Sales Blog from Sales expert Trent Leyshan

Archive for the ‘Sales Training’ Category

More crazy customers!!!

Thursday, September 2nd, 2010

crazy-person-shoe-phone[1]The name of the sales game is, “buy-in” and you being interesting and valuable enough so that your customers seek-you-out.

In a perfect world salespeople will much rather spend their valuable time working with in-bound opportunities as opposed to chasing them. But just because someone has made contact with you doesn’t necessarily make them the perfect opportunity.

People that seek-you-out are more likely to demonstrate deceptive behaviour regarding your offering. If you have read my new book, The Naked Salesman, or attended one of my sales training programs you would have heard me speak about the damaging effects that “crazy customers” impart on salespeople and businesses. These are people who pretend to be customers but, in fact, never will be. They dissolve time and distract you from giving attention and affection to your “real” and most valuable customers.

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Miss Congeniality

Wednesday, August 25th, 2010

article400_miss-universe-jesinta-campbell2-420x0[1]

This week Aussie model and aspiring social worker, Jesinta Campbell was decorated with the second runners-up sash in the prestigious Miss Universe pageant.

She also won the award for ‘Miss Congeniality’ for her sense of humour and warm personality. Good on her! I’ll admit, when I heard Jesinta had been recognised for her personality; I was more impressed by that, than her third place in the pageant. The fact her personality shone so brightly, in my mind, makes her more attractive and more interesting.

In “sales”, all things being equal—personality wins! To stand out in a cold, crowded and competitive market you can differentiate by showing your personality and inviting your customers in, rather than telling them what door they should walk through. In the process you offer contrast that gives them choice—either the same or you?

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Chance favours the prepared

Thursday, August 19th, 2010

200906_11_perfection[1]French scientist, Louis Pasteur once famously said, “Chance favours the prepared mind.” And a century or so on, his worlds still ring true.

When you are stressed, time poor, under pressure, and running around late all the time — chances are you are not preparing perfectly and your results will always reflect this. I recommend taking a measured approach by simplifying and slowing things down where and whenever possible.

In some cases less is more, but when it comes to preparation more is indeed more. People often prepare inadequately because they are pressed for time and some believe preparation is a luxury preferring simply to ‘wing it’ and hope for the best. This approach not only breeds incompetence it does little to build confidence.  

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Sales expert selling books naked on Collins st!

Thursday, August 12th, 2010

Naked_Salesman_Home (2)Trent Leyshan, will be braving the elements at 12pm Friday 13th of August 2010 to promote his new book, The Naked Salesman!

Wearing only his socks and jocks on a soap box, Trent will be spruiking his book outside Angus and Robertson cnr Collins and Queen Streets Melbourne.

Also $50,000 worth of giveaways for sales and business people! One show only! Be there at 12pom sharp so not to miss out!

Willing to stick

Wednesday, August 4th, 2010

Sales training

I was talking with my Father who told me the story a friend shared with him recently. His mate John had been training at a local gym for a couple of months.

A few days after New Year’s Day John went to gym and couldn’t find a car park. He approached a gym manager to address his concerns about the gym being so busy. The manager responded in an ironic tone, “Don’t worry, there will be plenty of car parks in a couple of weeks, just you wait and see.”

The manager’s point was that most people who declare a New Year’s resolution to lose weight and get fit — don’t stick at it. In fact, they stick all of about two to three weeks on average and then they’re gone, resigned to the murky backwaters of procrastination once again. It’s common knowledge that gyms make most of their money from patrons not showing up. So remember that next time you sign-up, because you may be better served saving your hard earned money.

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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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The value of work ethic

Thursday, June 24th, 2010

Worker ant

I mentioned in a past blog that I measure my sales team on their work ethic and willingness to contribute to others.

I’ve since received a number of emails wanting to learn more, so this week I’ll explore work ethic in more detail and then contribution next week.

Whatever your field of endeavour ― work ethic is important. The old cliché you get out what you put in, is true. I see many people in life looking for the quick wins. Perhaps they are prepared to give things a shot, but not enough to stick things out when the going gets rough.  

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