Zitat des Tages von Jeffrey Gitomer:
I grew up in an upper-middle-class town with a population around 12,000. My high school held around a thousand kids. All smart. We had a strict dress code. If you wore blue jeans to school, they sent you home.
The chief executive officer is also the chief sales officer. He or she is responsible for the success of the company and making a profit. The closer the CEO is to the everyday selling process, bringing in business, the more successful the company will become.
Rock stars, like anyone else, have to show discipline and take consistent good actions.
There is no prize in sales for second place. It's win or nothing. The masters know this and strive for - they fight for - that winning edge.
People don't like to be sold, but they love to buy.
I don't want features, I want value. I don't want benefits, I want value.
My website, my email magazine, my blog, my books, my corporate seminars, and my public seminars all create the ability for social media to work and all build reputation and ranking.
There is no one thing that can turn around a rejection. But there is one answer: begin talking to your customers who have already bought from you and discover why they bought.
The key in mastering any kind of sales is switching statements about you and how great you are and what you do, to statements about them, and how great they are and how they will produce more and profit more from ownership of your product or service.
Many salespeople are trying to make their quota rather than developing a deeper belief in their product or service - and even worse, they don't have a strong enough belief in themselves.
Value-first is a perception. If your customer does not perceive it as value, then it's not very valuable.
Most salespeople would like to think of themselves as being rock stars, but they don't display the talent to match their definition.
