Cian McLoughlin hails from Dublin, Ireland originally, but spent much of the past 20 years in Sydney, Australia. With a business career spanning almost 20 years, including senior management roles in a number of the world’s largest software companies, Cian is the founder and CEO of Trinity Perspectives. A sales training and consulting company, Trinity specialises in Win Loss Analysis and Sales Transformation for B2B businesses all over the world. Cian has worked with and advised sales professionals from Brisbane to Bangkok, Christchurch to Cape Town and everywhere in between. Author of Amazon #1 bestseller Rebirth of the Salesman, Cian is a regular sales and marketing commentator in the mainstream media. His blog was voted one of the Top 50 Sales Blogs for the fourth year running, and his book was voted one of the Top 50 Sales Books for the third year running by Top Sales World. With ASX and Fortune 500 clients across Australia and the Asia Pacific region, Cian is a passionate proponent of an ethical, honest and authentic approach to sales.
Motivation & Mindset
You are a rare and highly valuable commodity, exceedingly important to the success of any business. But be careful! The way the sales industry works is subject to change. Today’s sales hero could easily become tomorrow's sales zero.
A good sales manager creates an environment conducive to an accurate sales forecast. They foster a culture of trust and honesty within the team, provide advice and support, whilst ensuring each member of the sales team is held accountable for their own forecast accuracy.
Empathy is an incredibly valuable trait not only to close more sales, but to bring a greater degree of human connection into business and elevate the perception of the sales profession. If empathetic-selling does become more pervasive in business dealings, perhaps we can begin to change people’s long-standing perceptions of salespeople.
Presenting & Objections
During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,