Sales Blog from Sales expert Trent Leyshan

Archive for the ‘Sales’ Category

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 Naked Salesman – Ep1 Trailer!

Tuesday, April 30th, 2013

TNS_cover - CopyThe Naked Salesman is new business show that reveals the secrets and stories from the world’s most outrageous and successful salespeople.

Hosted by BOOM! founder, author and sales evangelist, Trent Leyshan.

Join Trent as he explores and digs beneath the surface to reveal what really drives the world’s oldest and most influential profession.

We all live or die by selling something. From multi-millionaire entrepreneurs, to bible-belt preachers, to call girls, to be truly influential and learn how to get what you want, is for many, a dark art.

Trent sheds light on this timeless profession to take the viewers on a journey of discovery. We will find and learn from an array of quirky, interesting and some down right ridiculously successful salespeople, from all walks of life and industries.

Its time to get naked! Check out the trailer here: www.youtube.com/thenakedsalesman

BOOM!

Sales Training Customer Service Training

The mad bean man!

Monday, June 13th, 2011

Baked beansStrolling through a market one Sunday afternoon, I was approached by a short, podgy, shiny-headed man.

He stopped me with a gentle tug on my shirt and a big warm smile. He had large glowing white teeth — which had to be false — and he beamed infectiously with enthusiasm.

He asked me how my day was, I responded, “Fine, thanks. Yours?” With a thick accent he responded, “Always a good, my young friend, always a good!” He guided me back to his tiny stall which consisted of a small table covered in punnets of baked beans.

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Do you have to like your customers?

Wednesday, March 3rd, 2010

LipsThe short answer is, no. However, my experience suggests the better you get along with your customers, the more meaningful the relationship becomes. 

One this is for sure, if you dont like your customers, you must at the very least share a likeness with them. And the best form of likeness is: their best interests.

“I dont really like you, but I still really care about you.”

Is a powerful mantra I embed into service based businesses.  Even if you don’t like some of your customers’ ― you still better service the pants off them, and enjoy doing so. Is that ‘idealistic,’ you bet! But in today’s hyper-competitive market, anything less is settling for mediocrity and we all know how that story ends.

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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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What’s the difference between selling with ‘inspiration’ and ‘desperation'?

Friday, November 20th, 2009

Inspirational selling comes from a place of contribution. Desperation is selling from a place of contradiction.

Selling in contradiction is when you sell a product or service without believing in it. What you say and believe is not congruent.  In these sales models the monetary exchange takes priority over the value and benefits being created. Conversely, selling with inspiration means you dont need to sell, but the customer wants to buy. Why? Because your proposition adds real value and benefits you and the customer understand. Therefore the line between you, your value and the customer’s benefit is congruent. This makes selling relatively easy if you’re talking with the right customers.

Being desperate is not pleasant and it’s an exhausting place to be in all the time. To achieve and sustain long term sales success you need to sell with inspiration! If you can’t get up every morning motivated by ‘what’ and ‘how’ you sell, you’re in real trouble because no one else is going to do it for you. One of the biggest tests for any salesperson is how they perform under immense pressure ― yet if you’re resilient and made of the right stuff you may even thrive in it.  Many salespeople crack under pressure. They have a couple of poor months and then get desperate. They start cutting corners and looking for quick-wins. This is the beginning of the end.  The quick wins seldom come, particularly when you’re desperate.

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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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How can I improve that first cold contact?

Tuesday, October 27th, 2009

Happy cold callSharpen your focus and target small groups of people you are confident you can contribute to most.

Your existing (best) customers will provide the clarity you need to establish this.  Less is more, work in a narrow pipe and leverage each call by communicating with benefits, specialised knowledge and commonality ― this helps build rapport and develops foundations of trust.

Cold-calling is as much about process, support and leverage as it is about dealing with rejection and maintaining enthusiasm. You have to work to a structured plan and initiative contact as you would a warm referral, i.e. I know who you and your competitors are ― and the reason for my call is to help you, just like I have helped others in your space.

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