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.
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.
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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.
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.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
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From north to south, east to west, Membrain has thousands of happy clients all over the world.
