I’ve done it and if you’ve been in sales long enough its likely you have too. Countless salespeople follow this seductive path their entire careers and many are happy doing it.

When bills are bleeding us dry we often resolve to do anything to survive. An alternative is to simply do nothing and let the salivating jaws of procrastination consume us.

Another is to spring into action and carve a path that allows us to live dreams and monetize passion. Of course, never an easy road, yet one of the most rewarding if you have the courage to have a go and see it through.

When we’re under duress it’s easy to feel there is no choice but to take what we can. Sometimes overlooking unethical behaviour or turning a blind eye to poor business practices around us. Should that be the case, it will only be a matter of time before your conscience catches up with you.

Poor service, over charging, mistreatment of staff, inferior quality, lack of duty to customers and greed driven leaders are all signs of a business without conscience.

It is unwise to suffer fools and foolish to cast suffering upon others.

The business highway is littered with carcasses of those who seek only to profit in their endeavours and will resort to any means to fulfil their own agendas.

I say take the next exit. You dont need a map, just trust your instincts and believe in yourself.

You can lose many things, but never your conscience.

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

“You taught us a very valuable thing here today, that is, if you dont enjoy winning business, you’re an account manager.”

He then recommended his eighty person sales force be defined as such. BDM’s win business and AM’s manage accounts. Anything in-between is out. Smart move.

What sort of a salesperson are you if you dont enjoy the thrill of the chase and the feelings associated with bringing in a big deal? You’re probably an account manager.

“Closing” or better the “gain agreement” phase of any sales process is a real buzz. Having a client invest substantial amounts of money (in you) to trust and buy what you sell, is not only healthy for your esteem it’s should be every committed salesperson’s outcome.

It’s not uncommon for me to consult with a company and find salespeople who are losers. I say that respectfully of course. These people dont win business often enough to be called winners, some not making a sale for months on end. Why are they still employed?

Perhaps it’s not all their doing, maybe they dont have the right support, training and leadership. All these elements are fundamental to just about every sales team. However, I’ve always invested in my own training and development, so despite what’s going on around me, I’m learning and growing.

Success is contagious and addictive. When you get on a roll it feels like nothing can stop you. Meetings go from grey to back or white.  And provided you dont get too full of yourself this is winning mindset.

Expect nothing less than to win. Dont take overzealous risks, but push yourself to achieve more. Customers want to buy from someone who is prepared to back themself―a winner―so dont let them down.

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

One area that often escapes the attention of the pundits is the platform that social media provides to learn more intimate details about others you can then apply in a meaningful way.

I connect with most of my key clients in social networks, because I want to learn more about them. For example, Facebook offers details about your customers family members, such as children’s names and favourite family activities.

Also found readily are restaurants they frequent, sporting teams they support, music preferences and even where they went to school and with whom. The list goes on.

Who needs a private detective when we have social media?!

LinkedIn provides information about a client’s network and if someone you know is connected to them, you can quickly hit them up for some valuable intelligence.

Never before could we access this type of information about someone without a direct relationship with them.  The sceptic’s spout this development poses dangerous ramifications and that greater transparency will lead to more deceptive behaviour. I tend to agreed, but like anything in life, the devil dwells in extremes.

The information people display in this medium is meaningful to them, so make it meaningful to you. Dont use intimate details to manipulate, rather communicate in a way that demonstrates a genuine interest in them as people instead of dollars signs.

Countless people that follow someone on Twitter then send an email promoting something, this not only invalidates their interest it’s annoying.

Common sense should always prevail, respect peoples boundaries and dont be too quick to judge. Often a public face is what people want you to see, which can be misleading.

Interestingly, the more you know about your customers, the less you will need to sell.

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

Therefore, it should be no surprise that the same engagement principles apply to customers. The thrill of being pursued by a would-be suitor and the emotions associated with hope of finding true meaning in a relationship is to no exaggeration, exhilarating.

In the animal kingdom it’s not unusual for some species to go to extreme lengths to attract and seduce a mate. Most fascinating, to me, are the peculiar and often spectacular rituals conducted by birds.

Many different species of birds display a complex set of rituals that precede the mating process. The courtship behaviours of birds are naturally instinctive. Some rituals are elaborate and serve to form a bond between the potential mates.

The male hummingbird lifts his feathers and moves from side to side making a shrill sound. He moves rapidly in front of his potential mate and makes aerial dives.

Flamingos mate with more than one partner and call to potential mates to let them know of their interest. Depending upon how many mates a flamingo is interested in he could end up with his own harem. And will no doubt have his wings full!

Bowerbirds have one of the most elaborate courtship rituals of all species. They go to extraordinary lengths to build structures that they use to try and attract females. They even decorate the structures with flowers, pebbles and other items they find.

Each species of bird has a unique courtship ritual which may consist of dancing, singing, building, flying and even feeding a potential mate. Birds are also known to give gifts to win over a potential partner, such as food or trinkets they’ve rummaged to find.

How many of your clients can sincerely testify you went to creative and thoughtful lengths to court them to win their hearts and minds?

In my own business, I send client’s chocolates and flowers to show my appreciation for their business. I regularly take them out to lunch and sporting events. I’ve been known on occasion to drop in unannounced on their birthday armed with mud-cake. I enjoy doing it, so its win-win, not at all hard either.

Charming customers, much like a bird’s success in seducing a mate is vital to your survival. Spend time periodically thinking about and then implementing new ways of engaging and then asserting more meaning in your relationships with them.

Take a leaf from the Bowerbirds book and I guarantee your customers will dig it, and they may even find you irresistible.

Excerpts from: About Bird Courtship, eHow.com, Darlene Zagata

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

Now the dot-com space is simmering to the boil and serving up yet another tantalising distraction from reality.

Bankers are predictable creatures. Speculative valuations on Facebook for $50 Billion, Groupon $25 Billion and Twitter $7.7 Billion and hey presto the space is abuzz again. It seems we have short memories.

I’m circumspect of any business, whether online or traditional, in idea or practice that is built on hyperbole, inflated expectations and nil profit.

The fundamentals of a business must be right for it to succeed long-term, even so, there are inherent risks and challenges that inhibit growth and profitability.

Before investing your hard earned cash or taking a second mortgage on your house to launch the next potential dot-com darling, take a moment to consider a few cautions:

(1)   What’s the back-story of the people driving the business and relevant experience? Being able to talk-it-up and arouse emotions from investors is one thing, but what’s the substance driving real commercial value?

(2)   Is the business recording any profits? Even a tiny profit demonstrates promise. Throwing more money into a “red hole” often begets a deeper and more inflamed hole.

(3)   Is this a hobby or a real business? Often people start a business they are passionate about, which is commendable, but passion isn’t enough, make sure there’s market demand first. Research, test and get a proof-of-concept and then float it to potential customers for feedback. Genuine passion and genuine demand should march together.

(4)   Is the business scalable? This is a critical advantage. Conversely, if it relies heavily on too few people, it’s nothing more than owing a job with an expiry date.

(5)   Have the key people failed previously?  If not, this can be a smoke-signal they’re due.  And it may suggest they’re hiding behind mistakes and haven’t learnt from them.

(6)   How much money have the key people behind the vision invested?  If they aren’t liquid, what other sacrifices are they making to demonstrate commitment and accountability? Be wary of a start-up entrepreneur who demands a top end of town salary.

(7)    What level of detail is in the plan? Granted plans do change on the ground, however detailed preparation shows a pledge to the cause and ability to think before acting.

(8)    What are the risks to all parties? There are plenty. Avoid selling the farm too early if you’re the brains behind the vision.  Similarly, as an investor dont strangle the business with pressures by being too leveraged and anxious to get an ROI. Both are proven paths to frustration.

(9)   Forget a public exit. Often a downstream float is dangled like a carrot to seduce investors. While this approach can be lucrative, it’s the exception not rule. I can name no less than three people I know directly who have taken this path, in doing so failing and harming their wellbeing and reputation. Each should have stayed private in hindsight.

(10) Be prepared to walk away from an opportunity if your gut doesn’t feel right, this applies for both investor and entrepreneur. There will be others.

If a business is potentially that special, you shouldn’t need to raise much (if any) money for it to prosper. Be patient, inject sweat equity and grow the business from solid foundations. In future, should you need to scale the business with funds you will raise considerably more cash with real profits and commercial substance as the basis of value.

As you can see start-ups fail for a myriad of reasons. Some are just bad ideas that should never have jumped from the nest.

The companies that I see survive and then prosper — have a low cost base that allows key people to work in other roles while foundations are being formed. They know how to establish credibility quickly. Importantly understand how to sell and market their ideas and the business is built on genuine value not shareholder return. That comes later.

My start-up forecast isn’t all boom and bust. It’s an exciting time to be an entrepreneur, barriers to entry are low and we have more tools and opportunities at our disposal than every before.

In haste, make sure you’re not overlooking the fundamentals before investing, or leaving a paid salary to fulfil an entrepreneurial call, for the wrong reasons.

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

Now it appears the dot-com space is simmering to the boil and serving up another tantalising distraction from reality. We have short memories.

Human beings are predictable creatures, attracted en masse to success, like a month to a flame. A Facebook valuation of $50 Billion, Groupon $25 Billion and Twitter (with no recorded profits) of $7.7 Billion and hey presto the space is abuzz again.

I dont mean to be a bearer of drab hearsay, but creating a dot-com-rocket as far as the average punter is concerned is like winning lottery ten times in a row. Fritter your dollars away on as many tickets as you like, but succeeding on that level is preposterous. No doubt it’s exhilarating trying, particularly if it’s not your money.

The fundamentals of a business must be exact for it to succeed long-term, and even so there are inherent risks and challenges that inhibit growth and profitability.

I’m a slave to the internet and I have a vested interest in it commercially.  But, I am circumspect of any business, online or traditional, in idea or practice that is built on hyperbole, dubious expectations and no real profit.

Before investing your hard earned cash or taking a second mortgage on your house on the next big dot-com idea, take a moment to consider a few things:

(1)   What’s the back-story of the people driving the business and their relevant experience? Being able to talk-it-up and arouse emotions from investors is not enough. What’s the substance driving commercial value?

(2)   Is the business recording a profit? Even a tiny profit demonstrates promise. Throwing more money into a “red hole” often begets a deeper and more inflamed hole.

(3)   Is this a hobby or a real business? Often people start a business will enjoy, which is admirable, just make sure there is a market demand first. Genuine passion and genuine demand should march together.

(4)   Is the business scalable? This is a key advantage. Conversely, if the business relies heavily on too few people, it’s nothing more than owning a job with an expiry date.

(5)   Have the people behind the business failed before?  If not, that can be a warning sign they’re due.  And it may suggest they’re hiding behind mistakes and haven’t learnt from them.

(6)   How much money have the people behind the idea invested?  If they aren’t liquid, what other sacrifices are they willing to make to demonstrate a commitment and be accountable? Side note: be wary of a start-up entrepreneur who demands hundreds of thousands of dollars in salary.

(7)   What level of detail is in the plan? Granted plans often change on the ground, but a detailed plan shows a pledge to the cause and a willingness to think before acting.

(8)   What are the risks to all parties? Avoid selling the farm too early if you’re the brains behind the idea. By the same token, as investor dont submit the business to unrealistic expectations and pressures by being too leveraged and anxious to get an ROI. Both are proven paths to frustration.

(9)   Forget a public exit. I can name no less than three people that I know directly who have taken this path and failed, in doing so harming their wellbeing and reputation.

(10)           Be prepared to walk away from the opportunity if your gut doesn’t feel right, this applies for both investor and entrepreneur. There will be others.

Start-ups fail for many reasons, none more telling than poor execution, unrealistic expectations and deals being done out of desperation instead of inspiration.

My dot-com forecast isn’t all boom and bust. This space is an exciting one and extraordinarily scalable and profitable. Not to mention sexy for investors.

In haste, make sure you’re not overlooking the fundamentals before investing, or leaving a paid salary to fulfil an entrepreneurial call, for the wrong reasons.

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

Dripping with resentment because of that treatment many staff resigned, while others low in self-esteem and desperate would accept reduced commission to simply pay bills and survive.

Harry played dirty and as a consequence our business partnership dissolved. I believe people can be more motivated when they’re hungry.  However, what I refuse to support is forcing hunger upon others.

I remember a story from my old mentor Big Kev. He told me about a period in his life when he didn’t even have enough money to put food on his family’s table. Needing to eat, he approached a local butcher with a business proposition: To spruik outside the store (as only Big Kev could) in exchange for meat. Talk about bringing home the bacon! And he did.

Kev’s story is one of desperation but also imagination.  Sometimes all you need to do is buy time which means thinking outside the box and putting food on your table.

I can safely assure, if you can’t get hungry for your success, no one will do it for you. Business is tough out there and competition fierce. Hunger drives progress and innovation and it also gets things done. Hunger is what’s needed today more than ever.

I revel in taking on more established competitors because I know for many, the hunger is gone. The larger a company is, usually the more bloated and complacent—leaving the door ajar for hungry people like you and me.

Dont wait for those around you to get an appetite, even if they’re not remotely peckish, that shouldn’t stop you. Eat, drink and be merry, but not before the hard yards and goals are achieved—then feast!

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

Pharmaceuticals are a multi-billion dollar a year industry, making it one of the largest and most lucrative markets and we can only speculate what the illicit drug industry is really worth.

To pretend the illicit drug trade doesn’t exist or to simply plead ignorance to its depth and influence is perilous.

The garden variety peddler on the street isn’t all that bright yet they’re street smart, usually desperate and blatant risk takers. However, the more senior players run the business concealed behind a cloak of anonymity and commercial rigor.

Dealers are adept at surrounding themselves with likeminded people and often focus on a niche with the aim to foster repeat business and referrals. Knowing the addictive qualities of their product dealers often provide free samples to establish buy-in. Prices rise and decline based on market forces.

Not too dissimilar to a traditional business, however, there’s no tax. “Wouldn’t that be nice?!” many of us taxpaying citizens snarl.

The bottom line is: drugs are addictive! What a blatantly obvious insight. Drugs are an extreme example of how a product should perform. If only the average business could harness those addictive qualities in a positive sense.

What’s interesting about drug dealers is more successful characters, dont use the drug themselves knowing its detrimental effects on health and wellbeing. They also treat their product with respect and understand the psychological value it has to people who buy it.

They will invariably focus on a specific type of clientele and rarely step outside that. A process is engaged for profiling customers, when they get lazy or too cocky, a swift demise ensues. They also research to determine the markets demand and their competitor’s quality and price.

The product they choose to sell is usually in demand and they frequently know in advance how the market will react to a particular product. When demand for a product declines, they dont hang on long, rather swiftly move onto something more relevant and profitable.

In contrast, less flourishing dealers habitually use the drug themselves which erodes their profit margins. Greed driven they compromise the product by cutting it with cheap substances to increase yields, thus diluting quality.

They sell their product to anyone and have no profiling process. Little research is applied, they sell what they can get and usually at the higher end of the market knowing the customer is unlikely to come back again. Essentially, they dont value their customers or the relationship.

The money that flows through the illicit drugs space is staggering, it’s also an industry that has endured longer than most and I can’t see that changing anytime soon.

Despite their toxicity and public menace the successful operators are smart. Just ensure you’re using those insights for good instead of evil.

Inspire, 

Trent Leyshan 

Sales Training     Sales Book

In Australia, negotiating is frequently referred to as “haggling” and is not considered part of our laconic and laid back business culture.

I recently met with, Morry Morgan the co-owner of Clark Morgan an Asia based corporate training company. His new book, ‘Selling Big to China’ delves into Morry’s ten years of on the ground experience selling in China and also provides insights into Asian business culture.

What struck me most in Morry’s book was how culturally contrasting Eastern and Western cultures are when it comes to understanding and engaging in negotiations. For instance, in China, a discount is expected as part of the selling and buying process.  In Australia asking for a discount is customarily met with a neck twitch and pursed lips, “Hmmm, that’s the best I can do mate, sorry.”

Often a customer is lost, not because their request for a discount wasn’t met, but due to there being no attempt made by the salesperson to acknowledge the motive behind the request and to make the customer feel included in the buying process.

Morry also talks about the importance of fostering goodwill in negotiations, which derives from making a genuine attempt to negotiate a win-win outcome for both parties.  I have a mantra, how you leave a relationship is how your remember it. Equally so, in China your goodwill is vital in establishing your long term success and ongoing relationships with clients, and is measured as such. Make less now, gain more at a later date often applies.

Helping the other party to “save face” in negotiations is also fundamental in China. Conversely, in Australia there is little concession made in this area, with a winner takes all approach prevailing most of the time. I for one have been on both sides of that equation, so I can attest neither side of the fence is pleasant, particularly when you’re being bent over it!

In Australia, we have more of a short term focus and modest insights into what constitutes effective negotiations.  Moreover, scant regard for the other person saving face or the need to build goodwill. We have some catching up to do on our skills in these areas, particularly as our economy matures and becomes more intertwined in the Asian markets.

Inspire, 

Trent Leyshan 

Sales Training     Sales Books

Due to a lack of differentiation in most markets, a common and sincere response to this question is often a slight pause… followed by a blank stare.

Let me ask in a slightly different way, aside from making money, why are you in business?

This question is usually meet with another ponderous look, or conversely it triggers a passionate reply, such as, “I just love helping people!” or “I really enjoy working for this company!”

Those insights then form “why” you do what you do and also help you to understand why someone will buy from you. These alignments then forms part of your “why” frame and should shape the initial step of your sales process; which is where all relevant communication should start or finish.

I have a proprietary process for breaking down how salespeople communicate word by word and then to align all communication to their customers’ emotive drivers, if a word or statement doesn’t support their customers “why” it’s removed from the sales vocabulary.

“Omit needless words” is a timeless quote from William Strunk’s classic work on the rules of usage in literature, composition and grammar; The Elements of Style. This book is a necessary resource for any aspiring writer.

Akin to some writers, salespeople are easily lured into hyperbole, me included, so remember Strunk’s key principle and always keep your customers “why” top of mind.

If a potential suitor contacts you, “why” have they gone to the effort of seeking you out?

Dont assume that everyone who initiates contact already has a resolved “why” in their mind; it’s up to you to find it in your initial conversation as you set the tone, build rapport and establish fits.

Likewise, if you call a prospect your success rates will dramatically improve when you demonstrate you’ve taken time to really think about your “why” for calling them.

Failure to do so will typically result in a swift and cold, “Goodbye.”

Inspire, 

Trent Leyshan 

Sales Training     Sales Books