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Gavin Ingham joins me on the Salesman Podcast to answer the question – which is more important in selling, attitude or practical sales skills?
Are sales people born or made?
We discuss in Gavin’s experience if he thinks salesmen are ballsy enough or need to work harder to close the deal, how to get over limiting sales beliefs like ‘my product is overpriced, we need to sell cheaper’ and
Gavin explains that although you might know the tactics of negotiation for example, you can struggle to use these skills if you’re not mentally tough and don’t have adequate mental toughness.
“What salespeople need to do is decide what they need to believe to succeed and THEN find evidence to support that”
Using examples such as re-sellers selling the same products which massively different results Gavin shows us how to upgrade your attitudes to unlock your sales skills and unleash the closer in you.
The secrets of a motivational speaker
We wrap up the show with Gavin sharing some of the secrets of the motivational speaking trade which speakers use to grab and keep attention while they present. A lot of this can be used in sales presentations as well and so there is a lot of value here.
Guest info:
Gavin Ingham is a dynamic, straight-speaking presenter who will provoke audiences to think about business and life in a whole new way. An expert in mental toughness, Gavin asks the difficult, game-changing questions that other people don’t ask. He helps executives face up to making tough decisions, leaders coach more effectively and sales teams win more sales.
He is the author of 3 books and has spoken at more than 1000 conferences in the last 10 years. When he is not stirring up an event somewhere or closing a deal, you might well find him bashing out some boogie-woogie on the piano. He’s no Jools Holland but if you ask nicely he might just play a riff or two.
Show notes:
Books mentioned:
Become A Recognized Authority In Your Field – In 60 Days Or Less
Unlimited Power: The New Science of Personal Achievement
The 7 Habits of Highly Effective People
Willpower: Rediscovering Our Greatest Strength
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
