A lot of people over the last few weeks have been talking about “the best ways” to locate new customers and clients. A lot of people think that the strategies required have changed and that many of the old strategies don’t work anymore. Out with the old, in with the new? Not really. I agree that there are many "new ways" of reaching prospects and customers... I have a LinkedIn account and a LinkedIn group (Sales Psychology & Performance if you want to have a look). I have a Youtube channel, I Twitter, I have a sales training … [Read more...]
How Do You Keep In Touch With Your Clients And Prospects?
January 24, 2011 By 1 Comment
As a sales motivational speaker and author I get to meet a lot of salespeople from a lot of different industries. Some are successful. Some are not. Many are slightly so. I have talked a lot on this blog and elsewhere about what the attributes of sales superstars are and why they stand out from their competition. One of the core habits that all sales superstars have is that they have an efficient and proven method of keeping in touch with and staying updated about their clients and prospects. In today's competitive and fast-moving world this … [Read more...]
Why Cold Calling Doesn’t Work…
October 12, 2010 By 5 Comments
I hear a lot about cold calling not working anymore and, as I say on my sales seminars, for many this is true. It's far too easy to mess cold calls up... badly! If you've been on my seminars or you have used my sales systems you know that this does not have to be the case. In the right industries and with the right approach and mindset, using the phone is still a viable and powerful strategy for developing new prospects and discovering new information. BUT... and it's a big BUT! If you don't do it correctly you will not make any friends, you … [Read more...]
What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
June 29, 2010 By Leave a Comment
Here's a question that one of my contacts asked recently that I thought I would share with you, "So I have got past the gatekeeper - after the introduction, what are the first 15 words (or so) I say to a prospect that's going to get them hooked into a conversation?" And here's my answer... One of the questions I always ask delegates in sales training seminars is, "How long do you have to make a first impression?" The answer they give me varies but is always no more than a handful of seconds. In today's world, people make decisions very … [Read more...]
Cold Calling Blues?
January 28, 2010 By 4 Comments
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 rings from the lease hire company and asks to be put through to me "Hello Mr Smith." "Hi." "How's the cars going?" "Fine." "Good - give us a … [Read more...]
Join Me At The First Recruitment Juice Live Event
November 15, 2009 By 1 Comment
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. Recruitment Juice Ltd, leading supplier of innovative DVD training programs to the recruitment industry, is building on their success with the … [Read more...]
The Sales Apprentice 2009: Sales Training Tips From The Hit TV Show, Week 12, The Final
June 7, 2009 By 1 Comment
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...]
Finding New Client Information, Video 3 Of 3
June 3, 2009 By 1 Comment
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...]
