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Cold calling tips for getting through to the decision maker
2007-09-21 18:02:39
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 upon. They say that they find their cold calling sessions constantly derailed by their inability to reach decision makers. Well, these tips are for you. They can be used when cold calling, warm calling or even calling your existing clients! However you utilise them, they will help you to effortlessly improve your call to client contact ratios. 1. Be assumptive When dealing with gatekeepers we must be polite but assumptive. One of


What sales superstars believe that you don’t
2007-09-12 18:15:22
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 because what you believe will ultimately determine how you feel in any given situation and therefore how you behave. This in turn will be a powerful predictor of the sales results that you are going to get. Let’s say that in scenario one you have just made a sales presentation to a potential client. You believe that your product is “too expensive” and that your client is not going to pay what you need them t


Finding new client information
2007-09-06 18:48:30
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” are commonplace. Here’s the thing. There are plenty of clients out there but you have to take some action to find them. Sales people moaning and whining about this subject always reminds me of a child saying that they’re bored in the middle of the summer holidays. Nonsense.  There’s always something to do, they’re just too busy focusing on their own perceived boredom and not on what they can do. These salespeople are just the same. They are spending far too much time moaning and far too little looking for new clients! It sounds unbelievable as I write this but I once gave one of my sales consultants Wale
Read more: information

How to destroy sales loser beliefs & catapult yourself to sales success
2007-08-18 11:36:35
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) , it’s usuall some element of mindset, but what? What is that empowers some individuals to walk out and double their sales virtually over night? My opinion is that people who get instantaneous results are the ones who manage to locate and destroy sales loser beliefs that are holding them back from what they want to achieve. This 10-step exercise will help you to find and remove any limiting beliefs that are stopping you from achie


Finding your personal motivation
2007-08-15 04:37:06
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 do about it, why bother right? Wrong! Some people may be naturally more motivated than others. Some people have learned to be more motivated than others. Some people have been brought up in environments where self-motivation is encouraged and fostered. Some people will be able to self-motivate far easier than others… But remember, although changing your current habits might be difficult it is possible. Think what it would mean to you if you


Getting in a right state versus getting in the right state
2007-08-13 09:58:52
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 are all attitudes. I have worked with literally thousands of sales and business people and they all believe that attitudes are more prevalent than skills in sales and business. “If you don’t have the right attitude then you’ve no chance!” Infact, even when taking the skills into account, most business people, salespeople and entrepreneurs believe that the answer is about 80% attitudes versus 20% skills. Now I’m not saying that skills aren’t important because they clearly are crucially important. You probably know a salesperson wi


Selling pies should be easy
2007-07-26 18:25:39
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 so it must be global warming… But amazingly, inbetween the rain, it’s actually really quite ok weather up here - for Yorkshire anyway! So today I managed to get the roof down on the car for a bit and decided to forget about having done 18 sales training seminars on Sales Negotiation Skills and Powerful Presenting all around the country and to have a little rest… Or so I thought… But as I often say in my sales seminars, life has a funny habit of teaching us what we need to know but most of us ignore it every day. Sales training tips are all around but how many do you notice… I woke this morning feeling fabulous and headed for my favourite out


What one quality makes a great salesperson?
2007-06-24 06:37:04
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 and one alone, what ONE quality do you think makes a great salesperson? Related EntriesDoes cold calling work? Getting in a right state versus getting in the right state How to destroy sales loser beliefs & catapult yourself to sales success What sales superstars believe that you don't About Gavin Ingham


Getting to the sales negotiation mindset
2007-06-17 08:35:43
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 skills employed by all successful salespeople at whatever point in the sale is the almost psychic ability to know what the other party is thinking. This skill, of course, is not psychic nor is it magic it is purely a matter of asking the right questions of yourself and focusing your mind. Try asking yourself the following questions before going into a sales negotiation situation… What do I know about the buyer’s background? What is the buyer hoping for from this negotiation? What do I think their likely starting points and walk-aways will be? What games are they likely to play and what tactics are they most likely to use? What is the


The Sales Apprentice: Sales training tips from the hit TV show, The Final
2007-06-13 19:02:03
After last week’s flashback to what interviewing might have been like in “Life on Mars” with it’s sexist questioning tactics aimed at proving woman with children have to make their case to work, tonight’s episode was back to business as normal with a task.. This was billed as the “head to head” between Simon and Kristina but turned out to be more of a battle of egos between many of the “bit “ players. This was Rosencrantz and Guildenstern centre stage and it wasn’t pretty. Not so many sales training tips tonight but many personal development and career lessons for how not to achieve success in life, business and sales. The specialist task tonight was to come up with a landmark for London. SAS wanted a conceptual idea for the replacement of a £120m building he had just bought. It has to be meaningful, innovative and … make him some money. They were not actually going to “do” this project – it&rsqu
Read more: Sales , Apprentice , Final

How to build confidence and close more sales
2007-09-26 15:22:20
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 something that we are. It’s a way of thinking. That means that it’s something that everyone can learn. The question is then – how important is it to you to learn it? If you want to be a great sales professional or a successful business owner it should be very important to you. Confidence changes your sales behavioues and the way you approach challenges. It changes your actions and your results. It changes your image, your appearance t


How to qualify clients in a win win way
2007-09-29 07:44:26
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 communication and keeping the deal on track. I just wondered if you had any tips? Sales professional,  Building engineering services industry What a great question! First off, it is important that as a salesperson or company we know what our boundaries are. As I have said many times before, there is little point working with prospects and clients that are going to prove unprofitable or unacceptable to our business. As a business per


Tips for negotiating in the toughest of negotiation scenarios
2007-10-13 03:26:05
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 2000 product but is expecting a discount from his current investment of 1500. What can I do? Great question and one which is not at all uncommon. The first problem here is that this client has obviously been seriously under sold in the past and this has set his expectations. Whilst there is not a lot you can do about this situation now it´s important that you learn this and do not fall into this trap yourself when signing up new clients yourse
Read more: negotiating , toughest

Goal setting with no limitations
2007-10-10 10:11:06
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 mine recommended it and said that reading it would increase my sales results. Yeah, righto! But I like reading and I like books so I picked it up anyway. Wow! Did I enjoy it or what! The book is a great read and a must read if you´ve never read anything like that before. Anyway, I duly followed the instructions and set myself goals for numerous areas of my life, many of them "plainly absurd" based on where I was at that point in m
Read more: limitations

Cold calling howlers, Gavin’s kitchen nightmares!
2007-10-03 18:35:39
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 when my home phone rang. After a sip of tea I decided to answer the phone just incase it was someone from my family or one of my friends. It wasn’t, it was a cold call. Salesperson: “Hello. This is so and so from Blag & Bodgit Kitchens, how are you today? Me: “OK.” (This is such a lame question. I don’t believe he means it! “How convenient is it to speak?” is much more polite.) Salesperson: “We want to locate a few houses in your area so that we can redesign their kitchens and use them as show kitchens. Would you be interested?” Me: “Maybe.” (I am currently looking to redesign the kitchen but, despite
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Dealing with voicemail, 10 tips for outwitting the electronic sales prevention machine
2007-10-15 17:58:12
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 the biggest issues that many of my seminar delegates face. If only they could avoid voicemails! If only they could speak to more decision makers! If only there was a magical technique for guaranteeing that their prospects would ring them back! Get over it! There isn’t. But voicemail is so  much worse than it was 10 or even 5 years ago Gavin. Soon I won’t be able to speak to anyone! Is it? Maybe. Maybe not. In my experience there were plenty of industries even 10 years ago where many clients used voicemail as a way of filtering their inbound calls. When I was a sales director and got 35 to 40 inbound calls a day I used voicemail to filter my calls. This
Read more: prevention

Stand up if you like cold calling!
2007-10-23 05:58:33
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! Stand ing up whilst on your phone is one of those perennial sales wisdoms that has been around for years. I remember one of my first sales managers taking away our chairs and not letting us sit down until we had had a “win” on the phone! This practise is certainly not dead in today’s competitive sales markets either. Some of my clients have "Power Hours" of cold calling during which no-one is allowed to sit down or put the phone down. I was watching a reality programme


Audio interview of sales motivational speaker Gavin Ingham on ExpertsOnline.tv
2007-10-30 10:53:15
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), interview ed 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. Sales interview with Gavin Ingham Audio length: 22 minutes 30 seconds This is the first of several interviews and audios that I will be posting at GavinIngham.com so make sure that you join my newsletter now and you will be the first to hear about them. Related EntriesIn the media Speaker agencies Audios, mp3 & podcasts Room set up details Power Canvassing


Gavin Ingham interviewed by Keybank on successful goal setting
2007-10-30 05:12:17
I was interviewed by Keybank on goal setting for students but before you switch off and decide this is not relevant for you, it might well be! The answers are relevant for everyone no 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 to you! 1)   Why is it important to set personal goals in order to succeed educationally? Setting goals is an essential part of achieving “success” not only educationally but also in your life in general. The skill of goal-setting is something which should be taught to everyone from a young age. Setting goals encourages individuals to look at what they want to achieve, to create route maps to that success and to prioritise correctly. Effective goal-setting requires the goal-setter to ask themselves “why is this important to me?” This is particularly important in education as many young peo
Read more: Gavin

Should I only be cold calling prospects I convert most easily?
2007-11-02 06:40:31
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 are that they do the website prgramming themselves?   Secondly, if it is, in your opinion; how do you get around the fact that the majority tell you upfront they do it themselves and it is a core business? What would you say to get them to engage further?  My opinion is my time would be better spent calling design agencies where they may need our services, but i am interested as to what your opinion on the matter is Thanks for the question.


Perfect Presentations article at Training Zone
2007-11-06 18:45:58
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 re
Read more: Perfect , Training

What’s your Si (Sales Intensity) rating?
2007-11-14 10:01:42
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 alone, delivered 100+ days of seminars / training, given motivational speeches for annual conferences, AGMs and away days and done sales coaching / training for a handful of select clients. And that’s before I started working on books, audios, DVDs or even blog articles! Meeting, working with and helping  all of those people has been a delight but it can also be a frustration, particularly when individuals are not wor
Read more: Intensity

Making more time to make more sales
2007-11-26 12:02:41
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 you for your help!!!   Thanks for the email, this is a sales question which I get asked a lot when running sales seminars and when sales training. The aim here is clear, we need to help you to get some control back over your client and some balance back into your sales activities. Failing to do this can result in you spending a disordinate amount of time with one client and lost sales due to you missing out on other important sales activities such as prospecting!   Pareto’s Law explains that 80% of your results will come from 20% of your activities and this is as true when selling as in any other discipline. When I run sales training sessions we often discuss how much sales energy


How to sell more in competitive markets
2007-12-17 12:22:06
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 include (surrounding areas). However, there are 2 other magazines that are distributed in the same area. One of the magazines has been in our county since 2000. The other magazine has been around in maybe the same time frame. I have two questions:- 1. How do I convince the advertisers that our magazine is a good place to advertise?  I receive a lot of objections that include things like:  "We already advertise in ABC magazine and it is distributed in the same way as yours.” 2. I go to all of the advertisers that advertise in the other magazines to try and get them to advertise in ours. I also go to companies that don’t advertise in the magazines and
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