How to Not "Sell Out" and the Meaning of "Selling In" - Andy Paul, Author - Sell Without Selling Out
Summary
Andy Paul is the author of three award-winning sales books, "Zero-Time Selling" , "Amp Up Your Sales", and his latest book "Sell Without Selling Out" presenting fresh new perspectives on the sales processes that drive sales success. He specializes in teaching sales teams how to maximize the value and power of their individual selling styles, teaches on understanding what buyers want and delivering that, and how we can all leverage our innate capabilities to better collaborate with buyers. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today.
Andy also hosts the host of the "Sales Enablement with Andy Paul" podcast, acquired by Revenue.io in 2020. and he is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. In this episode you'll learn frameworks to go beyond surface level with people, questions to ask to to deliver insights, and why being friendly is distinctly different than "being a friend" to your buyer.
Key moments:
08:40 - Has anything really changed in sales? What were the misses from the pandemic in sales?
15:25 - The importance collaboration. Dropping the sales persona. Selling to people.
22:50 - Trust instead of command and control
29:18 - Tips for sellers and buyers and stories of how our car buying experiences went well and how others fell off.
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