SalesGiants interviews Gavin Ingham, sales motivational speaker

Gavin Ingham, Sales Motivational Speaker

For the last 10 years, sales motivational speaker Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales psychology and sales motivation Gavin combines commercial experience, personal excellence and sales technologies in delivering personal and business sales success.

1) Gavin, what kind of customers do you usually work with and how do you help them exactly?

I have two specific customer types and in both cases I help them to improve sales motivation and performance. Firstly, I work with companies and organizations speaking at sales conferences, AGMs and away days helping to motivate and inspire. My aim is to ensure that they not only have a great event but that I leave a lasting sales buzz and energy which means more sales. This could typically be anything from a 45 minute opening or closing keynote address to a 3-hour sales boosting session. 

My second type of client is anyone and everyone who sells whether they are a salesperson, a business owner, an entrepreneur or a professional. Through my books, audio programmes, video training, open seminars and blogs I help people to make quantum leaps in their sales results and in their lives.

2) In a short sentence, what companies should be interested in your training services?

In short, any company looking to increase sales. Not quite as short, corporate organizations looking to set their next sales conference alight and individuals and smaller companies wanting to increase sales results.

3) On the other hand, who shouldn’t? What will companies NOT find in your training?

I don’t work with anyone who is not committed to getting results. I hate whiners, whingers and losers and I have no time for people who want to blame the economy, the market or someone else other than themselves for their lack of sales results. Don’t work with me if you don’t want straight talking advice!

4) Besides your website (http://www.gaviningham.com/), what other sales websites would you recommend?

That’s a difficult one. I am a voracious reader so my favourite websites are any sites with books on… I particularly like Amazon for books, Nightingale.com for programmes and Youtube for video shorts. More and more speakers and trainers are getting the message that they need to add value first so there is a lot of good stuff out there.

5) How about your preferred sales/business books?

I have read upwards of a thousand sales, personal development and business books and I liked many of them for different reasons at different times in my life. I usually only recommend books to individuals and like to ask a few questions before recommending. Put on the spot and asked to recommend books that are a good read for everyone I would recommend:

Unlimited Power by Anthony Robbins because it was pretty much the first book I ever read in the field, NLP The New Technology of Achievement by Steve Andreas and Charles Faulkner and The Success Principles by Jack Canfield. Reading is not just about great books but also about keeping positive ideas and strategies moving in your head. It’s about growth and development and surrounding yourself with good karma (!) so even bad books can be good!

    

6)  How did you get started in sales?

Like many people I got into sales by mistake… I kind of fell into it. I found myself without a job and someone suggested that I had “the gift of the gab” and should “try my luck in sales”. It took me a while to realize that it was the gift of shutting the mouth I needed rather more than the gift of opening it. And soon after I realized that luck has little to do with it. I was fortunate that I was quite good straight away but I then had to work hard to work out what I was doing that was working so that I could improve my performance and getter even better results.

7) Most memorable sale? 

One sale that sticks out is one where I met with an HR Manager who was using their nephew as their sole supplier. I didn’t know this at the time so I gave it all that I had. When I didn’t win the sale I kept persisting and eventually won an opportunity which I capitalized on and won the business. I later found out that it had caused something of a family rift. If I had known of the relationship at the time, I am not sure that I would have persisted as stubbornly! Maybe I would have given up and said to myself that it was an impossible situation. What this experience demonstrated to me was the importance of believing that you can succeed and employing the right tactics and strategies with 100% conviction.

8) Most disastrous sale (or funny situation)?

Early on in my career I did several deals and was something of an overnight sales superstar but it all went seriously wrong when I then failed to land 18 deals in a row. My boss at the time was pulling his already sparse hair out and was going bald much faster than he should have been. I knew that tenacity, persistence and commitment to my personal development would win the day but I was sure glad when the awaited deal arrived.

9) What is the biggest mistake you see as a sales expert? 

There are actually several core mistakes that salespeople seem to make over and over again. Here are three…

A)     Too much “Me! Me! Me!” Most salespeople go into sales meetings thinking about how they are going to make the sale, how they are going to convince their client to buy, how they are going to close the deal. This is wrong. When you visit a client the meeting should be about them, about their business and about what is important to them.

B)      Putting clients under too much pressure. After making their pre-packaged, pre-prepared sales pitch most salespeople turn to a tried and tested close. Sales trainers still teach this BS. If you feel like you are putting your clients under too much pressure than you probably are. No-one likes to be pressurized into making a purchase. 

C)      Not adding enough value. Salespeople all talk about selling on value and not price but many have no idea what this means! If you want to sell more then you need to work out how you can add value for each and every one of your clients and prospects.

10) What is the best sales advice you have ever received?

That would be courtesy of Mrs. Ingham (my Mum) and is more of a way of living. It’s as good advice now as it was when I was five, “If at first you don’t succeed, try, try and try again.”

SalesGiants interviews Suzanne Paling, author of The Accidental Sales Manager

Suzanne Paling,
author of The Accidental Sales Manager

Suzanne Paling is the principal and founder of Sales Management Services. She has over twenty years of experience in sales consulting, sales management, and sales for both field and inside sales organizations. Ms. Paling founded Sales Management Services in 1998 to provide practical advice to business executives, owners, and entrepreneurs seeking to increase their revenue and improve their sales organization’s performance.

1) Let's begin by talking about your book, The Accidental Sales Manager. What's the idea behind the book? Why did you write it?

In my consulting practice I work with presidents of small companies.  Most manage the salesforce.  None have any formal sales experience. Not one of them wants the responsibility of overseeing sales. When I first started my consulting practice in 1998 and had worked with 3 or 4 presidents, I began to notice the common frustrations they all experienced as they attempted to hire and train new salespeople as well as run the sales effort.  The book addresses the 15 or so mistakes that these otherwise intelligent, hardworking executives make with the salesforce.

2) In a short sentence, who should read your book? What kind of advice should they be looking for?

Any executive who finds themselves "accidentally" managing the sales department and doesn't have the training or experience to do so.  Most commonly, this would be the president of the company, though sometimes other executives take on the job.  They should be looking for budget-friendly advice about what salespeople (especially newly hired salespeople) need to do their job effectively.  As well, the book offers tips, forms, templates and checklists to guide them as they make the changes I suggest.


3) On the other hand, who shouldn’t? What will readers NOT find in your book?

This book is not for a salesmanager working for a large corporation.  Bigger companies have a training program, protocol, systems and processes in place that they will need to follow. Readers will not find a long-winded philosophical treatise on sales management.  I don't analyze and question every aspect of the subject.  The advice I give in the book is straightforward, practical and actionable.

4) What's the first thing someone should do after reading your book?

If they're hiring a new salesperson, they should put together a schedule for the rep's first 2-3 weeks.  Have them work with an employee in every department in the company - at least for a brief period of time.  During these 2 weeks, make sure the rep learns how to use the sales software, give a product demonstration and can answer most customer questions before they start calling on customers.

As far as the current sales staff goes, they should create a sales reporting system including a productivity report, pipeline report and sales forecast at the very least.  Manage the effort. Make sure that the reps are turning in good quality reports on a regular basis.

About your preferences:


5) Besides your own website (http://www.salesmanagementservices.com), what other sales websites would you recommend?

- www.businessbyphone.com

- www.salestrainingcamp.com 


6) How about your preferred sales/business books?

• Stop Telling Start Selling by Linda Richardson
• Ask Questions Get Sales by Stephan Schiffman
• Selling to VITO by Anthony Parinello
• Coaching Salespeople into Sales Champions by Keith Rosen

About you:


7) How did you get started in sales?

I started my sales career in HBA.  I covered the New England states (Massachusetts, Rhode Island, Vermont, Maine and New Hampshire) for a perfume company.


8) Most memorable sale? 

The perfume company I was working for designed a display piece containing perfume, lotion, and body powder.  I thought it would be ideal for a large customer of mine in Maine.  I presented it to them and they turned the idea down flat.  I couldn't believe it.  Several hours after the sales meeting, I gave the buyer a call.  I told him I thought the display piece was tailor made for their stores and that I was stunned when he said no to the proposal.  He agreed and ended up buying display pieces for almost every store.  It was a good lesson in never giving up.


9) Most disastrous sale (or funny situation)?

For years, I called on an independent department store.  The buyer loved my product and placed large orders.  It just so happened that I really liked the clothes they sold.  One day I arrived a little bit early to do some shopping before meeting with the buyer.  I purchased several outfits.  During our meeting the buyer placed an uncharacteristically low order.  I was surprised and disappointed.  When I got home and looked at my receipt, I realized I'd spent more in clothes at their store than they purchased from me.  It was unbelievable.

About your work as a sales expert:

10)  What is the biggest mistake you see as a sales expert? 

Salespeople talk too much and don't ask enough questions.


11)  What is the best sales advice you have ever received?

Keep your questions open ended (can't be answered with a yes or no).

Ex:  Do you like our product?  (closed) versus  What are your impressions of our product so far? (open).


12)  What are you working on right now that makes you feel energized? What's your next big project?


Several of my clients are ready to hire again and that's very motivating to me.  Right now I'm helping one client hire their first dedicated sales rep and another hire their first sales manager.  Both of these clients have realized the revenue growth to justify these newly created positions.  I'm honored that they asked me to help them. 


13)  What is the best testimonial/comment you have ever received? 

Whenever a client tells me that I've made their professional lives less stressful by helping them to create a more organized and structured sales environment it really makes my day.  That's why I do what I do.


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To know more about Suzanne Paling, author of The Accidental Sales Manager, please visit http://www.salesmanagementservices.com

SalesGiants Interviews Marcus Sheridan, From TheSalesLion blog

Marcus Sheridan teaches businesses how to create awesome web content that leads to traffic, sales, and growth. For the last 10 years, he’s owned his own business in the swimming pool and hot tub industry and his SalesLion blog is a reflection of his thoughts about Sales/Marketing/Web 2.0, Blogging, Self-Improvement, Motivation, and of course, the roller coaster that is owning a business. 

1) Let's begin by talking about your website. In a short sentence, Marcus, who should visit www.thesaleslion.com? 

The Sales Lion is a mosh-pit of sales, marketing, and self-improvement advice. What makes it unique is that I simply don’t write about something unless I’ve personally ‘been there, done that’. Everything is real, frank, and applicable to just about anyone or any business looking to get better.

2) On the other hand, who shouldn’t? What will readers NOT find in your website?

I’m not a Tech Nerd. In other words, I’m like the 99% of the world that doesn’t know HTML, code, and every new piece of technology that comes out. Notwithstanding, I teach people, many of which are average Joes, how to blow-up their business—be it sales, marketing, website tips, you name it.

3) Besides yours, what other sales websites would you recommend? 

Dang, there are a bunch out there. To me, sales and marketing are the same thing in the information age. They’re inseparable. But in terms of straight ‘sales’, I’d strongly recommend Paul Castain’s : http://yoursalesplaybook.com/ -- The guy is a tremendous writer and motivator, and he is freaking hilarious to boot…In terms of marketing and thought leadership, I’d urge anyone to check out Seth Godin’s (http://sethgodin.typepad.com/) or Chris Brogan’s (http://www.chrisbrogan.com/) blog.

4) How about your preferred sales/business books?

Every book out there right now, at least in my opinion, is simply a follow-up to Carnegie’s “How to Win Friends and Influence People”. Fact is, if every sales person had that one book alone and mastered its principles, they’d be the best in their chosen field. I’m not exaggerating here at all. Carnegie was a genius.

5)      What's the first thing someone should do after visiting your website?

See my photos at the bottom right of the page. I want viewers to feel like they know me, my family, and that I’m just like them. Relationships are what I’m after, so let’s get to know each other. I learn more from my readership than they do from me, which is why I love being a part of the blogosphere community.

About you:

6) How did you get started in sales?

I started a swimming pool company right out of college. This position forced me as a 23 year old kid to sell $50k plus pools to people who were my parent’s age. But it was through this process of owning a business that consisted of retail and in-home sales that I was able to refine my systems and become great at what I do.

7) Most memorable sale? 

My system of building trust and selling is unique in many ways. In fact, I always tell clients that upon our first meeting, I expect to earn their business at that time. In other words, I’m there to sell. (To me, SELL is not a bad word. [Sorry Tom Hopkins] The only thing bad about it can be the sales person’s approach.) But the word itself is what makes the world go round.

For example: I once was in a meeting with a couple regarding their swimming pool purchase. At the end the presentation the husband looked at me and said, “Thanks for all this information Marcus. We like what we see. Can we let you know something tomorrow?”

To which his wife looked over and replied to him, “Honey, Marcus didn’t come here tonight so you’d let him know something tomorrow.”

Needless to say, I walked out of their home that evening with a check, and it was all made possible because I told them both beforehand the purpose of my visit was to sell them a pool at that time.

About your blog work:

8) What is the biggest mistake you see as a sales expert? 

There is a huge lack of education-based sales and marketing in this world. With the internet, the ‘sale’ starts long before the first meeting with a client. Sales professionals must be great teachers. They must learn to think exactly like their customers. By so doing, they can truly answer the needs and concerns their customers have regarding their products. Sadly, too many ‘sales experts’ suffer from The Curse of Knowledge and therefore relate very poorly to their client base.

9) What is the best sales advice you have ever received?

See the world as a question. This simple statement taught me to ask questions…all the time…without stop. I want to hear from clients. I reality, they don’t want so much to hear about me until I’ve fully heard from them. Great questions are the only way to make this a reality.

10)  What are you working on right now that makes you feel energized? What's your next big project?

I’m doing more and more public speaking. In fact, I see myself as a very average writer, but I’m a pretty darn good vocal communicator. My blog is the platform for my voice, but it’s also the means by which businesses learn about the way I see the world and then invite me to share my thoughts and ideas with them.

11)  What is the best testimonial/comment you have ever received? 

Gosh, this one is tough. I’ve been blessed to receive some tremendous comments. The ones that tend to bring me the most happiness have to do with an individual or company that has embraced a new way of thinking or doing and now feels completely empowered to reach their goals. People so often know they want to be successful but just don’t know how they’ll get there. I teach them how to get there. Once they see this vision, everything about them, whether it be temporal, physical, or spiritual; changes for the better. It’s an amazing process.

***

You can learn more about Marcus Sheridan and his work here: www.TheSalesLion.com