How I Sell This

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

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Episode notes

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

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Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

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