How important is my title when selling?
Gavin You came into our offices around a month ago to deliver a morning’s training and said we could contact you with any thoughts/questions we had following the day - hence me getting in contact! I am a fairly junior salesman, currently employed in a pre-sales role i.e. cold calling companies to set up appointments for the sales team. My question is around job titles - in your experience, what... [Read more]
Is blogging a viable sales tool?
As a sales author, sales motivational speaker and sales force development consultant it is very important that I walk the talk and continue to learn and develop myself. One activity which I am always recommending to clients, friends and everyone alike is to keep reading new, old and interesting ideas to keep yourself stimulated and on top of your game. My personal favourite subjects for reading about... [Read more]
How do I get myself motivated to sell more?
Few people would argue that motivated salespeople and business people sell more. Wandering around looking like the world is out to get you and with your chin dragging along the floor never helped anyone to be a sales superstar and it never will. Your attitude, your mindset and your approach will always play a huge part in helping you to smash your targets and build the business and the life that you... [Read more]
What are your favourite sales questions?
All sales training experts and sales gurus alike, myself included, extol the virtues of asking good questions. Asking the right question can develop rapport, increase credibility and turn a sale around. As part of my Real World Sales Tips project I thought that it would be fun to find out what your favourite questions are to ask your clients and prospects. To get you started here are a few from Real... [Read more]
What one thing do you wish that you’d known when you started out in sales?
I recently sent out my Success newsletter and asked people, “What one thing do you wish you’d known when you started in sales?” Here are some of your answers. I think that they’re really good! You can join in by adding your own thoughts and ideas in the comments section below. Make sure that you check out all of the questions and answers in my Real World Sales Tips project amd... [Read more]
My favourite personal development books
One of the most frequent questions that I get asked is, “What personal development books should I read?” Clearly, this is not an easy question to answer as it depends what you are reading them for and what you want to get out of them… Most salespeople, business owners & entrepreneurs want to read personal development books that deliver quantifiable results. They want to read books... [Read more]
How to use email when prospecting
I would like to know what to do when the only contact information you have is an email address. What do you put in the email, just bare fact, do you give as much as possible. Usually when I email a potential new client, I am not getting any response from them. Do you have any suggestions? This is a great sales training question and one which there is no hard and fast answer to. Email is still a... [Read more]
Will improving my memory boost sales success?
Gavin Hi! Recently I have missed target a few times and have been hauled over the coals by my boss. I had lots ideas and suggestions as to how they could support me, and as to why I felt that my performance had dropped but my manager suggested that I improve my memory. I am always prepared and know my stats when speaking to clients but when put on the spot I often do not know everything about my current... [Read more]
Sales interview techniques
Hi Gavin I am going for a new sales role but I haven’t been interviewed for some time. Can you give me any advice or tips that will set me ahead of the rest? By the way I have been on one of your courses. Thanking you in advance. Thanks for the note. It’s good that you’re putting thought into how you approach your interview and using the resources and contacts that you have... [Read more]
How to sell more in competitive markets
I received your newsletter. Thanks again. I wanted to ask you a question. I work for a (market given) magazine that is distributed for free to (consumers) throughout the local area. I sell advertising space in the magazine. Our magazine has been around the longest. It started in (our area) and has branched out to include (surrounding areas). However, there are 2 other magazines that are distributed... [Read more]
