Sales Blog from Sales expert Trent Leyshan

Archive for July, 2010

Are you telling or selling?

Friday, July 23rd, 2010

Sales TrainingTelling is not selling, because the conversation only flows one way — from your lips into the other person’s ear and out the other. Telling fails to provide your customer with an opportunity to buy-in to the conversation.

Moreover, the salesperson hasn’t taken the time to acknowledge who the customer really is and what they need or really want, if anything at all. In essence, the salesperson is only communicating to the customer’s stated need, which is usually the tip of the iceberg.

You will never see who they really are until the customer trusts who you are. In the early stages of your relationship the customers doesn’t possess enough confidence in you to reveal too much about who they really are, so it’s up to you to help them. This is best achieved by engaging the customer in meaningful conversations and making what’s important to them important to you.

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Change your focus

Thursday, July 15th, 2010

Focus

How do you stay motivated? Motivation comes from within and can be boiled down to one simple definition: Focus.

What you focus on establishes your reality and your perception of what you focus on determines your experience.

In Victor Frankl’s disturbing yet fascinating book, Mans Search for Meaning, he tells of his experiences as a prisoner in a Nazi concentration camp in World War II, namely, how he and some of the other prisoners defied the odds and survived this ordeal mentally and emotionally.

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How to find a good mentor

Wednesday, July 7th, 2010

Yoda

Working with a good mentor is one of the most powerful things you can do for yourself in business.

Being able to share your fears and frustrations, desires and aspirations with someone you trust and respect in a safe environment, is invaluable. I only have one rule when it comes to working with a mentor: choose them wisely!

Over the years I’ve had several mentors; some good and others not so. The mentors, that haven’t contributed value have always been wolves in sheep’s clothing. I met a couple of wolves early in my career that not only gave me bad advice, but when the going got tough, they got going!  Demonstrating they were in it for wrong reasons.

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Contribution

Thursday, July 1st, 2010

GIVE

In business if you aren’t contributing to the lives of others, you’re either simply doing nothing or taking from them.

Many people think “selling” is the art of getting what I want. This is only partly true. The real movers and shakers in sales understand how contribution serves them and others. 

We all know people in life who take, so as we get older and wiser ― we don’t associate with these people for too long. Perhaps if we are really honest with ourselves we take more than give sometimes too. And this is easy to do, particularly when we get desperate.

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