I’m in Spain this week working on a couple of new sales books and doing a motivational sales talk at a gig in Alicante at the end of the week. As I have a place out here, I thought it made sense to mix some business with some nicer weather and some writing and as usual, I have been nothing but impressed by the work ethic of some of the street salespeople selling bags, sunglasses and trinkets. Annoying as they may be when you are eating your paella or strolling and eating your helados these teams know quite a lot about sales… Their (very … [Read more...]
Cold Calling Blues?
January 28, 2010 By 4 Comments
Just under a year ago, I bought a new car. Many of you may remember this as I mentioned a BMW dealer who showed a total lack of interest in my questions and enquiries. He effectively made my decision for me to buy from a different manufacturer. Anyway, I was reminded of this incident when I got this email from one of my readers... We lease some cars for sales staff on contract hire. Sales guy rings from the lease hire company and asks to be put through to me "Hello Mr Smith." "Hi." "How's the cars going?" "Fine." "Good - give us a … [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...]
The Sales Apprentice 2009: Sales Training Tips From The Hit TV Show, Part I
March 25, 2009 By 9 Comments
“For me, making money is better than sex!” And so the first of the “brightest and the best” from all over the UK opened the 2009 UK Apprentice. No wonder our economy is in such a state... Second up, some open necked girl (Anita – see later), with her nose stuck in the air, walking through the tube, “I am outstanding. It’s a given.” Oh dear, why I am watching this compulsive car crash TV again? Will we get any outstanding business talent this year or is it another year where the best we have to look forward to are ego … [Read more...]
Successful Selling Lying On Your Back
February 9, 2009 By 3 Comments
I never cease to be amazed by how little effort many salespeople put into improving their sales skills. Ironically, of course, if you’re reading this I am probably not speaking to you. If you didn’t care about your sales development and your sales results then you probably wouldn’t be reading this at all. One of the questions that I ask of the audience in my Selling in Tough Markets (or Selling in a Recession) keynote speech is, “Who is currently reading a book on selling?” The answer is usually about 2% of the audience at any one … [Read more...]
Getting The Sales Superstar Mindset, Sales Training Video 1 Of 3
January 31, 2009 By 98 Comments
The first of 3 sales training videos on how to adopt the mindset of a sales superstar and make more sales. … [Read more...]
Better Business Focus: Weathering The Storm
January 8, 2009 By 3 Comments
Better Business Focus magazine's January issue is entitled Weathering the Storm and in it you can read the following articles... Weathering the storm by John Stanley Best advice I ever got... maybe Ask questions by Paul Sloane Bestselling business books Customer loyalty: why one number is not enough by David Jackson Effective purchasing by Colin Coulson-Thomas 10 reasons why small businesses fail Connect to your customers through your customers by Ron Kaufman 7 tips for selling in an economic downturn by Gavin … [Read more...]
8 More Tips For Confident Cold Calling…
December 19, 2008 By 1 Comment
I promised last post that I would continue with more of my 23 tips for confident cold calling so here are 8 more sales superstar tips that will help you to become a more confident and successful cold caller. Tip 8 Don’t put the phone down between calls. Putting the phone down between calls can slow you down and impede your motivation. Keep the energy going by keeping the phone in your hand once you start your cold calling sessions. Tip 9 Wear a headset if at all possible. Wireless ones are the best. Holding the phone to your … [Read more...]
Selling In Tough Markets – Free Special Report
October 29, 2008 By 5 Comments
7 strategies for selling more in an economic downturn or recession. This 14 page special report on how your business can not only survive but thrive and grow in even the most difficult of markets is yours to download and read at your leisure. Packed full of strategies, tips and ideas this report will help you, your team and your company to focus in on what's important - more sales. I have decided to restrict the downloading of this report for members of GavinIngham.com only but don't worry if you're not a member of our sales and business … [Read more...]
7 Tips For Selling In An Economic Downturn
September 19, 2008 By 17 Comments
It's hard to look at this week and to not worry about the impact that current events might have on sales. Many of you may be reading this and thinking, "They already have". Every media outlet, every paper, every radio station and (seemingly) everybody is talking about events. Even people whom I have never heard talk about economics or the economy have had something to say - usually negative! I was listening to the radio on the way home from my Close the Sale seminar last night and they spoke to someone who said that he was going to put his … [Read more...]
