In Malta’s competitive business environment, the ability to excel in sales and forge lasting client relationships is a critical asset. One person striving to make an impact in this space is Trevor Mallia, a seasoned sales and motivational coach whose expertise spans over 25 years. 

Trevor’s pragmatic yet positive approach to sales development draws on his extensive experience in both the local and international business arenas. Accredited by the International Coaching Federation and a chartered member of the International Association of Sales Professionals, he combines real-world insights with formal coaching methodologies, enabling him to connect with teams and individuals on a deeper level.

Speaking about his methods, Trevor points out that his background is far from theoretical. Having navigated the complex landscape of sales and marketing first-hand, he explains, “dealing with clients day after day, you quickly understand how diverse people and their needs can be,” underscoring the practical nature of his experience. This interaction has allowed him to identify recurring trends and patterns that form the foundation of his coaching. 

“When you analyse the data in front of you,” Trevor explains, “you see that common threads run through many situations, regardless of industry.” This practical understanding enables Trevor to tailor his coaching to meet the unique needs of each client, ensuring that strategies benefit both the company and the end customer. 

Unlike a consultant, who might dictate a specific course of action, Trevor positions himself as a guide, supporting individuals to develop their own strengths and navigate their career path: “I don’t tell people what they need to do, but guide them to be better on a personal and professional level,” he maintains. 

The move into coaching was an organic progression for Trevor, driven by a genuine interest in the human element of sales. A self-confessed talker who has always enjoyed connecting with clients, he realised he derived great satisfaction from seeing individuals grow and develop. Inspired by this, he dedicated himself to formalising his coaching skills, earning his credentials and a Masters in coaching and mentoring. 

Today, Trevor’s approach involves guiding people to identify their own obstacles and empowers them to find lasting solutions. To address demotivation, he draws inspiration from the world of sports, referencing the role of a coach in a football team such as Real Madrid: “They’ve got the best players in the world, but they still need a coach. The coach doesn’t teach the players how to shoot the ball, but guides them to perform better.” It’s this same approach that Trevor uses in his own coaching, focusing on enhancing performance through skills and mindset development.

Delving deeper into the coaching experience, Trevor explains that the process begins with establishing a connection with the individual, whether they are a one-to-one client or part of a corporate team. He focuses on gathering relevant insights to understand their background and challenges. Trevor then works closely with his clients, studying their routine, performance, and individual wellbeing. “I care more about how a person is feeling and how they are performing, over the numbers,” he states, adding, “their happiness at work and their work-life balance is just as important as their sales figures.” 

Furthermore, his methodology is rooted in positivity and practical application. Trevor sees the negative as an opportunity for learning. “When a sale drops, you need to analyse what went wrong and what you could have done better.” By encouraging clients to see setbacks as stepping stones, he instils a mindset focused on progress and adaptability. 

Trevor also invites his clients to see the business through the eyes of an owner, encouraging them to take ownership of their work. “Imagine it’s your own business,” he’ll often say, “what would you do to make sure you make that sale?” This approach helps sales staff overcome the initial negativity often associated with rejection, while encouraging a positive approach that keeps them focused on success.

In Malta's competitive environment, continuous training and coaching are essential, and Trevor notes that not all companies feel the need to invest in this. He believes that, by investing in training and coaching, businesses give their employees the tools necessary for success, as well as helping to build a better customer experience, stating that “well-trained staff is something everyone enjoys.”

“It makes a difference when you walk into a shop and the salesperson knows what they’re selling and gives you good service,” he comments, stressing the importance of good communication and conflict resolution. He believes that every individual should be taught the skills necessary to better handle a situation that can lead to an angry or upset client. “The client has to feel you have done your best to help, and that goes a long way to keeping a good relationship.”

At the end of our chat, it is clear that Trevor Mallia’s approach is based on genuine connection, real-world expertise, and a focus on human development. By combining his experience with his coaching methodology, Trevor is helping Maltese businesses and individuals achieve their full potential.

For more about Trevor and his coaching, visit www.trevormallia.com