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...]
Have You Got A Question About Sales?
June 3, 2011 By 2 Comments
On my travels as a sales motivational speaker I meet a lot of salespeople, entrepreneurs and business owners who have questions about sales or selling but no-one to ask to get the answers. Some questions I get asked on a seemingly daily basis whereas others are rarer, more specialist or more complex. On of the challenges salespeople have is not knowing who to ask or where to look for the answer. To try and help with this I am currently creating a list of questions that you have about sales and or selling. These could be on any subjects … [Read more...]
Isn’t Under-Promising Going To Cost Me The Deal?
June 2, 2011 By 2 Comments
On my recent Sales Apprentice blog, I was asked the following question (see below). I get asked quite a lot of questions via Facebook, Twitter, LinkedIn and of course my success blog and it would take up all of my time to answer all of them however I do try and utilise the themes for later blog posts. Some however are best picked up separately and this I felt was one of them as it is a question that I get asked in one form or another quite a lot when I am speaking at conferences or talking with clients... Long time reader of these blogs but … [Read more...]
How Do I Get Myself Motivated To Sell More?
August 30, 2008 By 16 Comments
Few people would argue that motivated salespeople and business people sell more. Wandering around looking like the world is out to get you and with your chin dragging along the floor never helped anyone to be a sales superstar and it never will. Your attitude, your mindset and your approach will always play a huge part in helping you to smash your targets and build the business and the life that you desire. When I am invited to companies as a motivational speaker or sales development consultant one of the most common questions asked by sales … [Read more...]
What Are Your Favourite Sales Questions?
August 22, 2008 By 33 Comments
All sales training experts and sales gurus alike, myself included, extol the virtues of asking good questions. Asking the right question can develop rapport, increase credibility and turn a sale around. As part of my Real World Sales Tips project I thought that it would be fun to find out what your favourite questions are to ask your clients and prospects. To get you started here are a few from Real World Sales Skills... How do you currently go about...? How long have you been operating that way? When you considered the options … [Read more...]
Should I Only Be Cold Calling Prospects I Convert Most Easily?
November 2, 2007 By 1 Comment
Hi Gavin, I am wondering if you could help me with a problem I currently have. I work for a web development company. We supply our services to designers and web design agencies. In recent weeks I have been calling a list of graphic designers and a list of web designers. For the graphic designers I normally seem to get an appointment from 1 call in 10 (ish), however for the web developers/agencies it seems to be 1 in 25. I have two questions, firstly, do you think it is worthwhile to contact web agencies where their objections … [Read more...]
Tips For Negotiating In The Toughest Of Negotiation Scenarios
October 13, 2007 By Leave a Comment
How to negotiate like a sales superstar when it seems you can only fail… As with all of my sales training tips and sales strategies it´s important that you know how to apply tactics in the real world. Here is a negotiation question that has been asked of me several times and in several different guises:- Gavin. I´ve got a client who is already using us. He is using one product list value 3000 and another worth 2000. Total value 5000. He has only been paying 1500! He now wants to drop the 3000 product and continue with the … [Read more...]
Should Cold Callers Ask, “How Are You Today?”
March 22, 2007 By 5 Comments
Should we ask, "How are you?" at the start of a cold call? It's a great question and one which salespeople and sales trainers alike are split on! Do you want to sound disingenuous? Whilst accepting that there are always exceptions to every rule, I'm on the not side. My main reason is that most salespeople do not sound like they mean it and most potential clients think it's disingenuous! Here's a real conversation that took place from one of my delegates on a course who would not stop asking this question... Sales: "Hello X, … [Read more...]
