One of my core beliefs is that you can learn powerful lessons everywhere if you are prepared to look for them. Many of the most powerful sales training lessons and business growth strategies that I have learnt, discovered and created originated from places you might not have expected! The other day I was approached by a Head PGA Golf Professional, NLP Sports & Master Practitioner, Qualified Hypnotherapist and Professional Speaker by the name of Tony Westwood who wanted to tell me about what he did. We had an interesting chat about … [Read more...]
Sales Training Tips From A Golf Pro… Tony Westwood Speaks With Motivational Speaker Gavin Ingham
December 23, 2010 By 1 Comment
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...]
Are Good Salespeople Born Or Made?
September 14, 2010 By 3 Comments
Here's a question I have been asked and answered several times. "Are good salespeople born or made?" What a great question. Psychologists have been arguing for years about the interaction between nature and nurture and the importance of these twin factors on your ability to achieve (or not) in your life. They will probably be arguing for many, many more. In my experience, as a sales motivational speaker and sales author, there is no easy answer to this question... First off, I would have to agree that some salespeople seem to be more … [Read more...]
When Your Prospect Or Customer Says, ‘No!’, What Do You Hear?
June 29, 2010 By 4 Comments
Here's another question that came up recently. "When your prospect or customer says, "No!", what do you hear? How do you react? Rejected or challenged? What advice would you give to somebody just starting out?" As a sales motivational speaker I see the negative consequences of sales and business people dealing with this badly every day so here is my advice... It's not what is said, it is your interpretation that does the damage. How many people every year die of snake bites? The answer is none. People die of the poison, not the bites. … [Read more...]
Football, Fantasy & Sales Success
June 27, 2010 By Leave a Comment
Over the last couple of weeks I have been enjoying watching sports on the TV – most notably the football and the start of Wimbledon. After watching England play half-heartedly against the highly motivated US team and then appallingly against Algeria, they showed some flashes of inspiration against the Slovenians but then sat back in the last 10-15 minutes and were lucky to hold onto their win. One of the commentators said that he would forgive them that and I commented to a friend at the time that the Germans wouldn’t have. Today, … [Read more...]
How To Mess Up A Cold Call
April 15, 2010 By 3 Comments
A cold caller has been trying to get hold of me for a few days with the message, “I would like to invite you to an event?” We finally spoke today and he launched into a series of questions (which weren’t all bad) and then a reasonably well crafted and well presented pitch. This guy should be making a lot of sales but, whether he does or not, I bet that he does a lot of head banging on a daily basis and he could do a lot better... Why? Lack of research, planning and preparation. You might ask how I know he wasn’t prepared properly? … [Read more...]
Failure For Us Is Not An Option
December 7, 2009 By 7 Comments
I've been getting a few interesting letters recently and I loved this one from Julian Athawes of Halomec in answer to my blog post last week (What would you achieve if you knew you couldn't fail?) talking about how important attitude is for the success of a company... Hi Gavin, I must admit to normally 'skimming' over your mails, I will try to absorb the content a little more in the future as there is some good stuff in there. I have just stuck the attached poster on our office wall... (poster received but I can't use it here as I do … [Read more...]
Check Out This Loser!
August 6, 2009 By 3 Comments
Check out this loser... 1831 - Lost his job 1832 - Defeated in run for Illinois State Legislature 1833 - Failed in business 1835 - Sweetheart died 1836 - Had nervous breakdown 1838 - Defeated in run for Illinois House Speaker 1843 - Defeated in run for nomination for U.S. Congress 1848 - Lost re-nomination 1849 - Rejected for land officer position 1854 - Defeated in run for U.S. Senate 1856 - Defeated in run for nomination for Vice President 1858 - Again defeated in run for U.S. Senate Sorry! Did … [Read more...]
Repetition Is The Mother Of All Skill If You Want Sales Success
July 9, 2009 By 1 Comment
“Repetition is the mother of all skill." ~ Tony Robbins, author of Unlimited Power In sales seminars and sales training programmes I often talk about the difference between sales skills and sales techniques... Sales techniques are something external to you, they are something that you hear or that you know. Sales skills are something that you own, they are yours through hard work and practise. And, what’s more, they won’t abandon you in even the toughest of markets. When I speak at sales conferences many salespeople sit … [Read more...]
How Robert Fed The Ducks!
June 28, 2009 By 2 Comments
For the last few days I have been having a long weekend staying in Grassmere in the Lake District. Beautiful. And for once the weather has been beautiful too. Mid afternoon today I was sitting drinking a tea in Bowness by Lake Windermere and a little family (Mum, Dad, two year old boy) arrived to have refreshments too. They looked hot, thirsty and ready for tea. Mum sat down and Dad asked her what she wanted. “Tea,” she replied. He then turned to the boy, “Robert, what would you like?” The two year old, wearing blue shorts and a … [Read more...]
