Building Trust and Confidence in Sales: Interview with Brian Kavicky

Art & Science of Complex Sales

Join us in today’s interview as we welcome the Co-founder of Lushin, Brian Kavicky to share his personal journey from how he started out with electrical wholesaling and ended up in the sales sector. Listen in as he details his early years in a management training program where he faced challenging accounts and learnt the importance of being present in conversations.

On-the-Job Learning (8:44)

Paul discusses the value of Brian's three-year management training program, which shaped his career. Brian explains that the industry faced challenges in finding managers, so they recruited flexible individuals like him. Brian learned from being in the field and dealing with skeptical employees. He took on challenging accounts, demonstrating his skills to the sales team, and encouraged them to learn from his successes.

Mindset and Strategy in Sales Conversations (17:07)

Paul and Brian discusses the importance of building trust to facilitate sales transactions.

Brian elaborates on the distinction between prospecting and selling, highlighting that prospecting involves qualifying potential clients based on their needs and challenges. They emphasize the need to quickly establish credibility and understand clients' issues without directly asking about them. Brian suggests that once a meeting is scheduled, it's crucial for the salesperson's mindset to shift away from trying to prove themselves and instead focus on creating a safe and collaborative environment. They recommend using curiosity to understand why the client wants to meet and avoid immediately showcasing their capabilities, as this can escalate conflict.

Major issues in the current Sales Industry (25:34)

Brian points out the rapid advancement of technology in sales, especially in prospecting. He mentions the increasing use of tools like AI-powered email analysis and messaging tailored for different types of potential customers. Brian stresses that while these tools can be helpful, their improper use, such as excessive automation, can damage the prospecting process. He shares a personal experience of receiving automated, irrelevant emails that tried to create a false sense of connection. Brian also touches on the difficulties faced by sales managers when it comes to identifying and bringing on board the right salespeople, often resulting in hiring and onboarding errors.

Discover how the perfect blend of technology and automation can streamline your sales process in this episode.