JEFFREY GITOMER SALES MOVES babm.com/salesmoves


Jeffrey Gitomer is the author of The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704.333.1112 or e-mail salesman@gitomer.com.


32 | JAN/FEB/MAR 2012


1. PREDICTION: More business will be available as the economy begins to surge and the elections become a reality. CHALLENGE: Are you ready for an increase in business, not just with product and inventory ability – but with better attitude, mood, friendliness, and morale of the entire company?


2. PREDICTION: There will be pricing challenges even in the wake of greater business. CHALLENGE: Now is the time for PROFIT. You have left too much money on the table for the past two years. Create a better value proposition, and use it rather than having to justify (and perhaps lower) your price.


3. PREDICTION: There will be an emphasis on 3rd party


purchasers and buying groups in order to leverage pricing. CHALLENGE: Build value-based relationships that the customer would lose out on if they joined the group. Get testimonials from customers who decided not to participate.


4. PREDICTION: Full participation in business social media is no longer an option for your company. CHALLENGE: Counsel your counsel and determine what you CAN do. Do that as fast as you can. Your plan must include all forms of business social media, and interaction with customers one- on-one. Need examples? There are plenty of them online right now. One of them may even be your competition.


PREDICTIONS AND CHALLENGES FOR A GREAT 2012


PLEASE NOTE: These are not economic predictions. They are based on my personal observation and firsthand knowledge of sales forces across the United States – their present situation, and their future hope based on market conditions and readiness. And please DO NOT COMPARE YOURSELVES. Rather ask yourselves: Am I ready to win more based on these predictions and challenges?


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