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 … [Read more...]
Are Good Salespeople Born Or Made?
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 … [Read more...]
When Your Prospect Or Customer Says, ‘No!’, What Do You Hear?
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 … [Read more...]
Football, Fantasy & Sales Success
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 … [Read more...]
How To Mess Up A Cold Call
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 … [Read more...]
Failure For Us Is Not An Option
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 … [Read more...]
Join The Conversation