Sales Blog from Sales expert Trent Leyshan

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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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Damn you telemarketer!

Thursday, October 18th, 2012

pulling-hair-out-940x340It’s eight o’clock in the evening. You and your partner have just sat down to enjoy a roast dinner.

You’re set to enjoy a couple of glasses of your favourite red, and the kids are in bed so the night can proceed without distraction. Just as your partner is about to say, ‘This looks fantastic, honey!’ an offensive sound smacks you in the ears … Ring! Ring!

‘Who could that be at this time of night?’ you spit! You reluctantly drag yourself from the dining table thinking to yourself that phone better not have woken the kids up.

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Pleasant but deadly

Wednesday, March 21st, 2012

pleasant but deadlySmall, frequent and pleasant interactions with your salespeople that fail to engage and guide customers towards your value proposition are hazardous for your business health.

Seemingly innocuous, when a customer initiates contact with your business and receives little more than a pleasant smile and welcome, you can be sure your business is drastically underperforming.

Mid last year, I walked into a commercial printer. I asked to speak with someone that could assist me with my regular printing requirements. The receptionist offered a pleasant greeting, but she couldn’t help me directly nor was there a person qualified in the office. I responded, that’s ok, I may call back in later. Her, response, “ok, thanks, have a great day.”  I then trotted up the road to another print company, and we’ve been doing regular business ever since.

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Method and madness

Thursday, March 8th, 2012

political_correctness_gone_mad

High-performing salespeople (hyper-salespeople) are on the edge, constantly pushing the boundaries to improve and gain an advantage.

Competitive by nature, they hate to lose. Every opportunity is a chance to express their skills and commitment to their cause. They value their time and take what they do seriously. To fail is to completely invalidate their efforts, and in ways, who they are as people.

For many hyper-salespeople their role is more than a job, they consider it a body of work. Insert just a few of these types of high performers into a sales team and you’ll see any business radically transform.  So how do you develop and support your core sales to team to evolve to super stars?

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Sheer persistence can overcome brilliance

Friday, January 27th, 2012

ChineseNewYear_dragonparade“$1,200” Lily snapped. “No way, too much” I retorted.

The four feet two pocket-rocket then snatched the calculator from me and punched in a counter offer… $1,000?! “No, no still too expensive” I scoffed. Back and forth went the calculator like a tennis ball fizzing over the net in a grand slam final.

Deep into the fifth set, Lily’s frustration became obvious, her friendly eyes morphing into a glare. I had barely moved in our negotiations, while she had discounted to 10% of her initial asking price.  But that’s how the game is played in downtown Shanghai, China.  This bustling market scaling up multiple stories high — replete with all the delights and junk a discount hungry tourist can buy.

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What’s your Plan B?

Thursday, September 30th, 2010

images[9]

Last weekend most of us threw ourselves at our TV screens in absolute protest as the final siren sounded with the Saints and Pies locked at 68 points all.

The AFL world went into meltdown as the outcome rattled the very foundations of our expectations, “No winner.. what the?!”

The Grand final replay this Saturday promises the weary faithful a unique experience and also a unique challenge for both teams competing. To again, summons the forces of will, raw emotion and energy―spent in full, and then some ―will be a tough task. Yet, the rematch promises to serve up a tantalising encore of sheer courage and determination; attributes of a worthy winner.

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Are you really listening?

Friday, August 13th, 2010

ear[1]One of the most powerful skills you can develop is your ability to listen.

You may have heard me say, “The best way to be interesting is to be interested. The reason this principle is essential is because it makes your customers feel important. This feeling is so powerful it will help your customers filter through your competitors to find and connect with you.

We have all met people who are poor listeners, and we judge them as being either ignorant or arrogant. And fair enough some of you may say. But just because someone doesn’t listen intently to you, doesn’t necessarily suggest they are not interested in you. It could simply mean they absorb information in a different way.

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What happened to good old fashioned service?!

Thursday, March 25th, 2010

RetroService 2How hard is it to find good old fashioned service these days?! I mean the kind of service that makes you feel all warm and fuzzy inside?

The type of interaction between two people that creates such a meaningful experience for you ― you just have to tell other people about it?

We all love great service. So why then is it so bloody hard to find?! Great service is not that difficult to achieve. All it takes is some commonsense and a willingness to make other people feel good. It’s that simple. In fact, it’s so easy anyone can do it and it takes very little effort.

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Are you ‘equal to’ or ‘greater than’?

Tuesday, February 2nd, 2010

Thailand market

In business today it doesn’t matter what you’re selling there is so much clutter and confusion ― competition is fierce and let’s be honest for most it’s a mental, emotional, and physical grind.

I can hear the rusty cogs of progress grinding from here, its bloody exhausting just listening to them. Can many of you relate to my wearisome words? Of course you can, I can, we all can.

Today, selling something both unique and profitable is tougher than ever. Not only are there a plethora of carbon-copy competitors in each space, added is the customer having so much choice and unprecedented access to information, thanks to the internet, correction; Google. Moreover, the general population is increasing ‘exponentially’ and the shear mass of businesses that are created every year is not going backwards any time soon.

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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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