LEIGH ASHTON
Leigh runs The Sales Consultancy which helps businesses get more sales, through training, coaching, mentoring or a combination of all of these!
All information and links were correct at the date of original publication on
3 May 2013
Tell us a little about your business and what it does?
The Sales Consultancy helps businesses get more sales, through training, coaching, mentoring or a combination of all of these.
Companies turn to us when they’ve tried everything to increase sales productivity…and they’re still not getting the results they want.
For the last 18 years we’ve trained thousands of sales people to incorporate psychology to make positive changes to their attitude, their approach and their sales results.
The system we’ve created takes sales people through a process that:
Helps them identify their psychological barriers and gives them the tools to overcome them
Teaches them how the mind works so they know exactly how to keep motivated and stay focussed
Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
What they learn creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
My mission is to give people the ability to sell themselves, their ideas, their services and products in a way that’s dynamic and powerful and yet feels completely natural.
What was the catalyst that made you decide to go into business?
Many moons ago as a young sales manager I became increasingly frustrated by the inconsistent performance of my sales team.
This really inspired me to go and find out why this happens…and crucially how to fix it.
What I discovered was that what goes on inside a person’s head has the biggest impact on whether they achieve sales success or not.
So, for the last 17 years, I’ve trained thousands of sales people to incorporate psychology to make positive changes to their attitude, their approach and their sales results.
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What was holding you back from being an entrepreneur at the time?
I was very successful working for a leading UK company. I had the freedom to manage my teams in a way that I wanted.
What was the best business advice you were given?
Not so much a piece of advice as a quote that I take into everything I do.
“Whether you think you can, or you think you can’t–you’re right.” by Henry Ford.
This inspires me and I talk this through on virtually all my trainings.
What is the most exciting thing happening in your sector right now?
I think it’s the challenge of bringing the UK economy back to growth through the success of SME’s. There are 4.5 million SME’s in the UK.
If just a fraction of them generated enough business to take on one more person, unemployment would be more than halved and the UK economy would be on the march.
It’s got to come from our entrepreneurs. Big business is too scared and can’t, or won’t, make decisions quickly.
What are your customers demanding more from you at the moment?
Our large corporate customers are demanding more individualised attention for their sales people that come on our courses.
So we keep in constant contact with all participants in between the training sessions with support and tips to succeed at the concepts they are absorbing.
For SME’s and small business owners, they are demanding help and advice on a very practical level.
We’re developing a range of affordable products and services so that we can help as many small businesses as we can as quickly as we can.
What social media tool are you using at the moment?
We are massive fans of social media in general and have a presence on all the big platforms.
Our current favourite is LinkedIn. We’ve recently been mentored on Linkedin and we now have some wonderful tips and tools to go work with.
It really is amazing what lies behind all those menu buttons on LinkedIn!
What is your take on personal business failures?
Usually it’s a combination of little or flawed research in the first place, then not having the belief deep down that they can succeed.
Crucially, I’ve seen many people with massive passion struggle because they are just not that good at selling. Hence my mission to help as many as possible as quickly as possible.
What is the difference that is making the difference?
Awareness and Flexibility.
There have been more changes in the last five years in business and sales than in the previous 20 years. To stand still is to go backwards.
Those who notice the changes the quickest – AND have got business, sales and marketing models they can change quickly, will be fine if they’ve interpreted the changes in the right way.
There are though too many companies living in the 1990’s – and they are going to suffer if they haven’t already.
Who are you following on Twitter?
I follow my favourite personal development gurus like Brian Tracy and Tony Robbins, plus many others of that ilk. They inspire, challenge and support me.
What book would you recommend for entrepreneurs?
You mean apart from mine? ;-) Well ironically I’ve just read one of the old favourites “7 Habits of Highly Effective People” by Steven Covey and wondered why I’d left it so long since I last looked at it. Its lessons are timeless.
What is your favourite quote?
The afore-mentioned
“Whether you think you can, or you think you can’t – you’re right.” — Henry Ford
It just sums it up for me – why people win, why people lose.
What next?
I have a very cunning plan to help along our mission to bring the country back to prosperity via the uprising of the entrepreneur and SME business owner. Yes it’s that ambitious!
We’ll still be working intensively to help our corporate clients though.
Do you get a chance to relax and if so what are your hobbies?
We mustn’t forget the down time! I love animals and I love food – and they don’t mix, i.e. I’m a proud vegetarian!
I love being social, whether its family friends and industry colleagues, it all merges into loving being out and about.