The Heart of Sales Excellence │ Two Tall Guys

Art & Science of Complex Sales

Ever wondered how a deep belief in your product can solidify customer trust? Our guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson, President of Lighthouse Sales Advisors, join us to share their insights into the transformative power of genuine conviction and rapport in sales. They break down why the sales game is more than pushing a product; it's about providing tailored solutions that align precisely with customer values.

Nurturing Trust through Talent Development (14:22)

The question of improving trust arose in the context of organizing talent acquisition and development. Kevin highlighted that it is important to attract and make the most of talents and compares building relationships to high school friendships, stressing the importance of planning. He shares his positive experience with mentorship after college, highlighting culture, training, and infrastructure's role.

Developing a Repeatable Sales Process (23:46)

Paul discusses the importance of helping small and medium companies establish systems for driving repeatability and impact across their sales team. Kevin emphasizes the necessity of a repeatable sales process, stressing the need for a documented method that new team members can follow. He suggests starting with a clear message and method, outlining the steps from prospecting to closing deals. Kevin advises on improving deal cycles by asking insightful questions to understand the buyer's process. He highlights the importance of qualifying leads early and building trust throughout the sales process, reiterating the significance of a consistent message and method.

Transferring of trust (28:41)

Sean discusses the importance of diagnosing sales team competency and trust transferability. He highlights the need to address trust issues within the team's perception of the company's credibility and product understanding. Sean emphasizes coaching on understanding the customer's business and the return on investment (ROI) their product offers. He teaches salespeople to effectively communicate the value proposition by grasping their customers' business processes. Sean highlights the significance of coaching salespeople to help customers become more efficient and effective and emphasized the need for sales coaching to convey tangible benefits and solutions.