Sales Blog from Sales expert Trent Leyshan

Archive for the ‘Sales Training’ Category

Belief is not important, it’s everything

Monday, July 14th, 2014

belief

Many capable people begin doubting themselves when they are put under pressure.

They retract instead of forging ahead with confidence. Stress affects people in different ways. Some thrive and it enhances their focus, while others regress into trembling fools incapable of executing even the simplest fundamentals. If you’re in the game, you’re good enough to win it!

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Warning: May Contain Traces of Nuts

Wednesday, June 25th, 2014

mixednutsThe most passionate sales people are easily aroused by customers. When they win a new contract, so intense their elation a little bit of wee escapes! Sure, they appear to be normal at first glance, but if you peer a little closer there is something rather peculiar bubbling beneath the surface.

These sales people aren’t just fond of what they sell, they fantasise about it! Removing themselves from the stresses of the everyday sales grind ―to escape to a safe and warm place. That is to say, loving what they sell and believing in it with abnormal passion and conviction.

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6 Ways Selling Will Change by 2024

Sunday, June 8th, 2014

Sales will change inc magazineAn interesting blog, BOOM! had to share. I  would suggest many of the points already well underway. – Trent Leyshan

A few years ago, I started working with Howard Stevens, CEO of Chally Worldwide on a roadmap for how sales will evolve over the next 10 years, based on the best available research.

That effort is now available as a collection of books. Since the boxed set is pricey (though more than worth the money, IMHO) I thought you might be interested in an “executive summary.”  Here are the most interesting findings:

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Rules and Records are made to be Broken

Thursday, June 5th, 2014

smash!Each generation strives to be more than their ancestors: more opulent, more enlightened, more successful, smarter, faster!

To achieve this you will need to overcome ignorance, abolish inhibiting beliefs, and embrace and harness change. This path can be risky, but ultimately, it will serve you by moving you forward and upward. To evolve, your own records need to be broken and new rules established. We all live in a world of flux and ceaseless movement, and if you’re standing still, in reality, you’re moving backwards.

Genuine game-changing innovation can be challenging to achieve, because initially only you believe in it. Without others buying into your vision, who will embrace and run with it? Not many — which usually spells the death of a great idea or grand ideal.

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It’s time to unleash some passion!

Monday, May 26th, 2014

Passion lolliesSales is a game, though not always a numbers game that some would suggest —it’s more of a mental game.

Every year, I work with hundreds of salespeople across broad range of industries. What strikes me most is the chasm between high and low performers. This distinction is a matter of mindset, measured by a deep passion for success.

If you haven’t made a sale in a few weeks, or heaven forbid months, you should be anxious. That state should change to frustration and, if that persists, then raw anger! By anger, I don’t mean slapping customers in the face until they buy. I refer to a deep sense of injustice for not succeeding at what you do that transforms into action and results. This sensation is essential to all creatures that compete for survival in any jungle.

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Does your message move people?

Wednesday, May 7th, 2014

self-beliefI hit the skids at the red traffic light. A neck twitch to my left and my gaze landed upon a lone man standing on the street corner.

He appeared to be in his mid thirties, average height, his skull wrapped in an old-school beanie. I noticed, he was armed with a wide cardboard sign fixed to a wooden handle. The words, ‘GOD WILL SAVE YOU’ leaped from the sign and slapped me in the face.

Mildly amused by this character, I watched him scanning the cars that had stopped nearby. He thrust his sign about in the air, acknowledging the passengers with a smile. I checked the ground near his feet for a donation tin, but found nothing.  A minute or so past, the light shifted to green and I scooted off.

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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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