{"id":1273,"date":"2019-01-24T04:30:36","date_gmt":"2019-01-24T10:30:36","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1273"},"modified":"2019-01-24T02:25:20","modified_gmt":"2019-01-24T08:25:20","slug":"sales-tip-5-differentiation-laughing-at-your-quota-jeffrey-gitomer","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-5-differentiation-laughing-at-your-quota-jeffrey-gitomer\/","title":{"rendered":"Sales Tip 5: Differentiation &#038; Laughing at Your Quota &#8211; Jeffrey Gitomer"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Jeffrey-Headshot-4.jpg?resize=150%2C150&#038;ssl=1\" alt=\"\" class=\"wp-image-1279 size-thumbnail alignright\" width=\"150\" height=\"150\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Jeffrey-Headshot-4.jpg?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Jeffrey-Headshot-4.jpg?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Jeffrey-Headshot-4.jpg?resize=250%2C250&amp;ssl=1 250w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Jeffrey-Headshot-4.jpg?resize=200%2C200&amp;ssl=1 200w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/01\/Jeffrey-Headshot-4.jpg?w=300&amp;ssl=1 300w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>Sales Tip #5 comes from Jeffrey Gitomer as he talks about differentiation and laughing at your quota<\/p>\n<p><strong>How do you differentiate yourself and your value?<\/strong> <a href=\"http:\/\/top1.fm\/dailysalestips\/https:\/\/top1.fm\/DailySalesTips\/book-giveaway-guidelines\/#disqus_thread\">Join the discussion<\/a> below and win one of two copies of Jeffrey&#8217;s new book: <a href=\"https:\/\/amzn.to\/2Wcdw5Q\" target=\"_blank\" rel=\"noopener\"><em>Sales Manifesto<\/em><\/a><br \/>\nThe two most differentiated (highly voted) commenters as of 2\/24\/19 will win. Please see our <a href=\"https:\/\/top1.fm\/DailySalesTips\/book-giveaway-guidelines\/\" target=\"_blank\" rel=\"noopener\">book giveaway guidelines<\/a> for details.<\/p>\n<p>Connect with Jeffrey:<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/jeffreygitomer\/\" target=\"_blank\" rel=\"noopener\">Gitomer on LinkedIn<\/a><br \/>\n<a href=\"https:\/\/www.facebook.com\/JeffreyGitomer\/\" target=\"_blank\" rel=\"noopener\">Gitomer on Facebook<\/a><br \/>\n<a href=\"https:\/\/twitter.com\/gitomer\" target=\"_blank\" rel=\"noopener\">Gitomer on Twitter<\/a><br \/>\n<a href=\"https:\/\/www.instagram.com\/jeffreygitomer\" target=\"_blank\" rel=\"noopener\">Gitomer on Instagram<\/a><br \/>\n<a href=\"https:\/\/www.youtube.com\/user\/BuyGitomer\/videos\" target=\"_blank\" rel=\"noopener\">Gitomer on YouTube<\/a><\/p>\n<h3>Transcript<\/h3>\n<div><span>Scott Ingram: Welcome to today\u2019s edition of the Daily Sales Tips Podcast, I\u2019m your host, Scott Ingram, and today\u2019s tip comes from Jeffrey Gitomer. If you\u2019ve been in sales for any length of time you probably already know who Jeffrey is and have likely read at least one of his over a dozen, so let\u2019s get right to it:<\/span><\/div>\n<div><span>\u00a0<\/span><\/div>\n<div><span>Jeffrey Gitomer: Hi, my name is Jeffrey Gitomer. You may know me as the author of <em>The Little Red Book of Selling<\/em>. Best selling sales book of all time, but you may not know that I just completed the <em>Sales Manifesto<\/em>. A book available on Amazon. Go get it now. Here\u2019s why. There are about a thousand tips inside that book. Things that will turn into money. Let me give you one of them. If customers perceive no differentiating value, they\u2019ll compare price, and then buy price from anyone. Your ideas will differentiate you. Your demeanor will differentiate you, and your questions will certainly differentiate you. The questions are. Does your prospect perceive that you\u2019re differentiating from others and is there a differentiation of value? Differentiate and sell. Do not differentiate and die&#8230; from the price. I want to share with you one final thing about the\u00a0manifesto salesperson because you may want to become one. You may be wondering what is that manifesto salesperson like. It\u2019s very simple. Weak salespeople look at quotas and become fearful. Mediocre salespeople look at quotas as a goal. Manifesto salespeople look at quotas&#8230; and laugh.\u00a0<\/span><\/div>\n<div><span>\u00a0<\/span><\/div>\n<div><span>Scott Ingram: Well there you have it. Short and sweet. Go check out Jeffrey\u2019s new book: <a href=\"https:\/\/amzn.to\/2Wcdw5Q\">Sales Manifesto<\/a><\/span><\/div>\n<div><span>\u00a0<\/span><\/div>\n<div><span>My question for you today is how are you differentiating yourself and your value? You can share your thoughts at <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-5-differentiation-laughing-at-your-quota-jeffrey-gitomer\/#disqus_thread\">Daily Sales Tip 5<\/a> where you\u2019ll also find links to a variety of different ways to connect with Jeffrey as well as a link to <a href=\"https:\/\/amzn.to\/2Wcdw5Q\">Sales Manifesto<\/a>. Jeffrey has offered to give away two copies of that book. We\u2019ll give those to the two most differentiated answers in the discussion area based on those that are the highest rated by others after one month. So join the discussion, share your own thoughts and read and rate what others have to say at <a href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-5-differentiation-laughing-at-your-quota-jeffrey-gitomer\/#disqus_thread\">Daily Sales Tip 5<\/a><\/span><\/div>\n<div><span>\u00a0<\/span><\/div>\n<div><span>Come back tomorrow for a killer tip on leveraging voicemail.<\/span><\/div>\n<div><span>\u00a0<\/span><\/div>\n<div><span>Have a great day selling!<\/span><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sales Tip #5 comes from Jeffrey Gitomer as he talks about differentiation and laughing at your quota How do you differentiate yourself and your value? Join the discussion below and win one of two copies of Jeffrey&#8217;s new book: Sales Manifesto The two most differentiated (highly voted) commenters as of 2\/24\/19 will win. Please see&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1279,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[40],"tags":[48,49],"class_list":{"0":"post-1273","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"tag-differentiation","9":"tag-quota","10":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 5: Differentiation &amp; Laughing at Your Quota - Jeffrey Gitomer - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-5-differentiation-laughing-at-your-quota-jeffrey-gitomer\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 5: Differentiation &amp; Laughing at Your Quota - Jeffrey Gitomer - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"Sales Tip #5 comes from Jeffrey Gitomer as he talks about differentiation and laughing at your quota How do you differentiate yourself and your value? 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