In our 41st episode of #NutsAboutSales, we heard some brilliant sales tips from Paul Mullins, the Chief Revenue Officer of Xeneta.
Watch this amazing episode to learn what the worst mistake you can make when demoing is, understand why it's essential to make sure you know who you are giving a demo to, and hear about the craziest place he has given a demo.
Watch the video or read the transcripts below:
What’s your name and where do you work?
My name is Paul Mullins and I'm the CRO at Xeneta.
What's your most embarrassing sales story?
I was on the road with one of my top sales guys, and we did a sales core presentation at Canon. I stood up to do the introductions, then went on to the agenda slide. People started fidgeting and laughing, and I realized that the logo was Sony, and I was at Canon.
What's the funniest thing a client told you?
In Australia, you go by nicknames, and my nickname was Mullows because of my surname.
One of my customers actually named their dog Mullows because he felt that it was always chasing his ankle and never gave up.
What's the craziest thing that happened to you during a demo?
We had to go out into the car park. And fortunately, we did have a signal. We finished the demo in the car park on the laptop, on a park bench in the parking area.
What's the most genius move you did to save a deal?
Bit of a lucky strike. I did a deal where I presented, and it went pretty horribly wrong. And obviously, in the meeting, we didn't get what we wanted.
But actually, when I was traveling back, I actually sat next to one of the people that was on the panel, and I grilled him for an hour and a half. And we did eventually get the deal.
What's the worst mistake to avoid?
Not knowing what the customer's pain points are or addressing those.
What's your golden rule in sales?
Know your products and the value that they will bring to the customer. And speak with confidence when you're going into how that product is going to solve some of the challenges that they have.
Sell me a walnut!
Walnuts are a great addition in salads. They can reduce heart disease, control diabetes, and also reduce blood pressure at the same time.
Unfortunately, some of us are allergic. I think it's 1% of all Americans are allergic to nuts. So some of you won't enjoy what I've just said. However, just to put your mind at ease, I will supply a free test kit for allergies. And if the nuts don't agree with you, then I will give you your money back within 30 days.