In this episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey delve deep into the intricacies of the sales process. Sean opens up about his impatience with time-wasting and the challenges he’s faced with sales reps skipping crucial steps in the sales process. Kevin emphasizes the importance of understanding why steps are skipped, whether it’s due to reluctance or irrelevance. Both hosts stress the significance of aligning the sales process with the decision-making process of the customer. They also touch upon the financial implications of not following the sales process, highlighting the potential costs and the importance of cost containment. The episode concludes with a teaser for the next episode, where they will discuss how to recover when a step is skipped.
Key Topics Discussed:
- The importance of following the sales process.
- Reasons why salespeople skip steps in the process.
- The financial implications of not adhering to the sales process.
- Aligning the sales process with the customer’s decision-making process.
- The concept of cost containment in sales.
- Kevin: “The process is what drives your business. It’s what helps you forecast, determine cash flows.”
- Sean: “The danger of not asking questions high enough and not following your sales process is when you don’t allow your sales process to drive the decision process by the buyer.”
Dive into the world of sales with Kevin Lawson and Sean O’Shaughnessey as they unpack the essence of the sales process. From understanding why steps are skipped to the financial repercussions of not adhering to the process, this episode is a goldmine of insights for anyone in the sales industry. Whether you’re a CEO, a sales rep, or just curious about the intricacies of sales, this episode promises valuable takeaways. And stay tuned for the next episode, where the duo will explore how to bounce back when a step in the sales process is missed. Don’t miss out on this enlightening discussion!