Social Evolution (SE) is the term I use to define the superficial evolution of modern society.

SE dictates and predicts, the only thing we experience in life as permanent; is in-fact, impermanence. Charles Darwin once famously said: “It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.”And I tend to agree with him.  

In business a company that embraces, adapts and harnesses change, but also understands the fundamental and impermeable consistency of human nature, will not only survive – it will prosper!

Inspire,

Trent Leyshan                  Sales Training ∙ Sales Coaching ∙  Sales Book

We naturally ‘sell to’ and ‘buy from’ people we like or share a likeness with.

A Business Friendship is no dissimilar to a social or personal friendship, the same rules apply, such as: commonality and camaraderie, adding value, listening and understanding, trust and integrity and let’s not forget good old fashioned manners.

In a business friendship the monetary exchange for a product or service is merely a formality as part of the relationship development process, but it’s not the basis of the relationship.

The relationship is rooted in solid foundations that transcend merely a ‘buying or selling’. This type of customer connection supersedes a price comparison transactional based relationship.

Business Friendships promote loyalty and loyalty promotes a healthy, profitable and sustainable business.

Inspire,

Trent Leyshan

Sales Training ∙ Sales Coaching  ∙ Sales Book

A ‘Value Component’ is a core sales function performed by one person, or a group of people, in a predetermined and highly efficient manner.

In sales, individual value components can include: management, research, prospect generation, appointment setting, relationship development, consulting, account management, project management, and administration.

To maximise the output of a value component, a specialist usually performs one or a small number of value components only, and delivers value at a more advanced level than any single person, group, or entity could achieve by performing multiple value components concurrently.

A specialist will always outperform a generalist.Value components promote specialisation and the perpetual development of relevant skills, behaviours and efficiencies through repetition. By diluting your salespeople you reduce their ablility to perform at advanced and elite levels.

In today’s hyper-competitive markets being the best is not only beneficial to success, its critical to survival.

Inspire,

Trent Leyshan                  Sales Training ∙ Sales Coaching  ∙ Sales Book

Telling-Selling is what most unsuccessful salespeople specialise in.

Telling-Selling focuses on ‘The Sell’ as apposed to a real customer conversation that helps the sales person empathise and understand what the customer needs and really wants.

The philosophies fundamental to Telling – Selling were made famous by the traditional selling methodologies advocated through manipulation and persuasion.

Telling – Selling is one directional and relies on the continual push of the same message. Whereas as a process like Empathy-Selling engages buy-in from the customer early in the sales -process therefore reducing the sales person’s requirment to push and keep pushing to make the sale.

Often pushing in the wrong direcion and never understanding why its so difficult to come to an agreement.

Inspire,

Trent Leyshan                        Sales Training ∙ Sales Coaching  ∙ Sales Book

In parts of poverty stricken African it’s a very different story – people buy and barter things in exchange for what they need to survive on a daily basis.

In the western civilized world, rightly or wrongly, we are driven by consumerism.Our basic needs have been replaced with wants and aspirations. These wants defined [or redefine] who we are, what we stand for, and where we are going in life.

Understand this premise and you understand how to align values and sell value that connects with your customers’ higher goals and aspirations. And with this state of being comes the removal of price comparison.

Inspire,

Trent Leyshan                       Sales Training ∙ Sales Coaching ∙  Sales Book

Often when a person believes they are listening to another they are actually listening to the sound of their own internal dialogue, and waiting for their own opportunity to speak next.

Even when a person is actively listening to another, they are usually just hearing and responding to the words that are being spoken.

The art of ‘Heart Listening’ transcends to a masterful level where not only are you hearing the words being spoken but a total focus on the other person allows you to gain awareness of their energy, emotion/s and attitudes and the underlying tone or impact of the conversation – where it is taking you and the other person.

Heart Listening allows you to more accurately assess and guide the conversation and genuinely connect with your customer.

It is at this depth of listening that your intuition will be most available to you and will provide you with the most possible amount of information about the ‘heart’ of the issue for your customer and the underlying impact in the moment.

Inspire,

Trent Leyshan                         Sales Training ∙ Sales Coaching ∙ Sales Book

A Balance Sheet Business, or ‘BS’ Business, is a business set-up solely for the purposes of generating money and extracting shareholder returns.

In a BS Business the customers’ are essentially a means of which to generate a profit, instead of being the true nature and purpose of the business.

This money making psychology takes precedence over all else, even at the detriment of team members and customers. When a business and its people exist in this type of self focused state – more often than what is attracted are people and circumstances, of a similar, if not, identical likeness.

When a business is failing or refusing to service and add value to its customers at the required levels, the mirror soon appears, and serves the same consumption driven and self focused customers.

Anyone who’s been in business long enough knows how hard it is to be build a successful business with these types of customers, it’s down right impossible.

Inspire,

Trent Leyshan   Sales Training  ∙  Sales Coaching  ∙  Sales Seminars

RetroService™  is achieved via two modes: passionate people and the unique and memorable experience they create for your customers’.

RetroService™ is the form of service our parents and grandparents experienced back in the day. The form of service they not only received, but expected.

Such as, having your petrol pumped at the local petrol station, or the manager at a restaurant knowing you by name and ushering you to your favorite seat, and even remembering the wine you ordered previously.

Although times have changed – our intrinsic human nature has not. We all still desire to be loved, respected, appreciated and remembered – this is the essence of RetroService™.

Inspire,

Trent Leyshan                     Sales Training  ∙  Sales Coaching  ∙  Sales Seminars

Empathy-Selling is a compassionate understanding of the thoughts and feelings of your prospects and customers.

Empathy quite simply, puts you into the hearts and minds of others. Some refer to this state as vicariously walking in another man or woman’s shoes, we call it taking the time to genuinely consider the thoughts and feelings others. Empathy is one of the most important and fundamental elements to successful human interaction.

Just as selling, in its various forms and guises, is one of the most important elements developing success in life and indeed business.

A salesperson or business that lacks empathy generally does not posses the capacity to truly understand and connect with its prospects and customers.

Inspire,

Trent Leyshan                     Sales Training  ∙  Sales Coaching   Sales Book

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