along the way. I ask every audience I’m in front of, “How many of you have learned some “system of selling?” About two thirds of the hands go … [Read more...]

Uncovering your own secret of selling…Why YOU buy!

Think about the last few things you purchased. They hold the secrets to increasing your sales. Giving a seminar, I was in a stream-of-conscience talking about buying motives and why people buy. As usual I was focused on the customer side, the probable purchaser side, the buyer side of the … [Read more...]

Time is on Your Side, as Long as you Understand it.

“Time is money.” You’ve heard that expression a thousand times or more. And as many times as you’ve heard it,  you have universally ignored it. Every year I get hundreds of requests for a course in “time management.” And every year I give my answer: why are you asking ME what to do with YOUR … [Read more...]

Dream your way to sales success… all day long.

Daydream is the BEGINNING of a journey, an act, a goal, a fantasy. The most important part of daydream is to do it. And take note of it. Not just as whimsical, but as a possibility of what might be. What could be. When should you daydream? Well, this is just my own theory, based on my own life’s … [Read more...]

Show Me the Value, or I’ll Show You the Door.

  How do you make a sales presentation? No I don’t mean warm up, probe, present, over come objections, close. I mean what’s the big picture of your sales presentation? What’s the content of your sales presentation? And most important how are you certain that you engage your prospect … [Read more...]

I’m satisfied with my present source… Why?

Knowing the reasons why an existing relationship is satisfactory will help you understand how to proceed. Here are the top 12.5 reasons your prospect likes the vendor he’s currently using... 1. Price or great deal (perceived value). 2. Quality of product/service. 3. Has a special business … [Read more...]

New SELL or DIE Podcast Channel

You’re either selling or dying. The Sell or Die podcast stars bestselling author Jeffrey Gitomer and LinkedIn expert and Sales in a New York Minute founder Jennifer Gluckow. They explore a wide range of topics on selling and personal development with thought provoking leaders, creators and … [Read more...]