Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey delve into the critical aspects of sales, especially as the year winds down. This episode is a must-listen for sales professionals looking to close their year on a high note. Kevin and Sean share their seasoned perspectives on prioritizing deals, managing customer relationships, and the art of effectively closing sales without succumbing to the pressure of year-end discounts.
Key Topics Discussed
- The Importance of Prioritizing Deals: Understanding how to focus on deals with the highest probability of closing.
- Effective Sales Strategies for Year-End: Tactics to avoid unnecessary discounts and focus on profitable deals.
- Building and Maintaining Customer Trust: Strategies for nurturing trust and client relationships.
- Time Management in Sales: Maximizing efficiency and effectiveness in the final sales push of the year.
- Navigating Internal Processes and Decision-Makers: Tips for understanding and working within a client’s internal purchasing processes.
- Post-December 15th Strategies: How to engage with clients after the critical sales period.
Key Quotes
- Kevin Lawson: “Focusing on the right things is never a wrong thing. This is a time management moment. Don’t get caught up in the hype of what’s my biggest deal. Get caught up in the hype of what relationships have I secured.”
- Sean O’Shaughnessey: “You need to focus on getting deals done that are profitable for the company. Don’t focus on what if I gave him a 22 percent discount that was only good for the next three days? Those are bad deals for the profitability of your company.”
Summary Paragraph
This episode of “Two Tall Guys Talking Sales” is a treasure trove of wisdom for sales professionals. Kevin and Sean, with their extensive experience, offer invaluable advice on prioritizing deals, building trust, and closing the year strongly without falling into the discount trap. Their conversation is not just about strategies but also about the mindset required to succeed in sales. This episode is your go-to resource if you want to refine your sales approach, especially as the year ends. Tune in to gain insights that could transform your sales journey!
