ATD Blog

Sales Moves by Jeffrey Gitomer: 7.5 things to think about before the New Year

Thursday, December 29, 2011

1. Why are people sending me emails with the most sincere wishes from the bottom of our hearts and then asking me to buy their crap IN THE SAME EMAIL? Couldnt they send me sincere wishes in one email, and buy my crap requests in the other? When I get these email cards, I make a mental note NEVER to do business with these people.How sincere are your holiday greetings?

2. My daughter, Gabrielle, and I had a Chick-Fil-A craving for lunch on Monday. Went to the drive through and the line was curled around the building and out into the street. Packed. Rats. So we decided to go next door to Burger King and try their new fries. NO ONE was in line. The restaurant parking lot was nearly empty at the height of the lunch hour. Consumer Report: The fries sucked, but not as bad as their glued together chicken tenders. LESSON: Chick-Fil-A is kicking ass because of QUALITY. When will the others get it?In 2012, quality will trump price. Where is your focus?

3. Fast food places serve Coca-Cola, EXCEPT when theyre owned by Pepsi. Pepsi had to buy the chain to get the business. Speaks volumes for which drink is the most popular. I cant picture you bellying up to the bar this holiday season and ordering a rum and Pepsi.My philosophy has always been dont offer one or the other, offer both and let the customer choose.

4. This time of year, people are traveling to see their families. Theyre joyous and have visions of sugarplums. Theyre excited for family dinners, reunions, returning soldiers, Christmas dinners, and gifts. Only one problem: AIRLINE TRAVEL. There is no worse service in the world. Especially at holiday time. Wouldnt you think theyd pull out the stops? Serve cookies and milk to passengers (customers) waiting in the two-hour line to pay for baggage? Not a chance. Why? They dont get service, and theyll never get WOW!In 2012, service will trump price and lead to loyalty. Hows your service?

Now for the good news

5. Next year will be better than the last few. All kinds of opportunities to cash in on. My recipe for 2012 has already been posted, but you can add to the list, and make your resolutions in February. Give yourself a month to make action plans and develop a commitment mindset. For the most part, January has never been a resolution achievement month. Why not just make the plan in January, and commit in February? How about this resolution: Limit yourself to five hours of TV a week. Invest the rest of your time on the Internet: to blog, master business social media, and learn more about your customers and your competition.Whats your plan of achievement?


6. The newest sales tools will become dominant in your world. Smartphones are not an option. It will be interesting to see how well (if) BlackBerry fares. At one point they dominated the market, and now they struggle to stay in it. Why? Failure to progress fast enough, service failures, and fierce competition. The jury is still out, but Id be looking at other options if it were me.Whats in your pocket?

7. The iPad is dominant. Many corporations are issuing them instead of laptops, and salespeople love them. I see old guys (like me) on the plane pulling out their iPad 10-hour battery, plenty of software, portable keyboard, touch screen preparing a keynote presentation, reading a book, listening to music, composing email, and playing Angry Birds. Anyone from age 2 age 92 can master

it intuitively. Steve jobs last and lasting legacy.Got iPad?


7.5 YOU. Whats with you next year? How will you be better as a person and a salesperson? What will make you better? Ever ask yourself this question as you watch something on TV:Will watching this double my sales? Ouch. Heres my 40-year observation: Most people have the strength and energy to create their own world and their own success, yet very few do. Grab your copy ofThe Little Engine That Could. The magic formula is in there.I think you can! I think you can!

FORMULA FOR 2012 PERSONAL SUCCESS: Think you can, build up a head of steam, ask for help, give it all youve got, and be humble and grateful when you make it up the hill.

Happy, Merry Everything!

Jeffrey Gitomer is the author ofThe Sales Bible,Customer Satisfaction is Worthless Customer Loyalty is Priceless,The Little Red Book of Selling,The Little Red Book of Sales Answers,The Little Black Book of Connections,The Little Gold Book of YES! Attitude,The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website,, will lead you to more information about training and seminars, or email him personally:[email protected]

2011 All Rights Reserved - Dont even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer . 704/333-1112

About the Author

Mike was ASTD’s Sales Enablement Community of Practice Manager. In this role he oversaw the development of resources, content, and solutions that help sales organizations become world-class. Prior to joining ASTD, Mike enjoyed a successful 15 year sales career with roles such as sales manager, sales operations director, and sales effectiveness program manager. Mike has coached and mentored many sales professionals, and developed and implemented industry leading sales improvement initiatives. Mike received a Bachelor of Science in Business Management degree from Virginia Tech and an MBA from Shenandoah University where he graduated with honors. Formerly the president of Shenandoah’s Business Alumni Club, Mike currently serves as 2nd VP on their Alumni Board of Directors.

Be the first to comment
Sign In to Post a Comment
Sorry! Something went wrong on our end. Please try again later.