The footy season may be over, but unlike footballers, salespeople are expected to be on their game all year round!

Don’t let summer be your slow sales period. Empower your salespeople to perform and kick goals through all seasons! The Sales Success Seminar is facilitated by Trent Leyshan, founder at BOOM Sales! Trent is widely regarded as one of the Australia’s most inspirational sales presenters.

The outcomes of the sales success seminar include:

• Understand your 6 Pillars (P’s) for exceptional Selling
• Establish your own personal ‘Unique Selling Proposition’
• Learn how to prioritise value and maximise your time
• Recognise your most important and influential personality traits
• Understand how to maintain your SalesStamina™ in a demanding role
• Learn the principles of RetroService™ for greater customer satisfaction
• Be introduced to the customer-centric EmpathySelling™ Process

Who should attend?

Salespeople and sales leaders who desire to enhance overall sales performance and elevate their success.

• Investment: $375 per person (Book online price $190!)
• When: 9am-1pm Tuesday 13th October 2009
• Where: Melbourne CBD
• How: Sales Seminar
• More: Call us on 1300  BOOM SALES or info@boomsales.com.au

Kick more goals with BOOM Sales!

Sales Training  ∙   Sales Book  ∙  Sales Coach

When I visit a website and find one long page that scroll’s down for eternity, what I quickly realise is that this site isn’t about capturing my imagination: it’s about acquiring my information.

Don’tmake the mistake of creating a website that is purely designed to lead people through a preconceived process. Having a process is essential, but not before your customers have ‘buy-in’. To extract customer information before there is an established relationships or some form of emotive connection is only going to put people off. Sure, the internet is vast source of information and contains unlimited realms off opportunity. But don’t abuse it simply because can or just because others are – you’re better than that!

I visited the site of a person who recently followed me on Twitter. This guy had a cool picture and fun Bio on his profile. Curious to learn more, I clicked from Twitter through to his site. When I arrived at the website, I found one long page with multiple ‘sign-up here’ boxes designed to give away free information and capture my details. I guess, in the hope my curiosity would eventually get the better of me and result in some form of transaction downstream.

As a consequence of this person’s blatant online sales approach, he lost all credibility with me. I went to this website eager to find out more about this person and his credentials. I wanted to read about his story and what type of work he did and whom he served as clients. Instead, I felt the distinct and uneasy sensation of being sold something that I didn’t need nor want. My curiosity to learn more about this person was replaced with an uncomfortable feeling of being led down a garden path.

Your website should be a warm, fun place people can go to learn more about you, the real you. The site should reflect your core values and ideology and purpose and contain a compelling reason for your customers to contact you in some way. Not a series of submit boxes strategically positioned by a user experience ‘expert’ whose only purpose is to convert web hits into email addresses – so you can start an onslaught of meaningless tips and reasons others should buy from you.

A website used in the ‘right ways’ is a powerful marketing, promotions, and sales tool. Used in the ‘wrong ways’ a website becomes, much like a wet and limp handshake – a deal breaker.

Make sure the first impression your website makes, like your salespeople, is interesting and sets a positive tone for a long and lasting relationship.

Inspire,

Trent Leyshan                      Sales Training  ∙   Sales Book  ∙  Sales Coach

If you are going to cold-call – first make sure that you’re ‘buying-in’ and not ‘selling-in’!

Words are meaningless without emotion and emotions are very hard to experience over the phone. In fact, over 50% of communication is achieved via non-verbal cues, such as facial expression, gesture and posture. That means most cold-callers, even the really good ones, are still limited by these phone related challenges. So be mindful, if you are choosing the telephone as your initial point of contact and introduction with a potential customer, you are already on the back foot, which means you need to work smarter.

A sales tip: Don’t cold-call unless you are ‘buying-in’ with your customers. That means; understanding when they pick up the phone they are expecting a buyer or at the very least someone that is going to add value to their business and their lives, not a seller – so don’t disappoint them – buy-in first!

‘Buying-in’ is an empathetic approach to selling that enables you to cut-through to your customer’s feelings and see the world through their eyes. This requires taking a genuine interest in them and their best interests. Moreover, how you can help them achieve their goals and aspirations in some way. Simply attacking a database with an open calendar and a positive attitude is not good enough. All the Glengarry leads are well and truly long gone!

Make sure your introduction and subsequent dialogue is all about helping the customer. You have to demonstrate you are ‘interested’ to be ‘interesting’. If you are receiving this response: “Sorry, I’m not interested, goodbye!”, what the customer is really saying is: “You have not demonstrated you are genuinely interested in me or my wellbeing enough for me to be interested in listening to what you have to say”.

For many companies, ‘buying-in’ is too hard. They just don’t make the time, nor do they possess the desire to create and develop ‘meaningful’ conversations with customers – the dialogue is all about themselves and little else. Before you make your next call, ask yourself: Am I genuinely calling because I am interested in helping and contributing to someone in a positive way? Or am I simply calling to push my own agenda and make a sale to get paid?

If your response is motivated by the latter, I recommend speaking with your boss immediately and coming up with new and compelling conversation strategies that enable you to ‘buy-in’. Also, I suggest that you (and other sales team members) would greatly benefit from regular sales training and coaching that develops you to engage and lead customers to a place where positive testimony and referrals are born.

Then you will enjoy cold-calling more, and you won’t need to call as much – your customers will call you.

Inspire,

Trent Leyshan                         Sales Training  ∙   Sales Coach ∙   Sales Book

Some people believe that it’s free to send emails. They blast-out hundreds and even thousands at a time, hoping a tiny percentage of recipients will either buy now or buy-in to being contacted downstream.

This approach may appear to be relatively free and easy, but there are implicit and dangerous costs associated with abusing it. Email, is indeed free but free isn’t what it used to be! No Sir, in the past, getting something for free was exciting, like winning, even though you didn’t have to compete for it. “You can have this for free”, usually meant, I like you and want you to feel special.

Today,  free largely means, give me your contact details so I can sell you something later. And if you don’t spend with me later, the advertisers that we leverage from your patronage – will. The free model works in the modern economy because we all deep down desire something of (value) for nothing. Why wouldn’t we, when acquiring things of value is just so expensive and challenging for most of us most of the time?

Whenever I receive an email (as a business owner) my gut-reaction is hoping and usually expecting to find something of significant (value to me) in my inbox, like a response from a customer or a request for my services. When I get spam – I never read it. In fact, my response is now so instinctive – I hit the delete button without hesitation and even thinking about it. So, if you are serious about my winning my business and engaging me in a meaningful way, spam, much like cold- calling, is only going to train me to ignore you.

So yes, email is free, but like anything in life, abusing something just because you can, is ill advised. By abusing free via spam you will push away future prospects who in principal respect their privacy. By pushing free in pre-sales you will alienate potential customers that simply needed more time and space to consider their options. Last but certainly not least, bombarding existing customers with free - sending meaningless emails containing content that’s neither relevant nor valuable is only going to annoy them.

By all means harness free but makes sure you’re not abusing it or your customers simply because it is free.

Inspire,

Trent  Leyshan                        Sales Coach   ▪  Sales Training  ▪  Sales Book