Sales Training Tips For Handling Cold Calling Objections, Part I

October 1, 2009 By 5 Comments
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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 of the most commonly sought skills for sales training and sales development sessions. One of the reasons for this is the amount of rejection … [Read more...]

Filed Under: Negotiation & objection handling, Prospecting & cold calling, Sales training Tagged With: , ,

Sales Training Tip: Know Your Sales Ratios

July 30, 2009 By Leave a Comment
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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 a deal? What is your average deal size? You get the idea. Only by knowing these ratios and statistics can you know how you are doing. Only by … [Read more...]

Filed Under: Goal setting, Management & leadership, Motivation & mindset, Prospecting & cold calling, Sales training

Question: “In A World Of Social Media, Is There Any Room For Cold Calling?”

July 30, 2009 By 1 Comment
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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 routes to market. Sales development is about multiple routes to market. Recent economic times prove that what you do today may well not work … [Read more...]

Filed Under: Ask Gavin, Marketing, Prospecting & cold calling Tagged With: , , , ,

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: , , , , , , ,

Finding New Client Information, Video 3 Of 3

June 3, 2009 By 1 Comment
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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 too as we will be launching new videos and sharing more sales boosting articles regularly. … [Read more...]

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

The Sales Apprentice 2009: Sales Training Tips From The Hit TV Show, Part X

May 27, 2009 By 2 Comments
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If you spent tonight watching Manchester United play Barcelona in the Champions League then the good news is that you didn’t miss a lot in the way of sales training and business tips on tonight’s Apprentice. What you did miss however was Sir Alan sacking someone that, based upon your emails to me, many of you had thought would make the final. I agreed with Sir Alan’s decision but more of that later... Tonight’s task was to select products to sell live on a TV shopping channel. The team that sold the most would win. A task like this … [Read more...]

Filed Under: Gavin's rants, Management & leadership, Prospecting & cold calling, Sales presentations, Sales training Tagged With: , ,

Finding New Client Information, Video 2 Of 3

May 20, 2009 By 2 Comments
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Finding new client information is essential if you want to be more proactive, contact more prospects and win more new business. In part 2 of this free sales training video we will cover more of the core strategies required to find new client information. Every sales and business person knows how important it is to focus on targeted new business generation yet many struggle to find client information and contact details. Watch this sales training video and ask yourself, "Do I do that consistently?" If you can more consistently apply one or … [Read more...]

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

The Sales Apprentice 2009: Sales Training Tips From The Hit TV Show, Part VII

May 6, 2009 By 5 Comments
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Week 7 and 8 apprentices remained to compete in this week’s task of choosing two products from a selection of 12 and then selling them to dealers in Manchester and Liverpool over a two day period. The winning team, as usual, would be the team which made the most sales. Sir Alan was quick to say that tonight’s task was all about sales and that everybody had to sell and that no-one would escape. So, at last, a sales task to get our teeth into and one which they would be held personally accountable for. What sales training lessons would we … [Read more...]

Filed Under: Gavin's rants, Prospecting & cold calling, Sales training Tagged With: , ,

Cold Calling Article In Winning Edge Magazine

April 28, 2009 By Leave a Comment
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Check out this article in the Institute of Sales & Marketing Management's leading magazine, Winning Edge, on how to Warm Up Your Cold Calling - 9 steps that you can take to improve your cold calling results. Read Warm Up Your Cold Calling here. … [Read more...]

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

Finding New Client Information, Video 1 of 3

April 22, 2009 By 1 Comment
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The ability to find out more about potential clients and prospects is essential if you want to succeed in business. There's no rocket science in this the first of three videos but there is lots of practical and usable advice... … [Read more...]

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