Dive deep into the world of competitive analysis with Kevin Lawson and Sean O’Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it’s not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game.
Key Topics Discussed:
- The Power of Competitive Analysis: Unlock the benefits of understanding your competition and how it empowers you as a sales leader.
- Understanding ‘No Decision’: Learn why some prospects choose to remain indecisive and how you can navigate this challenge effectively.
- The Role of SWOT in Sales: Deciphering how SWOT, PESTEL, and SOAR analyses can help shape your sales strategies.
- Unpacking Unique Selling Proposition (USP): Knowing your USP and leveraging it against your competitors is important.
- Importance of Feedback in Pricing: Sean emphasizes the need for real-time feedback, especially when your price points are met with resistance.
- The Salesperson as a Guide: The role of a salesperson is to guide clients, understand their needs, and sell existing products confidently.
Key Quotes:
- Kevin: “No decision comes, in my opinion, when you haven’t done a good job qualifying the prospect.”
- Sean: “Looking at companies that are massively successful… It’s just a good way for a company to get better. Looking at those people and learning from them is really, really important.”
- Kevin: “If you’ve already thought through how they measure value, you know how to talk to them. You become a better salesperson because you put in the work.”
- Sean: “Your job is to sell the product that exists today, not the product that you wish they would hurry up and build.”
Additional Resources:
- Microsoft’s package offerings
- Previous episode on Competitive Analysis
Summary:
In the competitive realm of sales, it’s not just about standing out, but about understanding every piece of the puzzle. Whether it’s diving deep into SWOT analyses, ensuring that your pricing strategy aligns with market expectations, or guiding your client toward a mutually beneficial decision, every step matters. Join Kevin and Sean as they unpack these topics and more, providing you with actionable strategies to ensure your sales pitch stands out. If you’re serious about mastering the art of sales, this is an episode you won’t want to miss. Dive in now!
