Sales Blog from Sales expert Trent Leyshan

Archive for the ‘Sales Training’ Category

Cold calling is dead, pick up the Red Phone!

Thursday, April 3rd, 2014

The Red Phone Leaders of nations first did it. Military generals do it. Even high-powered CEOs use it.

Just like you and me, when they need something of critical importance actioned, they pick up the Red Phone and make a direct call to the person who can most influence what they need to achieve.

The original red phone was a direct line between Washington and Moscow during the Cold War. It was a direct line that could connect the presidents for critical discussions.

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Be the Cause not the Effect

Monday, March 31st, 2014

CauseLet’s be honest, as sales professionals, if we had a choice, we would prefer to deal only with customers we liked. That is, those whose personalities most naturally mirrored ours. People similar to us. Yet this is rarely the case.

If you engage enough customers, in any market, you will invariably find four predominant communication styles: Thinker, Director, Socialiser and Relater. By understanding the differences in communication styles you can work towards minimising the differences to build stronger connections.

That being said, you may still meet people who are difficult to connect with. So this begs the question: Do you have to like your customers?

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Hunt and herd your competitors

Wednesday, March 19th, 2014

crosshairsGet up close and personal with your competitors. Don’t be scared: they won’t bite. Hmm, some might, so proceed carefully.

Sales is a contact sport and when it comes to competitors it should be full body contact! Most markets are saturated with competitors manoeuvring themselves in their most attractive guises to lure the affection of would-be customers.

Competition serves the collective as merchants are kept on their toes. Customers are able to select a provider that best meets their needs or desires. Many businesspeople under-estimate their competitors—pretending they don’t exist or that what they do is somehow irrelevant or somehow inferior in comparison. Don’t make that mistake.

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OUTLAW: Fight for your Customers! Video

Wednesday, March 12th, 2014

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The Power of NO

Wednesday, March 5th, 2014

The Power of NO

We all know how important getting a YES is, but how important is the word NO in sales?

For some companies the word NO is just as, if not, more powerful than a YES. The number one killer of success in any sales model is time wasting! That is to say salespeople not knowing how to manage time wasters and distractions or how to apply their time correctly. I call this scenario ‘The Black Hole effect’: volumes of time going-in, but nothing comes out, ever! By out, I mean productivity, tangible value, results and outcomes.

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De-risking your value proposition

Thursday, January 23rd, 2014

RISK You have to be prepared to take a risk or two to succeed. But don’t expect your customers to have the same level of zest for risk-taking.

Particularly when they know they will ultimately pay for it when the risk turns sour, or you, as the salesperson, under-delivers.

For the most part, taking risks is a tense and uncomfortable experience for a customer. Each customer will have a different risk threshold: a level of perceived risk they are willing to move towards but never cross over. As sales professionals we can at times under-estimate the inherent risks relating to what we sell.

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Haka: Activating a high-performance state

Monday, December 2nd, 2013

The Haka is a traditional ancestral war crydance or challenge from the Māori people of New Zealand.  This dance is a world class example of how to activate a high-performance state before competition. I’m not even a Kiwi and this fires me up! Imagine if you could unlock and harness this much intensity before every day or new business pitch? ‪#‎Fireup‬! #Results #Mindset

Know your Numbers: Sales Training video

Sunday, November 10th, 2013

The Art of Chen

Sunday, May 12th, 2013

chenI arrived at Sydney airport. I briskly exited the terminal and was immediately greeted by the humid morning air.

I strategically positioned myself in the cab rank and waited in line for my ride. After a few minutes, my cabby pulled up. The driver then leaped out of his seat and charged around to my side of the car. A small Asian man bursting with energy, big teeth and a crooked smile greeted me. He snatched my suitcase, brushed passed me and lobbed it into his boot.

In broken English he introduced himself, ‘I’m Chen! Where are we off to today?’ Slightly taken aback by Chen’s lively demeanour, I responded, ‘I’m presenting at a conference at the Novotel in Manly. Stunned by this, Chen, burst into a cheer, ‘Manly, okay, this is my lucky day!’

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Merry Christmas from BOOM!

Monday, December 24th, 2012

merrychristmas[1]

BOOM! will be closed for the festive season between the 21st of December and 6th of Jan 2013.

To be honest, we’ll be too busy eating, partying and being merry to respond to your enquiries. For urgent enquires please email Santa.

However, we’ll be back on dry land early in 2013 re-charged and ready to help you launch into the New Year with a BOOM!

Wishing you all the best for the holiday season. Have a wonderful Christmas and Booming New Year!

BOOM!


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