Spent a great day yesterday in London with American Jeffrey Gitomer at his brilliant seminar. The best thing about Gitomer is that he just calls it how it is - and it's never complicated. He's dead straightforward.
His whole philosophy is built on the premise that people buy from people they like and so your best plan for success is just to become their friend - and stay their friend.
Now don't be fooled, there's loads of depth to this and he kept the whole room of 300+ people thoroughly engaged and entertained for the whole day. I came away with 16 pages of notes and a ton of actions - there's nothing 'fluffy' about him. One of the strongest messages for me was that 'most people aren't willing to do the hard work it takes to make selling easy' - in other words we don't invest the time and effort beforehand by:
- asking customers why they believe in you or your product and why they bought from you;
- getting video testimonials all over your website;
- making certain that your customers are your friends by going that extra mile for them and doing something personable and memorable;
- working out the right questions that make your prospects stop and think and consider new information and respond in terms of you;
- talking to our customers as if we were talking to our grandma (yes, really!)
Just so much stuff to think about - and 'do'!!
The day ended with a rapid session all about attitude - are you a Winner or a 'Whiner' - which again had lots more depth than the title suggests.
In this day and age if you want to get ahead and stay ahead in business - and in life - you've got to be continually learning and studying and there's no one better to help with that than Jeffrey.
You can get loads more Gitomer at http://www.gitomer.com/ and I recommend you subscribe to his weekly e-zine - it's fab!