Sales Motivation: What Do You Mean By "Sell From A 10"? – Video

Sales motivation is incredibly important and in this short video I talk about the concept of selling from a 10, what it means and why you need to adopt it…

I think asking about this “sell from a 10″ is a great question because a lot of people when you say it wonder what that means. What we are measuring here is your sales attitude on a scale of 0 to 10 where 0 is absolutely the wrong attitude and 10 is the absolute best attitude that you could adopt for that situation.

If you want to be a successful salesperson in today’s competitive markets, if you want to outsell your competition, if you want to win the best clients, then you have to be at a 10.

Maybe a few years ago you could get away with moving through life on a 6, a 7 or an 8 and I think, even today, there are many jobs where you can get away with being at a 7 for most of the time and still do okay… but sales is not one of them. In selling, your mindset matters. It is not just about showing up and saying the right things. You have to be in the right state of mind, you need to adopt the right attitude, you need to be able to access your best sales skills even in the most highly pressurised of sales situations.

When I talk about selling from a 10, I am talking about being the best that you can be, I am talking about achieving the most that you can, I am talking about raising the bar higher for yourself than anyone else ever will so that you can get the sales results that you really want and need.

If you want a bit of help staying on that all important 10, make sure that you sign up for my free success newsletter.

How To Make More Sales In 5 Simple Steps

Some salespeople and business owners outperform the market, the economy and their peers. Some salespeople kick ass and make sales no matter what the economy, the weather or the time of year. Some sales directors run great teams no matter how tough the going gets.

And some don’t.

About a year or so ago I wrote a blog post about selling cars, in fact, I wrote a couple. In one of them I talked about what I wouldn’t do if I sold cars. It wasn’t a pop at car salespeople and it is wasn’t me taking a crack at the industry. It was an example of situations that go on in all industries at some time or other that just happened to have occurred when I was looking at a new car for my wife.

It was meant to be light-hearted, it was meant to be fun and it was meant to add value for anyone in any industry. Certainly, a few car manufacturers thought it was valuable and I picked up a few gigs, most notably, a series of keynote talks with Jaguar, working alongside Jason Dawe (Ex Top Gear) and Penny Mallory (top rally driver, don’t challenge her to a race!).

But not everyone saw it that way. One chap emailed me in a sort of business email meets online hate troll and, basically, offered me out. Rather than fisticuffs at dawn it was an anytime, anyplace, you can’t sell a car kind of threat. I laughed. He growled. I realised the error of my ways in even talking to him and that was that. But I realised something and that was that, rather than try and improve their situation, some people just flail out, preferring to punch at anyone in the near vicinity who seems to be doing okay instead of doing something about their own situation.

Selling has changed over the last few years. Business has got tougher. And although markets have picked up and business is more fluid again, things have changed. And because things have changed, salespeople have had to change too. We have to be better. We have to be more focused. We have to add more value. We have to be professional in a way that we’ve never been professional before.

I know that many people don’t want to hear that. They want to blame someone else. They want to blame something else. I’ve been watching the World Cup the last couple of weeks and it is amazing how many players and managers blame the weather, the pitch or the referee. If I was managing a team, the first thing I would teach them is that the only comment they can make after a game is about what they did or did not do and what they could do differently next time.

I don’t want to hear about the blinking referee, the wrong kind of grass or the wrong colour sun. You will get some good refs and some bad ones. You will have some poor luck and some amazing luck but, crucially, you cannot change the ref and you cannot change the weather. You can only change yourself.

The same is true in selling. You can only change you. So here are 5 quick tips for success in sales…

  1. Be the best you can be. Lift your game. Give your all. Be at a “10”. Kick some ass. Take no prisoners. Put whatever cheesy moniker you like on it but when it comes down to the wire, the top salespeople feel, look and act like the top salespeople. Funny that.
  2. Work on your mindset. The best salespeople believe that they are the best salespeople. They believe that they can make sales. They believe that there is business out there. They believe that they add huge value for their clients. What do you believe?
  3. Think BIG. Martin Luther King said, “I have a dream.” He said a lot of other stuff too but do you remember that? No? Me neither. That’s because people love people with dreams. They’re motivated, they’re inspired and they’re full of passion. And funnily enough those kinds of people make great salespeople too. People want to work with them. People want to buy from them. People want to spend time with them. What’s your dream.
  4. Know what works and what doesn’t. A lot of the old sales-isms have changed. If there was an “ology” in sales it would have morphed a lot over the last few years. The world has changed, business has changed and selling has to change too. If you’re too pushy, too self-centred, too quick to talk about your solutions then you’re going to get canned. Find a way to be more genuine, more humble and too add more value and you’re in. Simple.
  5. Manage your time, don’t let time manage you. In the words of my mate Ferris Bueller, “Life moves pretty fast. If you don’t stop and look around once in a while, you could miss it.” And that was 1986! It’s worse now. If you’re investing your valuable time and energy on the wrong activities, then you’re not going to get the sales results that you want and need.

A lot of people want to make sales complicated. Heck, a lot of people want to make life complicated… but it’s not. It’s simple. Living it however can be another thing entirely.

If you want to make more sales, if you want to be more motivated and proactive, if you want to create a value based, sale culture in your business then here are some free resources to help you to do just that…

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My new TV channel has launched and you can watch here. Focused on helping you to achieve more in sales and in life, there is some great stuff on there already but… this project is only just starting so if you have any sales or success questions that you want answered, just send them to me and I will do my best to answer them.

As always, it’s been a pleasure. I hope that you’re enjoying this bout of semi-reasonable weather, until next time, have a great week and sell with passion.

Sales Survey 2014 – The State Of Sales In The UK

As a sales motivational speaker, I like to keep my talks cutting-edge with the latest success tips, the best sales advice and insider, industry  knowledge. As such, I have an interest in asking questions and digging further into the mindsets and motivations of salespeople. On the last three occasions that it has been undertaken I have partnered with Rob Scott of Aaron Wallis to conduct a State of Sales in the UK Survey. This Sales Survey 2014 report digs a little deeper than usual into what’s going on in sales and makes very interesting reading!

As on the previous two occasions that we have completed this sales survey (the last in 2009), I have decided to publish a few interesting points from the report and show a link to the full sales survey report at the end. If you follow my newsletter and my videos you will hear more about my thoughts on what these mean but for the moment, I leave you to read, digest and work out what this means for you and for your business.

  • Almost half of the employees (49%) felt that their pay didn’t fairly reflect their work whilst 32% of workers feel that their work goes unrewarded or they don’t receive sufficient recognition – that might be why 11% have waved good-bye to their old jobs and moved on to a more appreciative employer!
  • Most people think age doesn’t matter in sales with 54% agreeing that you can start at any time.
  • An impressive 54% of respondents felt that sales was the most important department within their employer which is good news for sales professionals and nearly half felt that his had not changed in the last 3 years.
  • Business has the prime responsibility of promoting sales skills according to 78% of sales workers with just 18% thinking it is the job of schools or higher education centres.
  • Gaining a qualification to show your expertise is important and significant – the majority of sales workers had some form of qualifications to state their expertise in their chosen field with 71% staying in education beyond secondary school.
  • Training days are mental aerobic sessions for your mind; the courses are designed to keep your brain healthy, focused and active, inevitably enhancing your work’s performance. However, a quite staggering 36% of workers do not get any training days in their current role whilst a fortunate 20% received more than eight training days in the last year.
  • This and previous surveys showed that the greater the worker’s training, the higher the performance and the longer length of service within their employer.
  • For those who do not get the training privilege, it is the DIY approach as it’s the only way forward. Reading isn’t everyone’s cup of tea but with the updated audiobooks/eBooks it makes obtaining research and information easier to acquire, even if you’re driving! (You could also check out my free success newsletter and my new GTV Success TV channel. Both free!)
  • An impressive 36% read 2-5 books to improve their sales in the last year.
  • Whilst 66% had read something, it was disappointing to find a good portion (33%) hadn’t even looked at a single book in the last year to improve their sales skills.
  • An impressive 40% of sales professionals were awarded a pay rise during 2013 compared to just 15% that received a rise in the previous year.
  • In terms of targets, more people were up on target, which correlates nicely with the outstanding pay raise rates of 2013.
  • It seems sales is a good sector to be in – 82% of people had worked in sales for over 10 years although only 22% in the same role for more than 10 years.
  • Amazingly, only 52% took their holiday entitlement in 2012 whilst 48% didn’t and missed out on their full holiday allowance and 5% never eat lunch as they perceive they don’t have time!
  • Exercise is important to lift moods, keep healthy and a great technique for eliminating pressure from a hard day’s work yet only 48% of respondents exercise at least twice a week.
  • 7 out of 10 sales professionals, are content and very happy with their chosen career which is great to see.
  • It was great to learn that 247 participants felt their relationship with their line manager was good and 145 workers considered their relationship as excellent with just 9% grossly unhappy with their line managers and finding them too aggressive/dictatorial.
  • 40% of sales professionals felt that they could do their boss’ job better that them – however, 24% were gracious enough to admit that their boss did a good job!
  • Social networks were found to be extremely effective for securing sales with 42% regularly and proactively use social media sites for lead generation
  • It’s glaringly obvious that LinkedIn is the ‘winner’ for securing sales in the social website sector with 47% of workers using it. 17% of people own a Google+ account and 14% have secured sales from Facebook although it seems more casual and relaxed rather than promoting or using it for a business. 9% currently use Twitter although this is becoming increasingly popular. Surprisingly just 3% report generating sales from YouTube.
  • Overall, 49% think technology has been a complete benefit with only 2% wishing they could have the power to turn back the clock!
  • The majority of people, define success as being respected by friends, bosses and peers – the same as in the surveys of 2009 and 2007 with only 3% feeling recognition from awards and tables.
  • There are many reasons why people leave their job; While 421 people aren’t actively seeking a job, a good 305 are.
  • For the sales professionals surveyed, not all of them intended to have a career in sales – 68% grew or fell into the role! Only 18% planned to have a career in sales.
  • Fortunately, most workers enjoy their career in sales while only 58 out of 726 people do not.
  • More sales professionals surveyed earn between £40,000 and £60,000 per year – but it’s not all about the money ; 57% of the sales workers would refuse the offer to earn a 50% pay rise if that would severely impact on their work-life balance.
  • There is no one single thing that would motivate a sales person to work harder – 19% think a greater marketing support and initiatives would help them; 14% think better systems, processes or technology and 13% feel a better work-life balance would make them successful.
  • When asked about what areas could make them more successful, the top answer was improving on their prospecting, cold calling and business generation (I have to at that point, suggest my No Fear Cold Calling programme as it would be rude not to!)
  • The 726 participants were asked to evaluate their current job now compared to their job in 2008 – More people awarded their job a worse score five years ago where now it has improved by employees giving their job better credit.
  • A whopping 76% believe their employer should increase the spend in sales and marketing efforts which means lots of opportunities for sales professionals in the future.
  • More people (62%) are adamant that the economy outlook in 2014 will be better and continue to improve from 2013.
  • And finally, which tv programme was considered to represent British Business the best? The clear winners were Dragon’s Den (17%), The Apprentice (16%) and The Undercover Boss (16%) although 40% felt that there is no TV Programme that represented British Business. There is then a potential window of opportunity here for a TV Executive to truly make a great British Business TV Programme! And I would be happy to help :-).

Read the full Sales Survey of the UK Sales Industry 2014 here.

How To Lose Weight, Make More Sales & Achieve More.

My name’s Gavin Ingham. I’m 45, I’m a motivational speaker and I’ve got something to share with you… I’m overweight. It’s not difficult to do. If you like food, eat too much and travel a lot, it can be hard to get the right food or do the right exercise and, wham, you’re a signed up member of the extra-large t-shirt gang.

According to recent statistics, I am not in a minority group either. Depending upon which reports you read, over 60% of UK adults are overweight and around 70% of US adults. Extraordinary.

But, you know what? It’s easy to do. And I have every reason to be overweight…

I’m fast approaching 46 years old and have two children under two. I run my own business as a sales speaker helping people to make more sales and I travel a lot. At a time when I should be doing exercise to stop muscle loss and maintain my metabolic rate, I can hardly find the time to make a cup of tea! On top of that, airport, motorway and hotel food is not known for masses of healthy options. Everything comes with bread, mayonnaise and cheese, usually with fries and never with spinach!

And when I am at home, the very time when I used to exercise is the exact same time that I now get to enjoy bath time, story time and bed time. And, after that, my wife and I want to spend some quality time together and what better thing to do than enjoy a nice meal together? Celery sticks and carrot batons are not normally what we have in mind!

So, I am overweight and it’s not my fault. Circumstances caught up with me. Life happened. There is nothing that I can do about it. And, apparently, there is little most of the rest of the population can do about it either. Despite the proliferation of books and knowledge on healthy eating, the piling up of sensationalist media reporting and the million and one diet plan options thrust at us every day… we are all doomed to be fat. Powerless. Victims of circumstances.

But, of course, I am talking nonsense. Being overweight is (for most people) a choice. You ate the food, you lived the lifestyle and you worked hard eating the pies to gain the extra inches. I know I did. And only you can do something about it. And it’s not complicated either. You don’t need fancy diets, you don’t need expensive experts and you don’t need weekly clubs. All of these things might help but you don’t need them. You just need to do 5 simple things…

  1. Realise that you are fat. Acknowledge that you are overweight. Accept that you have eaten too much. Etch into your brain that you don’t have to get heavier and heavier for your whole life and you do not have to keep on buying new jeans. Levi will survive without you!
  2. Decide to do something about it. Simple as. Make a decision. Do you want to lose weight and live healthier? Yes? No? Decide now. Get some leverage on yourself and make sure that you have plenty of reasons and motivators for taking action.
  3. Eat less. I eat too much. If I want to lose weight, I have to eat less. Portion sizes have grown over the years. We eat huge amounts of food compared to our grandparents. The food was just not available for them to stack their plates in the way that we do. So don’t.
  4. Eat healthier food. Cakes, biscuits, sweets, chocolates, fizzy drinks… no-one in their right mind thinks that these things are good for them. Apples, grapes, spinach, broccoli… everyone knows that these are. Quick test… Chocolate vs apples? Burger vs chicken salad? Take away curry vs grilled tuna and vegetables? I rest my case. You don’t need lessons in healthy eating. You just need to act on what you know.
  5. Do more exercise. Movement is essential if you want to remain fit and healthy. If you want to live long and prosper you need to move your feet. Walk to the shops, jog to the car, take the stairs. You know this… just as much as I do.

But before you do anything, stop! You have to get rid of the excuses and the limiting beliefs. You don’t have to eat unhealthy food when you travel. Age is not a reason for giving up on exercise. If you commit to finding healthy food and exercising when you travel then you can. But you have to stop making excuses and start taking action.

I see business owners, sales leaders and salespeople like this all of the time. People who live in denial. They tell themselves stories about why they are not where they want to be and why they cannot make more sales. They say that it is the fault of the economy or a client who let them down or that they just do not have the time. But these are all lies, excuses and beliefs that are holding them back from achieving what they want to achieve. Some even fail to see that they are not where they think they are, they are blind to the fact that they have been piling on the pounds in their businesses for years.

And, you know what, that’s fine if you’re happy with your lot… but if you’re not, why not do something about it? So here are…


Be more aware of where you are.
Notice limiting beliefs that are holding you back.
Stop making excuses.
Decide what you want instead.
Get some leverage on yourself, know why it is important to you.
Take massive action.

Sales is not hard, business is not hard and life is not hard but it is damned easy to get on the wrong path. There’s nothing wrong with that. When you focus on one thing, others often go by the wayside. I have been focusing on other things and I have put on weight. And that’s okay. But now my attention is back on it and I’m going to do something about it.

What about you? What do you need to do? What do you need to bring into focus? What do you need to stop making excuses about and take action on? What could you do today to make more sales?

You Decide If Life Is Good Or Bad… You!

I posted a comment on Facebook recently that a woman on the train opposite me looked miserable. It was a tongue in cheek kind of post designed to rile a few feathers because I am fully aware that I have no idea what is going on in her life and that she may have every right to be the most miserable person on the face of the planet (which she was doing a good job of by the way!). As expected, several people pointed out to me the error of my ways but really that was not my point…

My point was that most of us totally over-react to circumstances that are neither awful nor brilliant and that if you get in a habit of reacting in a negative way it is not going to make you successful nor your life happy….

Imagine for a second that a client rejects your proposal to do business with them. As a result of this “lost sale” you miss your targets and end up getting sacked. Most people might well say that the event (the lost sale) was awful and would decide to have a sulk, get annoyed or maybe even go into a depression. But is that really true?

What if, and as a direct result of that event, you walked into another client on the way home and landed a huge deal worth ten times as much as the first one, and instead of getting sacked you got a huge bonus? And then got promoted. You’d now say that the client rejecting you was destiny and that it was meant to be!

This is particularly interesting because the one thing that hasn’t changed in these two scenarios is the event itself; the lost sale. The fact that you lost the sale remains constant and true for both. The only thing that has changed is how the event affects you and how you acted after the event.

Remember this – events themselves are neutral, they do not have meaning. It’s you that attributes meaning to specific events and, therefore, it’s you who decides what those events mean to you. No matter how serious, life changing or life threatening. You only need to see how different people react to the same news to know that this is true.

And this occurs all of the time…

Have you ever got up in the morning and looked out of the window to see that it was snowing and that everything was white? If you then had to dig the car out to drive to work you’d probably think, “What an awful day, I wish that I could stay in bed. I hate days like this.” On the other hand, you have probably also woken up at a weekend or at Christmas, seen the snow and the picture card beauty, and thought, “How beautiful the world is. I love the snow!”

On both occasions the event is the same, it has snowed, but the meaning that you attach to the snow has changed because of the differing circumstances. This in turn changes the way that you feel about the snow, your actions and therefore the results that you experience.

If you consistently attribute negative meanings to specific events and circumstances and subsequently feel bad, you are rarely going to be in the right state of mind to make lots of sales. How do you react to a lost sale? A client negotiating? Rejection? Delays? Complaints? Targets? You get the idea…

When I work with sales superstars I consistently notice that events that more average salespeople habitually see as negative and demotivational, sales superstars see as positive or as, at worst, neutral.

What can you do to ensure that you see things in the most positive way so that you can maintain your motivation, your focus and your drive no matter what sales and business challenges you face?