Sales Blog from Sales expert Trent Leyshan

Archive for March, 2010

What happened to good old fashioned service?!

Thursday, March 25th, 2010

RetroService 2How hard is it to find good old fashioned service these days?! I mean the kind of service that makes you feel all warm and fuzzy inside?

The type of interaction between two people that creates such a meaningful experience for you ― you just have to tell other people about it?

We all love great service. So why then is it so bloody hard to find?! Great service is not that difficult to achieve. All it takes is some commonsense and a willingness to make other people feel good. It’s that simple. In fact, it’s so easy anyone can do it and it takes very little effort.

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Busy is overrated

Friday, March 19th, 2010

JugglerIn business I meet plenty of salespeople who seem busy, but only a few who are truly effective.

The reality about busy salespeople is that most are unproductive in comparison to their time-to-output ratio, because the amount of actual value they create is limited by their available time spent per customer. 

The value you create multiplied by your available time will determine your output. A salesperson’s time is best spent on core activities that promote the most value per time spent to achieve maximum output.

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You’re a Star!

Tuesday, March 9th, 2010

Shining starCan you be a “star” all the time ― shining and twinkling high above everyone else, every day? I think a few remarkable people can, but much more attainable for most is being a “star” some of the time.

If you’re a career salesperson like me, you will know how challenging being a “star” can actually be. It’s not an easy road to take and the goal posts appear to magically move and the rules of the game are always changing.

We all have our ups and downs. I’ve had my fare share of downs. You could say the best part of my career has been defined by downs.

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Do you have to like your customers?

Wednesday, March 3rd, 2010

LipsThe short answer is, no. However, my experience suggests the better you get along with your customers, the more meaningful the relationship becomes. 

One this is for sure, if you dont like your customers, you must at the very least share a likeness with them. And the best form of likeness is: their best interests.

“I dont really like you, but I still really care about you.”

Is a powerful mantra I embed into service based businesses.  Even if you don’t like some of your customers’ ― you still better service the pants off them, and enjoy doing so. Is that ‘idealistic,’ you bet! But in today’s hyper-competitive market, anything less is settling for mediocrity and we all know how that story ends.

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