Sales Blog from Sales expert Trent Leyshan

Archive for the ‘Sales Coach’ Category

When yes means no and red means go!

Wednesday, June 27th, 2012

Red man walking

We have all walked into a retail environment with our arms crossed and no intention to buy.

We then walk out twenty minutes later with our bags loaded, scratching our head but feeling strangely aroused.

Conversely, think of a customer that enters a used car lot with a wide smile and wallet open. Yet, they spend two hours labouring over the purchase and then walk out with nothing but an insincere, “I will need to sleep on it, but I’ll be back tomorrow I promise.”

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What’s the big idea?

Thursday, January 13th, 2011

Meteor

A lot of people are searching for the next big idea.

“This year is my year to hit the big time!” some of us expectantly announce as a New Year resolution, along with losing five kilos. Ironically, it’s the same resolution stated last year. Funny that.

When a phenomenon like facebook hits, the herd reacts and instinctively curves in formation in pursuit of success with fangs drawn and mouths salivating. Cottage industries sprout up like weeds and demands for a fair feed.

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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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No means No!

Wednesday, May 26th, 2010

No means no

Many salespeople never get to hear the word, “no” instead they are provided with the ambivalent response of, “maybe”.

Your job as an elite (or developing) salesperson is to circumvent the murky fog of “maybe” and get to either a “yes” or a “no”. Anything in-between suggests you haven’t done your job properly.

There are, of course, always exceptions to every rule, but “no” always means “no” and in my world the word “maybe” also means, “no”. Anyone who has been in sales long enough and applied the necessary lessons will attest that chasing dead-ends is a waste of time and energy.

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The art of down-selling?

Thursday, May 20th, 2010

down size m eDown-selling is the art of narrowing a customer’s expectations and matching them more effectively with a solution that best fulfils their needs or desires.

Too often I see salespeople praying on their customer’s ignorance and up-selling even though there is no extra value being created for customer. In this instance the salesperson is simply meeting their own agenda and getting the customer to pay for it.

Recently my company was in the market for a new office.  I dealt with a leasing company who tried diligently to persuade me to take a larger space with more features, even though I didn’t need them.  I explained on numerous occasions what my very specific needs were; but these seemed to take a backseat to the salesperson’s own needs.

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The best way to develop your sales skills

Tuesday, April 27th, 2010

Silver bullet

What is the best way to develop your sales skills? In short: sell something you dont have to sell.

Let me explain. Selling is nothing more than leading customers to win-win outcomes. This is so basic yet so challenging for so many salespeople because they’re selling or working for a company they dont believe in.

I would be doing you all a disservice every week in my blog, if I was to simply spruik ideals and philosophies that sound logical and well thought-out, but aren’t practical. There is always a chasm between knowing and doing. So what actually works?

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The Law of Lesser Equals

Wednesday, December 16th, 2009

Glass half fullOne of the most frequent areas that I get asked to consult on is sales team ‘performance’, or lack thereof…

In many sales teams what I observe is a small percentage of sales stars shining and the rest making up the numbers. This conundrum I call ‘The Law of Lesser Equals’. This law propounds: All men and women are created equal, yet when compared in competitive environments some underperform, not just marginally, but resoundingly. Many team members have the same training, similar backgrounds and experience, but some get the results, while others struggle. Is that a result of luck, experience or natural talent, or is there a more substantial explanation?

A few months ago, I coached a team of 12 experienced medial liaison offers. This group consisted of a mixed bag of personalities: outspoken directors, reserved thinking types, socialisers and relaters. As I facilitated the session, I observed the behaviours and engagement levels of each participant and it soon became evident who would get the most out of the sales training content. By the morning break, even without viewing individual sales performance records, I could tell who the top sales performers were and why. How?

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Desperate Donald

Thursday, November 26th, 2009

Donald the management consultant arrived late to a public sales seminar I was conducting.

The rest of the participants arrived early for their 8.45am registration and had been chatting amongst each other. He apologised for being late and then rushed in and sat down. His body language was stiff and noticeably anxious. Although now behind schedule, for Don’s benefit, I asked everyone to again quickly introduce themselves and describe what business they were in. All were happy to oblige.

A couple of minutes into the introductions I sensed Don’s energy. He seemed disengaged and uninterested in the stories the others were sharing. I continued into the morning break paying extra attention to him but not at the detriment of anyone else. As soon as the other participants left the room for the break, he approached me and explained the seminar was not what he had expected.

Don had white-grey hair and the lines on his face told me he was in the twilight of his career. He looked stressed and his desperation was obvious. He thought the content was about generating more leads. I explained this was not advertised – the session is about the ‘sales fundamentals’ – things that are easy to do but easier to forget. He responded, “No thanks, I’m really busy, I just need more leads.” His comment didn’t make sense to me, yet hearing the resolve in his voice, I explained that’s not our content for today and offered a refund. With half a foot out the door, he promptly agreed, but pretended he didn’t care about the money.

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Creativity minus Support = Zero Innovation

Friday, October 30th, 2009

InnovationSome people may think my views on business are fanciful and idealistic, and that may be true. However, I’ve been in the sales game long enough to know taking an approach that is anything less  only limits success to a lucky few.

I don’t mind people voicing their opinions on matters they are genuinely passionate about; in fact, I encourage it. I’m always enthusiastic to hear when someone has something authentic and valuable to say.  There is an abundance of creativity in our world. Humanity is replete with inspirational people who have enormous value to contribute in their own ways ― yet most are never seen or heard.

As a collective society, we seldom encourage others to take a path of true innovation because it’s untested, risky, and breaks convention and related reputations.  Most of us are trained to do things based on what’s already been done, and that’s ok, but being led to believe it’s the best and only way― isn’t. I’m here to say, there’s always a higher and more powerful way if you dare to jump off the cliff of ‘certainty’ into the unknown realms of ‘possibility.’

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Too many Sellers and not enough Buyers!

Wednesday, October 28th, 2009

BuyerWho do you think appeals to people more ― a person buying or selling?

I can tell you without hesitation the ‘buyer’ wins hands down every time! Why? The buyer contributes to us usually by adding to our success or financial wellbeing.

In the heady pursuit of success, the fatal mistake many salespeople make is they ‘sell’ and self-promote all the time.  This trains people to ignore them much like TV ads that are in your face so much, after a while we simply don’t see or hear them.

So with more people selling, (than ever!) than buying, how do you compete in an overcrowded and self-focused market place?

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