The last couple of weeks seem to have been a blur of activity... I've been finalising the text for my next sales training book, "No Fear Cold Calling", writing the outlines for my new open seminar "Close the Sale, Get that Deal" (or "Shut That Door!" as it has become known around here) and continuing planning for my new sales project Talking Sales Success. And I know that many of you are just as focused... And many of you aren't! In the last year I have run open seminars for c. 10,000 delegates in the UK … [Read more...]
Audio Interview Of Sales Motivational Speaker Gavin Ingham On ExpertsOnline.tv
October 30, 2007 By Leave a Comment
And now for something a little different... I thought it was about time we did a bit of podcasting so here is an mp3 for your enjoyment! Sales motivational speaker and sales training expert, Gavin Ingham (that's me by the way), interviewed on ExpertsOnline.tv. In this interview we talk about sales strategies, sales techniques and sales atitiudes and a lot more besides so grab a cup of tea, a biscuit and a pen and enjoy. Interview length 22 minutes 30 seconds. [mc id="839" type="audio"]Untitled Media[/mc] This is the first of … [Read more...]
Stand Up If You Like Cold Calling!
October 23, 2007 By 14 Comments
Gavin What are your thoughts on this? I am a firm believer of standing while selling but none of my colleagues are. Thank you for your training on cold calling, I thought it was excellent, however experienced one is with cold calling there is always room for improvement. Please let me know your thoughts on standing, MW, No Fear Cold Calling attendee Is standing up whilst on the phone a good thing? Does it improve sales results? Are you right or are your team right? What a great question! Standing up whilst on your phone is one of those … [Read more...]
Goal Setting With No Limitations
October 10, 2007 By 6 Comments
I take holidays as a good opportunity to read, digest and think about life and work in general and this week I am in Spain thinking about goals and goal setting. It´s occurred to me that I don´t talk about goals and goal setting enough. I don´t really know why. Certainly, it´s one of the most powerful personal and career development exercises I have ever done. I remember the first time I ever came across goal setting, years and years ago. It was through a book by Anthony Robbins called Unlimited Power. A friend of … [Read more...]
How To Qualify Clients In A Win Win Way
September 29, 2007 By 1 Comment
Gavin, you recently wrote an article Selling Pies Should Be Easy and you talked about not throwing up obstacles that make it difficult for our clients to buy from us. I totally agree with this however in our business there are various criteria that we need to meet that, from the customers point of view, are often seen as obstacles. To be honest, the customer feels it just isn't their problem. As you say, as a salesman I need to "smooth" this process and act as a go between "fluffing up" the … [Read more...]
How To Build Confidence And Close More Sales
September 26, 2007 By 10 Comments
Confidence! You either have it or you don’t. There’s confident people and there’s not. It’s the way that we are made. There’s nothing you can do about it. That’s what perceived wisdom would have us believe about confidence but perceived wisdom about confidence, as about many things, is seriously wrong. Perceived wisdom can also seriously damage your sales results, your sales career, your business and potentially your life. Know this, confidence is a mental programme. It’s something that we do not … [Read more...]
Cold Calling Tips For Getting Through To The Decision Maker
September 21, 2007 By 8 Comments
Have you ever made a call where you failed to get through to the decision maker whether cold call or warm call? Have you ever had a gatekeeper be rude to you? Or maybe you have even had a gatekeeper put the phone down on you? Perhaps the answer is yes to all three! I don't think there is anyone involved with sales who hasn't experienced at least one of the above scenarios! When I run sales seminars the vast majority of delegates tell me that they find getting past gatekeepers a major frustration and something that they wish they could improve … [Read more...]
What Sales Superstars Believe That You Don’t
September 12, 2007 By 1 Comment
Why do sales superstars outperform sales wannabees and sales hopefuls? What is it that they've got that you haven't? One of the most compelling answers to this question is that sales superstars have more empowering beliefs systems. These belief systems in turn support their efforts and drive them to uncommon success. Sales superstars may have chosen these winning beliefs consciously or they may just be lucky enough to have them. No matter. Either way, it's time that you start to focus on what you need to believe … [Read more...]
How To Destroy Sales Loser Beliefs & Catapult Yourself To Sales Success
August 18, 2007 By Leave a Comment
In my life I have the joy and pleasure of helping others to achieve their goals and ambitions. I regularly get calls from people who have attended one of my seminars or who have bought one of my products telling me that they have doubled or trebled their sales. Whilst this is personally gratifying I have long wondered what it is that actually changes for these individuals that propels them to get these phenomenal results… As many of my seminars are purely mindset / motivation based it’s often not the skills (important as they are) … [Read more...]
Finding Your Personal Motivation
August 15, 2007 By 13 Comments
Personal motivation is fundamental to your personal success both in sales and in life in general. Given its obvious importance you’d think that people would be experts at motivating themselves wouldn’t you? Unfortunately this is often not the case. I believe that the reason for this is the general belief that people are either motivated or they’re not. Most directors and business owners that I work with believe (before we’ve worked together) that you can’t teach motivation. Well, if there’s nothing you can … [Read more...]
