Despite the rapid pace of the ever-changing sales industry, some pieces of advice remain evergreen and resonate just as powerfully today as they did when they were first said. Enter Jeffrey Gitomer, a professional speaker, business trainer, sales management expert and best-selling author on a variety of sales topics. His most successful book The Little Red Book of Selling remains a seminal authority on the subject. He has also written The Sales Bible and The Little Gold Book of YES! Attitude, among other bestsellers. With his reputation for genuine advice and memorable quotes, we thought it would be appropriate to share some of Gitomer’s most salient advice. Here are 20 of our favorite Jeffrey Gitomer words of wisdom.

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1. People don’t like to be sold, but they love to buy! (Click to Tweet)

2. I have a business brand, a personal brand, and a social brand. All of which are interconnected. All of which are mature. All of which provide value messages. All of which create attraction. All of which generate leads. All of which make sales. (Click to Tweet)

3. The more a prospective customer clicks on you and your stuff, the easier it is for them to make a buying decision in your favor. (Click to Tweet)

4. Quality performance (and quality service) starts with a positive attitude. (Click to Tweet)

5. There is no one key to leadership. You need a fat set of keys that includes BOTH authority and influence. And anyone who tells you differently is trying to exert their influence, without an ounce of authority. (Click to Tweet)

6. The difference between motivation and inspiration is that motivation must constantly be injected. Inspiration lasts a lifetime. Great leaders can instill both. (Click to Tweet)

7. If leaders are to be followed, it starts with clarity of message. (Click to Tweet) 

8. Great leaders are not just respected; they’re also measured. They have the responsibility to achieve, and their effectiveness is measured against their charged tasks and goals. (Click to Tweet) 

9. All great leaders have encountered, withstood, endured, and recovered from defeat – much wiser, and much more steadfast of purpose. (Click to Tweet) 

10. Persuasion occurs when trust and confidence meet belief, risk tolerance, and safety. (Click to Tweet) 

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11. Wake up and write. It doesn’t matter what it is, just write whatever comes to mind. Don’t force yourself to do it, just let words flow. As you think, capture your words. (Click to Tweet) 

12. Identify your NOW feeling and state of mind. What’s up? Happy? Sad? Afraid? Mad? It’s important that your mind at least be in “neutral” before you start the thinking process, and the more the needle leans toward happy and positive, the more productive and rewarding the thinking time will be. (Click to Tweet)

13. The key to mastering any kind of sales is switching statements about you – how great you are, and what you do – to statements about them. (Click to Tweet) 

14. Don’t let your thoughts get away. Rather than dwell on them, write down the key words so you don’t forget. Thoughts are fleeting. If you wait one minute and then go back to it, it’s gone. (Click to Tweet) 

15. After you listen to a strategy or sales technique, try to use it within the hour.  Listening followed by doing leads to mastery. (Click to Tweet)

16. Your ability to look someone in the eye as you speak to them is a tell-tale sign of your own self-respect and self-belief.  (Click to Tweet) 

17. Sales is sales. It’s not who you’re calling on, or what you’re selling.  It’s how you present yourself. (Click to Tweet) 

18. Making the sale is a gateway to a relationship. (Click to Tweet)

19. You don’t earn loyalty in a day; you earn loyalty day by day. (Click to Tweet)

20. The best way to find new business is to talk to old business. (Click to Tweet)

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