Gavin Ingham sales training and personal developmeGavin Ingham sales training and personal developmeSales training, personal development and business growth for salespeople, business owners and entrepreneurs. Articles
Selling in a recession, podcast #1
2008-02-29 13:44:00 In a recession or economic downturn many people suffer from falling sales results. Maintaining solid sales figures is essential. Here are 5 strategies for selling in a recession. Click start on the player below, check the volume and listen now. Total length 11 minute 05 seconds. Get Flash to see this player. var so = new SWFObject("http://www.gaviningham.com/wp- content/plugins/mediacaster/player/player .swf","m7e18884bd5dd7e95f565a8dacfcf57fb" ,"320","20","7"); so.addParam("largecontrols","false"); so.addParam("autostart","false"); so.addParam("showdigits","true"); so.addParam("autoscroll","false"); so.addParam("overstretch","false"); so.addParam("thumbsinplaylist","false"); so.addVariable("file","http://www.talking salestraining.com/podcasts/sellinginarece ssion.mp3"); so.addVariable("displayheight","0"); so.write("m7e18884bd5dd7e95f565a8dacfcf57 fb"); Related EntriesSelling in a ... More About: Podcast , Recession
If selling is so simple why can?t everyone do it?
2008-02-20 12:22:00 How many people do you know who have tried selling at some point in their lives? Out of all of those people, how many failed? The answer to the first question is easy, probably quite a few. At some point or other in their lives many people have had a go at selling even if only ... More About: Entrepreneurship , Selling , Simple , Gavin
Is there such a thing as a professional salesperson?
2008-02-14 16:32:00 “I want to be professional”. I’d have a decent sized pot of cash if I’d received a pound for every time a salesperson has said this to me. “I want to be professional”. What do they mean by this? Is there such a thing as a professional salesperson? Does it matter anyway? And how can you become ... More About: Entrepreneurship , Gavin , Thing , Professional
How To Upsell And Cross-Sell To Achieve Rapid Sales Growth
2008-01-25 16:46:00 January has been a busy month of sales seminars, sales training and motivational speeches so I hadn’t had any time to think what I was going to write about this week until about half an hour ago… I was sat at my PC in my home office, tidying up some emails when one of my good ... More About: Entrepreneurship , Direct Marketing , Sales , Cross , Growth
Selling In A Recession - Why Some People Are Going To Crash And Others Are
2008-01-13 17:52:00 Over the last few months there has been a lot of talk of recession. Wherever you look and whatever you read, ever since the American subprime crisis, talk of a recession seems to be bombarding us from every possible media. Every expert there is seems to have something to say about whether there will or whether ... More About: Entrepreneurship , People , Selling , Direct Marketing , Planning
How Not To Win Customers, 3 Sales Strategies That Really Don?t Work!
2007-12-26 14:21:00 It’s Christmas and I have probably eaten to much Christmas pudding so perhaps I am feeling unforgiving but, as I wade through crackers, games and pies, I have been mulling over some of the ways that businesess manage to prevent their own sales and lose customers without seemingly trying! So that got me thinking that it would be ... More About: Entrepreneurship , Customer Service , Sales , Customers , Work
How to sell more in competitive markets
2007-12-17 19:22:00 I received your newsletter. Thanks again. I wanted to ask you a question. I work for a (market given) magazine that is distributed for free to (consumers) throughout the local area. I sell advertising space in the magazine. Our magazine has been around the longest. It started in (our area) and has branched out to ... More About: Entrepreneurship , Direct Marketing , Markets , Sell , Prospecting
Making more time to make more sales
2007-11-26 19:02:00 Gavin, I have a new client that needs constant hand holding and she seems to think that she is my only client. Have you got any advice as to how to keep her happy but not put all my other clients on the back burner, which for the last week I feel I have been doing???? Thank ... More About: Customer Service , Sales , Time , Planning , Make
What?s your Si (Sales Intensity) rating?
2007-11-14 17:01:00 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 ... More About: Entrepreneurship , Sales , Gavin , Cold calling
Perfect Presentations article at Training Zone
2007-11-07 01:45:00 By Dawn Smith. Whether giving presentations is the thing you dread most, or just another day at the office, it’s a skill that can always be improved. Dawn Smith gathers some tips and advice from public speaking gurus on how to overcome stage-fright, engage the audience and make your presentations shine. The New York Times famously reported in 1984 that speaking in public was most people’s biggest fear, ranking higher than death. For a trainer, presenting to delegates is likely to be daily bread. However, even those experienced at talking to groups can choke when faced with an unfamiliar scenario. “Most people are capable of presenting one-to-one, or even one-to-ten, but various things can conspire to make them nervous,” says Gavin Ingham, a speaker and author who also teaches “Powerful Presenting” courses. The fear-inducing factor may be how important the event is, how many people will be there, who else will be listening, whether it’s being... More About: Article , Training , Presentations , Perfect , Zone
Should I only be cold calling prospects I convert most easily?
2007-11-02 12:40:00 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 ... More About: Cold , Calling , Convert , Prospecting , Cold calling
Audio interview of sales motivational speaker Gavin Ingham on ExpertsOnline
2007-10-30 16:53:00 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 ... More About: Audio , Speaker , Interview
Audio interview of sales motivational speaker Gavin Ingham on ExpertsOnline
2007-10-30 16:53:00 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 ... More About: Audio , Speaker , Interview
Gavin Ingham interviewed by Keybank on successful goal setting
2007-10-30 11:12:00 I was asked to fill these questions in for students but before you switch off, the answers are relevant for everyone not matter where you are in your career!! Everytime you see the word student or education below you will see that it can either be ignored or switched to make the answers relevant! 1) Why is it ... More About: Planning , Time Management , Goal , Gavin
Stand up if you like cold calling!
2007-10-23 12:58:00 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, ... More About: Entrepreneurship , Direct Marketing , Cold , Calling , Gavin
Dealing with voicemail, 10 tips for outwitting the electronic sales prevent
2007-10-16 00:58:00 Do you ever get bored of listening to your clients’ voicemails? Do you grow tired of repeating the same old same old and never getting any call backs? Do you wish there was some magic way to get clients to ring you back? You’re in good company! Complaints about voicemail, the electronic gatekeeper, are one of ... More About: Electronic , Tips , Sales , Planning , Voicemail
Tips for negotiating in the toughest of negotiation scenarios
2007-10-13 10:26:00 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. ... More About: Entrepreneurship , Tips , Negotiation , Cena
Goal setting with no limitations
2007-10-10 17:11:00 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 ... More About: Entrepreneurship , Planning , Goal , Gavin
Cold calling howlers, Gavin?s kitchen nightmares!
2007-10-04 01:35:00 Last Friday I was working from home for the day. I had spent the last three days delivering two of my favourite sales seminars, No Fear Cold Calling and Professional Selling Skills, in Manchester, Nottingham and Birmingham. I was working on my forthcoming book No Fear Cold Calling and was determined to not be disturbed ... More About: Kitchen , Gavin , Kitchen Nightmares
How to qualify clients in a win win way
2007-09-29 14:44:00 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 ... More About: Clients , Prospecting , Client
How to build confidence and close more sales
2007-09-26 22:22:00 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 ... More About: Entrepreneurship , Sales , Close , Confidence , Build
Cold calling tips for getting through to the decision maker
2007-09-22 01:02:00 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 ... More About: Entrepreneurship , Direct Marketing , Tips , Cold , Maker
What sales superstars believe that you don?t
2007-09-13 01:15:00 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 ...
Finding new client information
2007-09-07 01:48:00 Salespeople are always moaning to me about not having enough people to ring or about not having enough leads to prospect. It doesn’t seem to matter who they are or what level they are working at, comments like, “I’ve run out of people to ring” and “The database they (the management) gave me is useless” ... More About: Information , Entrepreneurship , Internet Marketing , Direct Marketing , Planning
How to destroy sales loser beliefs & catapult yourself to sales success
2007-08-18 18:36:00 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 ... More About: Entrepreneurship , Sales , Beliefs , Success , Loser
Finding your personal motivation
2007-08-15 11:37:00 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 ... More About: Personal , Entrepreneurship , Motivation , Sona
Getting in a right state versus getting in the right state
2007-08-13 16:58:00 When I ask salespeople and business people, "What are the key attributes of a top sales person?" they come up with words like the following… Motivated, professional, positive, friendly, resilient, tenacious, communicative, outgoing, smart, reliable, trustworthy, independent, go-getting, smart, respectable, ambitious… What do you think these words have in common? I’m sure you will agree that they ... More About: Entrepreneurship , State , Versus , Gavin
Selling pies should be easy
2007-07-27 01:25:00 Make it easy for your customers to buy from you… So finally British summer has arrived, the heavens have opened and it has chucked it down. After moaning for the last few years that it’s too hot in the summer and that the heat is down to global warming we’re now being told that it’s raining ... More About: Selling , Customer Service , Pies , Easy , Gavin
What one quality makes a great salesperson?
2007-06-24 13:37:00 When running sales training seminars I often ask what attributes make a great salesperson. I get a multitude of answers but people often say things like… … motivated, charismatic, tenacious, honest, goal seeking, driven, positive mental attitude, self-belief, knowledge… Today, I don´t want a list however… I´m just real curious… If you could only choose one quality ... More About: Great , Quality , Ality
Getting to the sales negotiation mindset
More articles from this author:2007-06-17 15:35:00 Our sales training blog has just been referenced by this rather nice blog site on how to break into and excel in medical device sales, Non Sterile. Although there are many skills that are required for successful sales negotiation I think their point about being in the "right frame of mind" is critical. One of the communication ... More About: Sales , Mindset , Negotiation 1, 2, 3 |
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