Cold Calling Blues?
Just under a year ago, I bought a new car. Many of you may remember this as I mentioned a BMW dealer who showed a total lack of interest in my questions and enquiries. He effectively made my decision for me to buy from a different manufacturer. Anyway, I was reminded of this incident when I got this email from one of my readers… We lease some cars for sales staff on contract hire. Sales guy... [Read more]
Join me at the first Recruitment Juice Live event
I am pleased to be speaking at the first Recruitment Juice live event. If you’re in recruitment and you want to be more successful then grab this rare opportunity to see Roy Ripper and myself in January 2010 in London. Here’s the Press Release… ISSUED 12 NOVEMBER 2009 RECRUITMENT JUICE LTD PROUD TO ANNOUNCE THE FIRST EVER ‘JUICE LIVE’ EVENT “BOOST YOUR NEW BUINESS DRIVE” SEMINAR.... [Read more]
Sales training tips for handling cold calling objections, part III
Here is part III of my short sales training article on handling cold calling objections… “I’ve had a bad experience with your company in the past!” As objections go this one is slightly different as it may not be an objection at all, it could potentially be a complaint. For this reason it needs to be dealt with as a complaint to avoid stirring it up into something more. Most salespeople... [Read more]
Sales training tips for handling cold calling objections, part II
Here is part II of my short article on sales training tips for handling cold calling objections… “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out... [Read more]
Sales training & business tips from Better Business Focus…
One of my sales training articles has again been picked up by Better Business Focus magazine, this time in the October issue. Better Business Focus concentrates on how succesful businesses in the UK compete and manage their organizations. This month’s sales training article from me is my No Fear Cold Calling sales training tips and is feature alongside… Survival of the Fittest by Steve... [Read more]
Sales training tips for handling cold calling objections, part I
One of the biggest challenges facing many salespeople is cold calling for new business meetings and winning new sales on the telephone. In many industries cold calling is the most cost effective way of uncovering new business opportunities. It is also an activity which strikes fear into the hearts of even some of the most proactive and confident of salespeople. Not surprisingly, therefore, it is one... [Read more]
Sales training tip: Know your sales ratios
When I ask salespeople and business owners what their ratios and conversion rates are, few know. They cannot answer simple questions like… How many calls do you need to make to get a meeting? How many mail shots do you need to send to get your quota of inbound leads? How many meetings do you need to chair to get a qualified opportunity? What percentage of qualified opportunities will result in... [Read more]
Question: “In a world of social media is there any room for cold calling?”
Short answer, “Yes, there is.” Longer version… Today I mentioned in a status update that I was helping some surveyors to build new business leads through cold calling sales training. I was asked the question, “Cold calling? In an era of social media and connection?” The answer for so many reasons is… “Yes.” A top-class, sales development, plan should assess and consider many... [Read more]
The Sales Apprentice 2009: Sales training tips from the hit TV show, week 12, the final
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... [Read more]
Finding new client information, video 3 of 3
If you want to win new business you need to be able to find new client information. In this video, the third in the series, we look at 10 top tips for improving your prospecting and new business generation. Follow these links to check out video 1 of Finding New Client Information and video 2 of Finding New Client Information. Don’t forget to join the GavinIngham.com success newsletter free... [Read more]
