I’d like to personally invite you to join me for my upcoming Yes! Attitude webinar on February 29th, 2012! Every employee in every company needs a foundation of attitude in order to create a successful work environment, successful relationships with their customers, and ultimately a successful business and life.

CLICK HERE TO SIGN UP FOR THE WEBINAR!

Here’s what you’ll learn at the webinar:

• Understanding your own attitude
• Creating a personalized game plan of what you must do to build your attitude
• The difference between a positive attitude and a YES attitude
• The critical awareness steps of building and maintaining your YES! attitude
• The personal and financial rewards for creating a lifetime of YES!

There are insights in this webinar that will change your perspective, change your approach, and change your outcomes. Join now.

All registrants will receive access to a recordings of this webinar.

CLICK HERE TO SIGN UP FOR THE WEBINAR!

Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial.

In the beginning of a presentation, there are 5.5 elements that determine whether a sale will be made or not:

1. Rapport. Putting yourself on the same side of the fence with the probable purchaser. Finding something in common.

2. Need. Determining what the probable purchaser deems as the factors that will influence their motivation to listen and understand with the intent to purchase.

3. Importance. The weight that a probably purchaser assigns to a product, feature, benefit, price, or time frame.

4. Confidence. Your ability to gain credibility. Your ability to remove all doubt. Your ability to gain comfort that the risk of purchase will be less than the reward of ownership.

5. Value transferred. Your ability to get the probable purchaser to perceive that he gains the most value by buying your product or service AND you are the most valuable person to buy it from.

5.5 Enthusiasm. Your belief, your attitude, and your passion in presenting your message makes it attractive enough to act upon.

Want to learn more? Click here.

You know the old adage, “knowing right from wrong” – well, you can PREVENT sales from going wrong by doing right.

Here are the 11.5 right things to be, have, and do:

Thoughts? Comments? Questions? Leave them in the comments section below. I look forward to hearing from you.

Have you signed up for my webinar yet? It’s this Wednesday, February 8, and it’s all about closing the sale.

Contrary to decades of sales teaching, closing the sale is not a matter of psychological trickery or mental manipulation. What a relief, huh? Mastery of closing the sale does NOT require you to become someone you’re not. However, it does demand that you learn critical techniques and timing skills that make closing the sale one of the most exciting and effective skills you’ll possess.

No money is made before the sale is closed. This webinar will show you how to do it.

REGISTER TODAY: https://www.gitomer.com/products/Webinar_CloseTheSale.html

2012 is the Year of the Webinar. I’m offering 12 Webinars every 3 weeks with Live Q&A sessions after each event. Maintain your momentum throughout the new year with timely insight at a steal of a value!

Here’s the lineup for the year:

• Feb. 8 – Closing the Sale
• Feb. 29 – YES! Attitude
• Mar. 21 – Overcoming and Preventing Objections
• TBD – Getting an Appointment
• TBD – Face to Face Networking
• TBD – Listening with an Intent to Understand
• TBD – How to Give a Compelling Presentation
• TBD – Satisfied vs. Loyal: To Serve is to Rule
• TBD – Testimonials
• TBD – Price vs. Value
• TBD – Referrals
• TBD – Trusted Advisor

All registrants will receive access to recordings of all 12 webinars.

SIGN UP NOW! Spaces are limited.

“I couldn’t sleep at all last night.”

That’s the first line of the 1958 song, “Tossin’ and Turnin’” by Bobby Lewis and one of the biggest laments among salespeople (and regular people). Ever “lose sleep” over a problem or person? Why?

Stress and worry seem to be major occurrences in life. Got stress? Got worry? Here are the early warning signals:

WHINING: Things aren’t going alright. Wah, wah. (A brother to lamenting: Woe is me.)

WINING: Drinking to forget or drinking to “relax.”

COMPLAINING: Looking at what’s wrong with things and people.

BLAMING: It’s always someone else’s fault. “I’d be a millionaire today if it weren’t for those other jerks.”

CYNICISM: Always a snide remark at the success of others or the condition of the world.

SHORT FUSE: Loose temper that creates negative energy and blocks creative thought.

TYLENOL P.M.: A weak excuse as a remedy for “I can’t get a good night’s sleep.

“Reduce stress” and “eliminate worry” are the wrong philosophies. Converting the negative energy of stress to a positive energy is the correct philosophy. That way, instead of going to sleep with problems, you go to sleep with peace and a clear mind, and you wake up with solutions.

The stress you have is part of your “struggle” — a natural occurrence in your drive for success. But stress and worry are choices. Your choices. Your mind has thoughts, and they either show up as stress, and worry, or you harness the same energy and convert the thoughts into resolve.

Most people lose sleep over matters of unfinished business, money, and passion. MONEY NOTE: When money is tight, you will focus on money 30% of the time–or more. When money is not tight, you focus on success and eventually fulfillment.

NOTE WELL: Fulfillment and success are mutually exclusive. There are a bunch of successful, unfulfilled (negative) people.

Me? I’m asleep in two minutes or less every night. I wake up refreshed every day. I don’t “have to have my coffee” in the morning. I never worry about what I have to do or what loose ends there are. I’m always prepared for the new day, AND I get my best ideas in the morning – writing, reading, walking, jogging, or in the shower. And you can, too!

BIG SECRET: Three words—write everything down.

Want to read more advice like this? Click here.

Have you signed up for my upcoming seminar in Greenville, SC yet? Join me on January 25 & 26 for my Market Dominance Sales Seminar. Watch the video below to learn more:

RSVP HERE: https://www.gitomer.com/Greenville-sid1041.html

It’s interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that’s ending.

They also want to know what you have resolved to do new and better next year.

Everyone wants you to write down your goals, your plans, your dreams, or, in the short term, your New Year’s resolutions.

All of the above is a bunch of hooey UNLESS you have a better understanding of the big picture, or, should I say, your big picture.

Everything you did this year had one of five things occur at the end:

1. Great outcome – went way better than planned, and you won.
2. Good outcome – went as planned.
3. No outcome - still pending, or dropped.
4. Bad outcome - went wrong, or lost it.
5. Real bad outcome - went way wrong, and died.

And all of those five outcomes carried with them lessons. Lessons of why and how – the lessons you learned before, during, and after you took on any task, made any goal, or took any actions.

And it is those lessons that are the focus of this writing.

It’s also interesting to note that almost nothing you read, or are taught, focuses on these lessons. When in fact, they were, and are, the most valuable part of the achievement process.

The combined lessons you’ve learned up to this point in your life represent what is loosely known as … [READ MORE]

Sales Caffeine is 10 years old. Sales Caffeine is recognized and has won awards for design and distribution. And Sales Caffeine is for you…at no charge. Yup, it’s free! Learn more:

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Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth.

The biggest cause of sales rejection in the mind of the salesperson is, “My price was too high.” It’s also the easiest excuse for a buyer to give in order to make the salesperson go away.

Other than price, there are 5.5 big reasons why you lost the sale:

1. The customer believed you were not the right choice.

2. The customer had a previous experience they weren’t happy with.

3. The customer has a personal relationship with another vendor. And just an FYI – price is not a consideration when a personal relationship exists.

4. You have not shown any differentiation between your product or service and the other guy’s product or service, therefore price is all that’s left.

5. You have not shown the customer how they profit more or produce more as a result of owning your products or service. When there’s no value, price is all that’s left.

5.5 You tried to make the sale by yourself. Let’s face it, Sparky, you’re not that good at this yet. Why aren’t you bringing along a customer as a testimonial to prove that what you’re saying is true? Why aren’t you bringing along a customer as a testimonial to prove that price doesn’t matter? Why aren’t you bringing along a customer as a testimonial to prove that you are who you say you are?

FINAL ANSWER: Combine why you lost the last 5 sales, and how you made the last 5 sales, and add testimonials to the mix. The knowledge it ads to your sales power will blow the price objection out of the water.

Looking for more answers to your sales questions? Click here.