Sales Blog from Sales expert Trent Leyshan

Archive for July, 2011

How to be a soloist and why you should

Tuesday, July 26th, 2011

climberMore hands can make light work. Yet, often more hands only equates to more work.

When too many people are involved in a decision making process it becomes counterintuitive. Double handling frequently occurs so insecure managers are given a false sense of control. And it’s not difficult to get bogged down in bureaucracy and internal politics either.

Sometimes you’ve just got to go it alone. Particularly if you have no one around you prepared to strive for excellence with you. In that case, take the bloodied bull by the horns and put yourself out there!

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Are production and sales singing from the same hymn book?

Wednesday, July 20th, 2011

hymn book

If customers really knew what was going on behind the scenes — many would be reluctant to buy.

Production creates the product and salespeople are entrusted to sell it. These two areas must be in unison but often collide with force. To salespeople production can be considered slow and inflexible. And according to production the salespeople can lack detail and over-promise. Morphing these two contrasting perceptions into a cohesive reality poses some very real challenges.

To be effective salespeople need to believe in what they sell. Any attempt to mislead customers will be met with resistance. Successful salespeople invest time understanding the inner workings of their product. They dont need to be experts, but they possess the ability to articulate the process involved in creating what they sell. This safeguards overpromising and also helps to build trust with customers.

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Never sell a carrot to a rabbit

Monday, July 4th, 2011

Never sell a carrot to a rabbit Why? Rabbits are carrot connoisseurs. And it’s almost guaranteed they know more about carrots than you do. So if you’re selling carrots to a rabbit —you’re at a disadvantage.

There is nothing more disempowering than selling to a customer that possesses more passion and a deeper understanding of your product than you. These customers see things from a higher vantage point. Knowledge is power, particularly when you’re buying as it creates leverage.

When selling a carrot to a rabbit, you better have at the very least, as much passion about what you’re selling as the rabbit does in buying it.  Fail to take a genuine interest in your product and reflect a mutual level of expertise and you will come across as ignorant, lacking credibility and uninspiring.

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