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]
Making more time to make more sales
Gavin, I have a new client that needs constant hand holding and she seems to think that she is my only client. Have you got any advice as to how to keep her happy but not put all my other clients on the back burner, which for the last week I feel I have been doing???? Thank you for your help!!! Thanks for the email, this is a sales question which I get asked a lot when running sales seminars and when... [Read more]
Should I only be cold calling prospects I convert most easily?
Hi Gavin, I am wondering if you could help me with a problem I currently have. I work for a web development company. We supply our services to designers and web design agencies. In recent weeks I have been calling a list of graphic designers and a list of web designers. For the graphic designers I normally seem to get an appointment from 1 call in 10 (ish), however for the web developers/agencies... [Read more]
Audio interview of sales motivational speaker Gavin Ingham on ExpertsOnline.tv
And now for something a little different… I thought it was about time we did a bit of podcasting so here is an mp3 for your enjoyment! Sales motivational speaker and sales training expert, Gavin Ingham (that’s me by the way), interviewed on ExpertsOnline.tv. In this interview we talk about sales strategies, sales techniques and sales atitiudes and a lot more besides so grab a cup of... [Read more]
Stand up if you like cold calling!
Gavin What are your thoughts on this? I am a firm believer of standing while selling but none of my colleagues are. Thank you for your training on cold calling, I thought it was excellent, however experienced one is with cold calling there is always room for improvement. Please let me know your thoughts on standing, MW, No Fear Cold Calling attendee Is standing up whilst on the phone a good thing?... [Read more]
Tips for negotiating in the toughest of negotiation scenarios
How to negotiate like a sales superstar when it seems you can only fail… As with all of my sales training tips and sales strategies it´s important that you know how to apply tactics in the real world. Here is a negotiation question that has been asked of me several times and in several different guises:- Gavin. I´ve got a client who is already using us. He is using one product list... [Read more]
How to qualify clients in a win win way
Gavin, you recently wrote an article Selling Pies Should Be Easy and you talked about not throwing up obstacles that make it difficult for our clients to buy from us. I totally agree with this however in our business there are various criteria that we need to meet that, from the customers point of view, are often seen as obstacles. To be honest, the customer feels it just isn’t... [Read more]
Does cold calling work?
I was reading a business blog today and I came across a well written article asking about the success of cold calling in business today. I decided to post an answer and I thought that my readers might appreciate my thoughts on this matter… As someone who works with many different companies I have seen many examples of cold calling having phenomenal results. I have also seen it fail spectacularly! There... [Read more]
