Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts, Kevin Lawson and Sean O’Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you’re selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels.
Key Topics Discussed
- The Importance of Being a Trusted Advisor: Understanding the significance of building solid customer advisory relationships in consumable sales.
- Selling Beyond the Product: How to add value and differentiate yourself when selling widely available products that are similar across competitors.
- Strategies for New Territory Development: Tips for sales leaders and salespeople on effectively breaking into and growing new sales territories.
- Crafting a Unique Selling Proposition (USP): The necessity of developing a compelling USP, even for distributors of similar products.
- Role of Sales Managers and CEOs: The importance of leadership in providing tools and processes to support the sales team in delivering value.
- Maintaining Customer Satisfaction: Strategies for keeping customers engaged and ensuring repeat business in a competitive environment.
Key Quotes
- Sean: “The value you bring is you. The value you bring is your ability to understand the prospect, your ability to guide the prospect.”
- Kevin: “Figure out for yourself what makes the most value for your customers. When they say, ‘thank you,’ what do they say thank you for?”
Additional Resources
- Book: “Challenger Sale” – Recommended for understanding the concept of challenging and driving customer business – https://a.co/d/cIUwphe.
- Book: “Eliminate Your Competition” by Sean O’Shaughnessey https://a.co/d/4qCVNEP.
Summary
In this episode, Kevin and Sean provide a deep dive into the world of consumable sales, emphasizing the importance of being more than just a salesperson – being a trusted advisor. They discuss the necessity of understanding your product and your customer, crafting a unique selling proposition, and the critical role of sales managers and CEOs in empowering their teams. Whether you’re a seasoned sales professional or just starting, this episode offers practical advice and strategies to excel in the competitive market of consumable sales. Tune in to “Two Tall Guys Talking Sales” for these and more invaluable sales insights.
