Joining me on this episode of Accelerate! is Cian McLoughlin. Cian is Founder and CEO of Trinity Perspectives, a sales consultancy based in Sydney, Australia, and author of the new bestselling book, The Rebirth of the Salesman. Among the many topics that Cian and I discuss are the value of detailed Win/Loss Reviews, the surprising things that influence customers in their decisions to buy or not, and why ‘tier two’ salespeople are not your best choice for account management and customer success roles.
[3:00] The reasons we actually win a deal are often very, very different from the reasons we think we won the deal. Too often were influenced by our own impressions and biases instead of the facts.
[3:55] Why inaccurate assumptions about why the customer bought negatively impact your win rates.
[4:39] The smallest of items, things salespeople usually overlook, often have the strongest influence on the customer. If you’ve done a decent job, the customer is happy to tell you what you did right.
[6:00] Your response to a prospect’s tender (RFP) is something that can earn you high esteem, or a very low rating, depending on how specific and responsive your proposal is.
[10:24] Why the most critical sales behavior for a salesperson is to be responsive.
[11:30] How to perform an effective deal review (win or lose.)
[13:06] Why your most important sales call is the first call you make after customers sign the deal.
[14:42] How a hybrid sales role allows you to have your best people make net new sales, manage accounts, and create long-term relationships, providing continuity to customers.
[16:01] How sales needs to reset their mindset to meet the customer’s needs and expectations.
[17:13] Rebirth of the Salesman took a surprising turn in the writing, and ended up being a book about why customers make the decisions they make.
[20:04] Rather than planning to land and expand, plan to fit in and stand out. This requires your best people on the hand-off.
What’s your most powerful sales attribute?
Empathy and EQ.
Who is your sales role model?
A personal associate, who was very disciplined and a good relationship builder.
What’s one book that every salesperson should read?
To Sell is Human, by Daniel Pink.
What music is on your playlist right now?
U2, Simon & Garfunkel.
Website: Trinity Perspectives
LinkedIn: Cian McLoughlin