6. Rip Up Your Business Card

Why, you ask? Because according to Gitomer, it most likely stinks. Your business card is probably boring and looks like everyone else's. So how does that differentiate you from others? It doesn't. "Your business card should be a conversation starter," he said. As an example, Gitomer displayed his own card – which was modeled after a baseball card and showed Gitomer in a Philadelphia Phillies uniform. That card, he said, is a conversation starter because it stands out and tells people where he's from and what his passion is.

7. If They Like You, Then They May Buy From You

Gitomer said it’s important for customers to believe, trust, and have confidence in the salesperson with which they’re dealing. But above all else, it’s crucial that the customers like the salesperson. He compared client engagements to a first date, arguing that it doesn’t matter if a girl trusts or believes you if they already don’t like you. “If they don’t like you, then you’re out,” Gitomer said.

8. Don't Use Price As A Differentiator

Pricing can be matched, but service level is what distinguishes your company from the rest, Gitomer said. "It’s relationships, it’s value, and it’s loyalty. That’s the new way," he said. "[If I’m a customer] if I don’t perceive a value and I don’t perceive a difference, then all that’s left is your price. And that’s really easy to compare."

9. Preach Profits, Not Savings

Too often companies try to make a sale by telling the customers their products or services will save them money. “If you own your own business, do you want to save money or do you want to make a profit?” Gitomer asked. “You want to make a profit. So why are your salespeople calling me and telling me I can save money?” Lowest price means lowest profit, he said. Focus on helping clients grow their business instead of just cutting costs.

10. Guard Your Most Valuable Asset

Gitomer said as a business owner, your more valuable asset is time. “You can make more money,” he said, “but you can’t make more time.” Manage your time better, but don’t take time management courses, he said. Instead, split your day into 32 or so half-hour segments that you can allocate to different things. “And if you allocate each of the segments to something, then you’re going to double your productivity,” Gitomer said. “Just don’t allocate them to television.”