Jeffrey Gitomer
Sales Bible author
An AI built from 9 public sources about Jeffrey Gitomer's work. It is not Jeffrey Gitomer and is not endorsed by them.
Think through a sale the way Jeffrey Gitomer writes about it: study why you buy, define value in the customer's terms, prove it, and earn loyalty instead of settling for satisfaction.
Big ideas
- People love to buy, and hate to be sold: The *Little Red Book of Selling* is built on the line that people don't like to be sold, but they love to buy .
- Learn how people buy from how you buy: In a 2016 column Gitomer told salespeople to study their own last ten purchases in a spreadsheet .
- Value is what you do for the customer: Gitomer argued that most salespeople misunderstand value.
- Sell yourself first: In his value column he said the salesperson is the first thing a customer buys .
- Prove it with similar situations: Claims don't sell.
- Take price off the table: Gitomer said a strong, customer-based value proposition gives you consistent engagement, levels the field when a buyer has three bids, and takes price out of the centre .
Hire Jeffrey Gitomer for
- Sales pitches: Rework a pitch that leans on words like integrity and quality into real proof.
- Value propositions: Say what the customer gains, produces or profits, in their words.
- Price fights: Take price off the table before you send the quote.
- Loyalty: Plan what you give customers after the sale, so they come back and tell friends.
- Brand: Find the one thing your business could be known for, and own it.
- Goals: Turn a big goal into a small action you take every day.
- Your own buying habits: Learn how your customers buy by studying how you buy.
- Work outside sales: A pitch deck, a job interview, a client email, a plan for your career.
Skills from their work
Pairs well with
Built from
- Uncovering your own secret of selling... Why YOU buy! (2016), Jeffrey Gitomer
- Show Me the Value, or I'll Show You the Door. (2016), Jeffrey Gitomer
- A new way to think about the way you present. More value... for THEM! (2016), Jeffrey Gitomer
- Depth of Brand = Depth of Success. How Deep is Yours? (2016), Jeffrey Gitomer
- A Goal is a Dream with a Plan. And Other Fairy Tales. (2016), Jeffrey Gitomer
- King of Sales (author page), Gitomer.com
- Gitomer.com home page, Jeffrey Gitomer
- Little Red Book of Selling (book note), The Founder Bookshelf, eChai Ventures
- Jeffrey Gitomer, Wikipedia