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Articles by Gavin Ingham

• Sales Training Tips From A Golf Pro - Tony Westwood Speaks With Motivational Speaker Gavin Ingham
  The other day I was approached by a Head PGA Golf Professional, NLP Sports & Master Practitioner, Qualified Hypnotherapist and Professional Speaker by the name of Tony Westwood who wanted to tell me about what he did. We had an interesting chat about performance and motivation and I asked him to share a few thoughts with you about peak performance and how it applies to golf, sales, business and life..
  Published 17Jan2011, viewed 253 times

• How Important Is Social Media, An Interview With Chris Norton
  Gavin interviews Chris Norton, CEO of www.tweasier.com and managing director of Dead Dinosaur, a specialist word of mouth marketing, social media and public relations consultancy - on the importance of Social Media.
  Published 14Jan2011, viewed 288 times

• Football, Fantasy & Sales Success
  It doesn't matter how much talent you have, if you cannot make it work on the night, if you cannot get the result, then it's irrelevant.
  Published 27Sep2010, viewed 243 times

• Are Great Salespeople Born Or Made?
  Psychologists have been arguing for years about the interaction between nature and nurture and the importance of these twin factors on your ability to achieve (or not) in your life. They will probably be arguing for many, many more. In my experience, as a motivational speaker and author, there is no easy answer to this question...
  Published 27Sep2010, viewed 180 times

• How Not To Sell High Value Products & Services
  Value cannot just be assumed because you decide it is so. Value has to be uncovered, value has to be built up, value has to be understood and value has to be about the customer, not you. So I thought that it would be fun to look at how not to do it, so here follow 7 Rules For How Not To Sell High Value Products & Services.
  Published 25Sep2010, viewed 156 times

• Should I Hire A Sales Coach?
  Tips on indentifying who should hire a sales coach, why to hire a sales coach and how to chosse your sales coach.
  Published 14Aug2010, viewed 187 times

• Sales Training Tips for Handling Cold Calling Objections: Part II
  Handling objections professionally requires a combination of the right mindset and the right linguistic skills. Here are the remainder of the 10 proven strategies for smashing some of the most stubborn objections
  Published 12Jul2010, viewed 702 times

• The Sales Apprentice 2009: Sales Training Tips From the Hit TV show: Part V
  This week on the Sales Apprentice the task was for our two intrepid teams to come up with a brand identity for a new product - Sir Alan's new breakfast cereal concoction. He wanted them to name it, create a brand, think up an identity and produce an advertisement to pitch it to an agency. The team with the best campaign would be the winner.
  Published 12Jul2010, viewed 240 times

• The Sales Apprentice 2009: Sales Training Tips From the Hit TV Show
  The final of the Apprentice. Cool, professional Kate versus passionate, entrepreneurial Yasmina. Their brief, design and pitch a new brand of chocolate. Sir Alan said they were his best candidates ever and that it was his hardest decision yet. Either could have won. Yasmina did.
  Published 28Jun2010, viewed 241 times

• Sales Training Tips for Handling Cold Calling Objections: Part I
  One of the biggest challenges facing many salespeople is cold calling for new business meetings and winning new sales on the telephone. In many industries cold calling is the most cost effective way of uncovering new business opportunities. It is also an activity which strikes fear into the hearts of even some of the most proactive and confident of salespeople.
  Published 21Jun2010, viewed 453 times

• 10 Sales Training Tips That Will Help You To Make More Sales
  I am feeling short , sharp and snappy today so here are 10 sales training tips that will help you to win more business...
  Published 14Jun2010, viewed 311 times

• A Sales Training Tip For Estate Agents... And Everyone Else!
  Simply put - many salespeople fall at the first hurdle because they just don't apply themselves consistently enough.
  Published 14Jun2010, viewed 326 times

• How to Get That Great Sales Job
  2009 has been a tough year. For many, a very tough year. I have written several sales training articles and reports about what salespeople, entrepreneurs and business owners need to do in today's economy to succeed but what about salespeople looking for new sales roles? What can they do? How can they help themselves to secure the jobs and careers moves that they want and desire?
  Published 05Jun2010, viewed 159 times

• It's Not All About You, You Know!
  Most people live their lives on "Me! Me! Me!" but that's not good enough when your clients live their lives on "Me! Me! Me!" too. To be a truly great salesperson you need the "Me! Me! Me!" drive and ambition but when you get in front of prospects and clients you need to be "You! You! You!". We are, after all, supposed to be servicing our clients.
  Published 05Jun2010, viewed 184 times

• Cold Calling Blues?
  When done well, cold calling is one of (the?) fastest and most effective route to gaining more new business leads. Critically, there are times when it would be incorrect to use cold calling and something else would be more effective... but there are also times when nothing will beat cold calling and when cold calling may be the only way to reach your target market.
  Published 24May2010, viewed 234 times

• How To Mess Up A Cold Call
  A lot of people think that cold calling doesn't work anymore. A lot of people think that cold calling never worked. A lot of people think that cold calling doesn't and won't work for them. A lot of speakers are making a lot of money perpetuating this myth (watch out for my forthcoming video series where I set the stall straight on that one!).
  Published 19May2010, viewed 146 times

• How Do I Avoid My Cold Call Being Viewed As An Interruption By My Prospect?
  You can never guarantee that your prospects will buy from you or connect with you. And you can never guarantee that they will even speak with you. That's just the way that it is. But you can guarantee that you make cold calls that give you the best chance of being viewed as a legitimate new business call and you can guarantee that you can make your calls relevant to your prospects and not just yourself.
  Published 12May2010, viewed 136 times

• Repetition Is The Key To Sales Success
  Don't wait for your boss to put you on a sales training programme. Don't wait for your sales results to fall off a cliff. Don't wait until it's nearly too late to start. Start now and make regular sales training practise of your selling skills part of your daily habits. You'll be amazed what you can achieve from a mere 15 minutes a day practising your basic sales skills.
  Published 06Sep2009, viewed 249 times

• Will I Sell More If I Change My Title?
  The reality of course, is that once you are through the door they will judge you on who you are and no fancy titles or strings of letters after your name will hide the fact if you are a no-hoper.
  Published 21Aug2009, viewed 269 times

• Tenacity Is Key If You Want To Sell More Now
  Robert got what he wanted by deciding what it was and then taking action until he achieved it. It wasn't clever, it wasn't pretty but it worked. And a lot of salespeople and business builders that I know could do with being a bit more like Robert.
  Published 07Aug2009, viewed 282 times

• 8 Cold Calling Tips to Motivate & Inspire
  Learn how to make cold calling work for you and your business with these 8 tips for becoming a confident and successful cold caller.
  Published 13Mar2009, viewed 448 times

• 7 Tips for Confident Cold Calling
  To help you to get and maintain the right sales attitude here are 7 tips that will help you to be a more confident and successful cold caller!
  Published 03Jan2009, viewed 243 times

• Is Blogging A Viable Sales Tool?
  Many blog marketeers have an inherent interest in positioning blogs as the second coming, as the only marketing required in your mix, as all you need to succeed in selling your products, services, or indeed anything that you want to sell.
  Published 07Sep2008, viewed 409 times

• Possibly The Best Time Management Advice Ever
  Have you ever wanted to write a book? Take up a hobby? Learn a new language? Do you know someone who wants to study for a new career? Spend more quality time with their children? Get fit and exercise more regularly? Have you yearned to spend more time on the golf course? More time with your friends? More time pampering yourself? Would you do more with your life if only you had more time?
  Published 06Sep2008, viewed 268 times

• How To Get Fired Up To Make More Sales
  Most people do not understand how and why they get motivated and therefore their motivation levels tend to ebb and flow like the daily tides. Few people have total control of their own motivation levels.
  Published 05Sep2008, viewed 424 times

• How to listen for hidden client objections
  The ability to listen, not only to what is said but to what is not quite said, is essential if you want to improve your sales skills and increase your sales results.
  Published 04Sep2008, viewed 319 times

• Motivational speaker Gavin Ingham interviews goal setting expert Andy Smith, part 2
  Part of Gavin Ingham interviewing goal setting expert Andy Smith on how to set goals that really work.
  Published 23Mar2008, viewed 308 times

• Selling in a Recession - 5 Strategies for Selling in Tough Markets
  Even if there is not as much business out there, then you need to be more active, more focused and more targeted. If your competitors are easing off a little, now is the time to up the anti and grab your share of the market.
  Published 22Mar2008, viewed 2384 times

• Motivational speaker Gavin Ingham interviews goal setting expert Andy Smith, part 1
  Sales motivational speaker and sales training expert Gavin Ingham interviews goal-setting expert Andy Smith on goal-setting that really works.
  Published 21Mar2008, viewed 308 times

• Why repetition is the key to improving your sales performance and your sales results
  Salespeople with Repetitis get bored and moan about having to repeat the same tasks over and over. This in turn leads to lack of motivation and causes them to lose focus and to start to go through the motions. This in turn will impact their sales performance and results.
  Published 18Mar2008, viewed 283 times

• If Selling Is So Simple Why Can't Everyone Do It?
  Selling provides virtually unrivaled opportunities for anyone who is prepared to commit themselves. Your degree won't help you. Your qualifications and exams won't help you. Your CV won't help you. The only person who can help you is you. And that's too much of a leveller for most people. Handbrake off, safety net removed, crash helmet discarded. Most people want to blame someone else...
  Published 21Feb2008, viewed 328 times

• Is There Such A Thing As A Professional Salesperson?
  Many salespeople don't take action. They mistake low barriers to entry for low effort being required to succeed. Turning up at 9, leaving at 5 and doing the bare minimum is not the way to behave as a professional. Taking the easy route is not the path to professionalism. Ultimately, professionalism is not where you came from, which school you went to or which career you picked - professionalism is what you do consistently.
  Published 17Feb2008, viewed 373 times

• How To Upsell & Cross-Sell To Achieve Rapid Sales Growth
  Upselling and cross-selling the right stuff at the right time is your duty. How many times have you bought something only to get it home and realise that you wish you had bought the more expensive option because it has features or benefits that you would have preferred. If only the salesperson had told you about it!
  Published 27Jan2008, viewed 362 times

• Selling In A Recession - Why Some People Are Going To Crash And Others Are Going To Fly!
  There's going to be a recession! Baton down the hatches, bad times are coming! For many salespeople and business owners this may well be true. But does it have to be? In this article, leading sales expert and motivational speaker Gavin Ingham outlines how you can make more sales and grow your business in any market.
  Published 14Jan2008, viewed 682 times

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