The Sales Apprentice 2009: Sales Training Tips From The Hit TV Show, Week 12, The Final

June 7, 2009 By 1 Comment
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The final of the Apprentice. Cool, professional Kate versus passionate, entrepreneurial Yasmina. Their brief, design and pitch a new brand of chocolate. Sir Alan said they were his best candidates ever and that it was his hardest decision yet. Either could have won. Yasmina did. So that done (!), I thought I would sum up some of the core sales training lessons from this year’s Sales Apprentice... On sales motivation and mindset... Top sales performers perform, they don’t talk about performing. Sales is not about what you say … [Read more...]

Filed Under: Influence & communication, Management & leadership, Motivation & mindset, Negotiation & objection handling, Prospecting & cold calling, Sales presentations, Sales training Tagged With: , , , , , , ,

Better Business Focus Magazine, May 09

May 5, 2009 By Leave a Comment
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One of my articles was feaured in Better Business Focus magazine, the essential key for business owners and managers, again this month. Better Business Focus magazine focuses on the way in which successful businesses in the UK compete and manage their organisations. It focuses on how people are recruited, coached and developed; on how marketing and selling is undertaken in professional markets as well as in markets with intense competition; on how technology and the Internet is reshaping the face of domestic and home business; and on how people … [Read more...]

Filed Under: Influence & communication, Management & leadership, Marketing, Motivation & mindset, Sales training Tagged With: , , , , , , , ,

10 Tips For Confident Cold Calling # Sales Training Video 1

October 10, 2008 By 686 Comments
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I've been really busy the last few weeks with two of my sales seminars, Close the Deal and Sales Negotiation Skills, and speaking at several sales conferences so it has been a little while since I've posted onto my blog. Given the challenges that some salespeople and business owners are facing at the moment with trying to win new business I wanted to do something a little different... This No Fear Cold Calling video, 10 tips for confident cold calling, will help you to be a more successful and more effective cold caller. Based on my … [Read more...]

Filed Under: Influence & communication, Prospecting & cold calling, Sales training, Videos Tagged With: , , , , ,

How To Destroy Sales Rapport Real Fast!

September 16, 2008 By 6 Comments
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As a sales motivational speaker I get the pleasure of working with thousands of salespeople every year and I get asked about many sales training challenges that they face. One area that rears its ugly head quite frequently is the act of reaching and building rapport with senior decision makers. Many succesful salespeople who prospect new clients effortlessly every day can be pushed out of their comfort zones by asking them to contact CEOs, MDs and COOs. The ability to find, locate and build rapport with senior decision makers is critical if … [Read more...]

Filed Under: Book reviews, Influence & communication, Prospecting & cold calling, Sales training Tagged With: , , , ,

What Are Your Favourite Sales Questions?

August 22, 2008 By 33 Comments
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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 World Sales Skills... How do you currently go about...? How long have you been operating that way? When you considered the options … [Read more...]

Filed Under: Ask Gavin, Book reviews, Influence & communication, Sales training Tagged With: , , , ,

How To Listen For Hidden Client Objections

August 6, 2008 By 1 Comment
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Salespeople and business people know that listening skills are essential yet when I run sales training seminars I am constantantly amazed by how poorly most people listen to their prospects and clients. This may well be that people have had too little sales training in this area, it may be that they hear what they want to hear or it could be that they just don't care. Whatever. The ability to listen, not only to what is said but to what is not quite said, is essential if you want to improve your sales skills and increase your sales … [Read more...]

Filed Under: Book reviews, Influence & communication, Sales training Tagged With: , ,

How Not To Win Customers, 3 Sales Strategies That Really Don’t Work!

December 26, 2007 By Leave a Comment
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It’s Christmas and I have probably eaten to much Christmas pudding so perhaps I am feeling unforgiving but, as I wade through crackers, games and pies, I have been mulling over some of the ways that businesess manage to prevent their own sales and lose customers without seemingly trying! So that got me thinking that it would be a bit of fun to have a look at how no to do it, how not to sell if you like, “How Not To Win Customers, 3 Sales Strategies That Really Don’t Work.” Sales Loser Strategy 1: Be … [Read more...]

Filed Under: Gavin's rants, Influence & communication, Motivation & mindset, Sales training Tagged With: , ,

Perfect Presentations Article At Training Zone

November 6, 2007 By 2 Comments
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By Dawn Smith. Whether giving presentations is the thing you dread most, or just another day at the office, it’s a skill that can always be improved. Dawn Smith gathers some tips and advice from public speaking gurus on how to overcome stage-fright, engage the audience and make your presentations shine. The New York Times famously reported in 1984 that speaking in public was most people’s biggest fear, ranking higher than death. For a trainer, presenting to delegates is likely to be daily bread. However, even those experienced at … [Read more...]

Filed Under: Influence & communication, Management & leadership, Sales presentations, Sales training Tagged With: , , , , , ,

How To Qualify Clients In A Win Win Way

September 29, 2007 By 1 Comment
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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 their problem. As you say, as a salesman I need to "smooth" this process and act as a go between "fluffing up" the … [Read more...]

Filed Under: Ask Gavin, Influence & communication, Sales training Tagged With: , , , ,

The Sales Apprentice: Sales Training Tips From The Hit TV Show, Part XI

June 6, 2007 By Leave a Comment
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It’s not the job interview from hell for nothing and tonight we saw why working for SAS might really be hell. Not for him the subtleties of interviewing but the in your face, I need to know all about your personal life crash, bang, whallop approach. With no task this week, sales training tips were a little more subtle than other weeks… Maybe this approach will work? Perhaps we will we find out if any of the apprentices are actually drop dead shrewd? Or discover if Lohit really deserves to be there? Or uncover whether Katie really … [Read more...]

Filed Under: Influence & communication, Motivation & mindset, Sales training Tagged With: , , , ,
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