The Sales Apprentice 2009: Sales training tips from the hit TV show, part III
Week 3, the car, circa 6am and the boys were talking. Ben, he of “to me making money is better than sex”, was pumped up and ready for the third task, “I’m not nervous, whoever is up against me, their arseholes are going to be twitching like rabbits’ noses”. Sir Alan had called the candidates to the new athletic complex at Lee Valley, the elite Olympic training ground East of London, “Here... [Read more]
7 tips for selling in an economic downturn
It’s hard to look at this week and to not worry about the impact that current events might have on sales. Many of you may be reading this and thinking, “They already have”. Every media outlet, every paper, every radio station and (seemingly) everybody is talking about events. Even people whom I have never heard talk about economics or the economy have had something to say - usually... [Read more]
How to upsell and cross-sell to achieve rapid sales growth
January has been a busy month of sales seminars, sales training and motivational speeches so I hadn’t had any time to think what I was going to write about this week until about half an hour ago… I was sat at my PC in my home office, tidying up some emails when one of my good friends called. It’s been a while since I have spoken to him so I was delighted to hear from him. After a... [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]
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]
The Sales Apprentice: Sales training tips from the hit TV show, part V
"Now 11 remain to fight for the chance to become the Apprentice." So began this week’s episode of the hit TV show which was primarily about selling and was packed to the rafters with sales training tips for the sales superstar in waiting. This week’s task for our "wannabees" was to dabble in the art market selling photography. After picking 2 potential photographers... [Read more]
Sales training DVD: Power Canvassing for confident cold calling
Eliminate the fear of cold calling and secure more face to face time with senior decision makers. You can probably count the number of salespeople on your teams who enjoy making cold calls on one hand. Maybe even on one finger! Yet proactive client calls and gaining new business meetings are a crucial part of winning more sales and growing your business. Even experienced sales staff must be able to... [Read more]
Sales superstar or sales stalker?
It’s 1028pm and I have, just two minutes ago, avoided a sales call from a health care sales person. 1028pm! On Thursday afternoon I flew out to Spain for a few days arriving late evening. I flew back late last night arriving about midnight. After 4 days eating tapas and relaxing today was a busy day catching up on emails, making sales calls and sorting out my latest sales training book…... [Read more]
How not to close a client
I love everything about sales and the psychology of selling and I read as much as I can on the subject. I always have a book with me to learn from, to inspire me and to keep me on the sales edge so that I am constantly refining the processes and strategies that I teach in my books, audios, DVDs and seminars… As you might expect I am not particularly squeamish when it comes to closing people... [Read more]
Learn the art and science of closing and win more sales
One of the questions I often get asked in sales training seminars by sales people and business owners alike is, “How do I close more sales and what closing techniques would you recommend?” In my experience, closing is one of the three most feared areas of the sales process. The other two are fear of canvassing and fear of objections. But the real question is, what is it about these... [Read more]
