Welcome to another episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O’Shaughnessey. This episode is a must-listen for sales professionals, managers, and business leaders who want to understand how to recover when they’ve skipped a step in the sales process. Kevin and Sean delve into the nuances of backing up, requalifying deals, and how to engage your champions effectively. Whether you’re dealing with large corporations or small family-owned businesses, this episode offers actionable insights to help you get back on track and close deals successfully.
Key Topics Discussed
- The Realization Moment: Recognizing that you’ve skipped a step in the sales process and how to recover without losing trust.
- The Role of a Champion: How to engage your champion to help you navigate through the complexities of the deal.
- Resource Limitations: Understanding the constraints that every company faces, regardless of its size, and how to address them.
- Requalifying Deals: The importance of requalifying a deal, especially one that previously went to a ‘no decision’.
- Sales Process in Small Businesses: How the sales process differs when dealing with small family-owned businesses and how to adapt your approach.
Key Quotes
- Kevin: “Skipping steps happens, and when you have that realization moment, it’s not a moment to try and beat somebody up.”
- Sean: “You got to go to your champion and say, help me out. Save me because I’m in a bad way. I need to get all these people on board.”
- Kevin: “We have to really forecast those because we could invest a lot of money. The most expensive way to buy an ERP is to buy it twice.”
Additional Resources
- Last week’s episode on the consequences of skipping steps in the sales process. https://sites.libsyn.com/458454/site/mastering-the-sales-process-the-cost-of-skipping-steps
Summary
Don’t miss this episode if you want to master the art of recovering from missed steps in your sales process. Kevin and Sean provide theoretical knowledge, practical steps, and real-world advice that can be immediately applied to your sales strategies. Whether you’re a seasoned sales professional or new to the field, this episode will equip you with the tools to navigate complex deals and emerge successful. Tune in now to elevate your sales game!
