How I Sell This

13. Understanding the importance of selling value w/Giles Cunningham

Today we are speaking with Giles Cunningham, a Senior Sales Specialist & Infield Trainer for the Endo Therapy Division at Olympus Australia. Giles has over 20 years of sales experience and he has a very long list of sales achievements to his name. But really interesting about Giles is that he's made this amazing leap from selling wine to selling pharmaceutical products in the healthcare industry and then medical devices, which he still does today with Olympus Australia. Giles has extensive experience in not just changing fields, but also in selling in what is arguably one of the hardest industries when it comes to accessing the people you need to, to make a sale. In this episode he shares: -      Why the conversations you have with customers, have to bring value to the customer -      The power of working hard to learn what you need to know if you are moving across industries -      Why you need to focus on the first 3-5 months of each financial year -      How to have a clearly defined sales process -      Why a call to action for customers is essential -      The need to identify the different stakeholders and how doing so can ensure a sale Key Quotes   “Because if that conversation has no value for them and it doesn’t have a call to action afterwards, it goes nowhere.” “The selling of products hasn’t changed that much, but the environment we are selling in has changed dramatically.” “It's about looking at it and finding out what’s important from the customers perspective.” More about Giles Cunningham Linkedin: https://www.linkedin.com/in/giles-cunningham-37828114 [https://www.linkedin.com/in/giles-cunningham-37828114]   You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

12. Gaining sales growth through a commitment to community W/ Craig Mundy

Today we are joined by Craig Mundy, the owner and managing director at Snap Print Solutions in Albury/Wodonga. Craig has a really unique and long career in sales and marketing and it has resulted in an interesting outlook and philosophy when it comes to sales. With his diverse experience  and the combination of skills and knowledge he has he is one of the stand out franchisee’s of Snap PrintSolutions. In this episode he shares: -      How he started in the building industry as a draftsman, transitioning to insurance sales and outdoor advertising before owning a Snap Print franchise. -      The importance of being adaptable and persistent in the face of challenges. -      Why strong rapport with customers leads to referrals -      Why he believes providing meaningful, personalised solutions rather than just selling products leads to long term growth. -      Why marketing is essentially an evolution of sales -      The importance of understanding and responding to others' needs effectively. Key Quotes “I love the thrill of the chase of achieving what you've set out to do or working towards that achievement.” “You can present what you do in the strongest case, but ultimately, it’s a short-term solution if what you're providing for them isn't what they need and want.” “Be more comfortable and confident within yourself. Know that you have more to offer than you think you do. Confidence is something that's gained.” More about Craig Craigs linkedin: https://www.linkedin.com/in/craig-mundy-0b5908228 [https://www.linkedin.com/in/craig-mundy-0b5908228] You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

11. Top tips for effective selling w/ Greg Sampson

Today we are speaking with Greg Sampson, the Vice President, US Field Sales at Coopervision. He has extensive experience across both Australia and internationally in senior management roles across a variety of technologies and industries. Not only does he have wisdom to share on how he first made himself a successful salesperson, but also knowledge gained from managing top sales professionals. He has such rich, powerful takeaway tips and I know everyone will benefit from hearing what he has to say. In this episode he shares: -      How her started at Coopervision -      What his role involves now -      Why he finds being out with the customer to be freeing -      The hardest thing to do when he started in sales -      What helped him figure out he was selling wrong -      Why having experience in marketing and sales made him better in both roles -      The 3 things that made him successful at sales -      Why he doesn’t consider clients his friends -      Some of the challenges he is seeing post covid with salespeople -      Why he recruits for skill and capability -      How they do all their training and preparation at Coopervision -      The words of wisdom he would share to other salespeople -      His perspective on AI in sales Key Quotes   “If you forget where you come from, if you forget that everything happens during a face to face interaction, then your sales leadership suffers quite badly.” “I never feel more invigorated in my job than after I spend a day in the field with my sales team.” “You need to understand the perspective of the person to whom you are speaking before you start speaking in great volumes.” More about Follow him on linkedin: https://www.linkedin.com/in/gregsamp [https://www.linkedin.com/in/gregsamp] You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

10. Why having fun can help you make sales w/ Alexis Large

How I Sell This – Today we’re talking with Alexis Large, an agency account manager at The Australian Radio Network. Alexis is an absolute delight of a human being and I can honestly see why she is having great success in north queensland selling radio advertising because she seems like a really wonderful, authentic and fun person. In this episode she shares: -      Why she thinks she is always working towards being professional rather than being a professional -      Why account management and sales go hand in hand -      What she does to build credibility and respect with clients -      The things she finds difficult about selling -      How she used persistence to turn two years of a no into a yes with one client -      What she's doing that makes her successful -      How she uses her creative skills to dig deeper for opportunities -      How she finds out the problems for her clients and figures out solutions -      The importance of having fun with your job to ensure sales Key Quotes   “I think that people who are in it for the quick sale aren’t in it for the right reason.”   “I would never ever put the sale in front of what the client needs.”   “The happier you are, the more success you're going to have because it rubs off on clients.” More about Alexis Follow her on linkedin: https://www.linkedin.com/in/alexis-cameron-72140347/ [https://www.linkedin.com/in/alexis-cameron-72140347/] You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

9. Using expert knowledge to win clients w/ Alyssa Telfer

Today we are speaking with Alyssa Telfer a Principal from Phillips Ormonde Fitzpatrick. Alyssa is an IP advisor and Med Tech Patent attorney, which might have you thinking, does she sell? Well you can’t be a successful patent attorney if you can’t win client work. She probably wouldn’t describe herself as a sales professional and to be honest, with a double degree in science and biomedical engineering there are probably much better titles. But I have asked her onto the podcast for a very specific reason. I want to talk to her about how she has built her career over the last twenty years with such deep subject matter expertise, but not a single moment of university training on how to sell. In this episode she shares: -      Her transition from biomedical engineering to becoming a MedTech patent attorney. -      How she developed a specialised team in MedTech within her firm. -      The importance of aligning work with personal values. -      How she leveraged skills from hospitality to build professional service relationships. -      The challenges of age and gender assumptions that she encountered -      Why there is a need for adaptability and strategic business development. -      The importance of finding the right networks and forming personal connections. -      Why continuous learning is so important -      Why patent attorneys need to adapt to changing environments and maintain a growth mindset Key Quotes “It’s not no, it's no for now, have the tenacity to follow up on a meeting request. “What is the point of the meeting if you're not there to win business from the person you're in the meeting with.” “It’s not just about selling, it's about going out and understanding first." More about Alyssa Linkedin: https://www.linkedin.com/in/alyssatelfer/ [https://www.linkedin.com/in/alyssatelfer/] Phillips Ormonde Fitzpatrick: https://www.pof.com.au/people/alyssa-telfer/ [https://www.pof.com.au/people/alyssa-telfer/] You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.