The Top Ten Sales Whines: They Get Better With Age

by Jeffrey Gitomer Why do salespeople whine? And why do they whine about the same things? “The guy wouldn’t return my call.” HUGE sales whine. One of the biggest. Why does this objection occur? Well I could offer you twenty things salespeople tell me — but the answer is: The voice mail you left sucked. No reason to call back. …

Don’t Know The Answer To A Question? Turn It Into A Sale!

by Jeffrey Gitomer When a prospect asks a question, and you, Mr. Know-it-all salesperson, don’t know the answer, what do you do? Bigger question: what SHOULD you do? Here’s a hint: it may have something to do with the word “truth.” Salespeople panic on the inside when they don’t know an answer because they fear that not knowing may lead …