Join hosts Sean O’Shaughnessey and Kevin Lawson as they delve deep into the art of sales, emphasizing the importance of trust, personal branding, and the role of a salesperson in today’s market. In this episode, they discuss the nuances of transferring trust, the significance of personal branding, and how sales leaders can guide their teams to success.
Key Topics Discussed:
- Transferring Trust: The essence of sales lies in transferring trust from the salesperson to the prospect, ensuring decisions are made in the desired timeframe.
- Three Pillars of Sales: Selling your company, your product, and most importantly, yourself.
- Personal Branding: The importance of building a personal brand that accelerates trust and how sales leaders can foster this among their teams.
- LinkedIn and References: Utilizing LinkedIn as a tool for validation and building credibility.
- Professional Appearance: The impact of a salesperson’s appearance on the perception of trust and professionalism.
- Empathy and Curiosity: Starting conversations with genuine interest and understanding of the client’s business.
Key Quotes:
- Kevin: “To build trust early, you have to be referenceable… People could commercially find us, so to speak.”
- Sean: “You sell your company. You sell your product, and you sell yourself.”
- Kevin: “Nine-tenths of the law is perception.”
- Sean: “The more you understand your client’s business, the bigger your brand will be.”
Additional Resources:
- LinkedIn – A platform for professional networking and validation.
- WKRP in Cincinnati – A classic TV show mentioned in the context of professional appearance.
In a world where trust is paramount, Kevin and Sean highlight the significance of personal branding in the sales process. From the importance of being referenceable on platforms like LinkedIn to the impact of professional appearance, this episode offers a comprehensive guide for salespeople and leaders alike. Whether you’re a seasoned sales professional or just starting out, the insights shared will undoubtedly enhance your approach. Tune in to “Two Tall Guys Talking Sales” every Tuesday for more invaluable sales advice!
Don’t miss out on this enlightening conversation about trust, personal branding, and the evolving world of sales. Listen now!