Sell Without Selling Out with Andy Paul

2022-01-26

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HIGHLIGHTSUnderstanding early that sales is a people businessDecisions are made based on return on time and attentionGivers, takers, and matchers: How to sell to different peopleThe principles of selling are largely unchanged throughout historyClose the perception gap of coaching between managers and sellersQUOTESAndy: "If you think it's purely about the process, you think it's just about what you're executing in your playbook, and you think this interaction doesn't...

HIGHLIGHTS

Understanding early that sales is a people business
Decisions are made based on return on time and attention
Givers, takers, and matchers: How to sell to different people
The principles of selling are largely unchanged throughout history
Close the perception gap of coaching between managers and sellers

QUOTES

Andy: "If you think it's purely about the process, you think it's just about what you're executing in your playbook, and you think this interaction doesn't matter, this relationship doesn't matter, then you're fooling yourself."

Andy: "If you're approaching your customer and saying, my job here is help you get what's most important to you, and if I can help you get what's most important to you, I'll get what's important to me. And as long as you're transparent about that, that's what people want."

Andy: "People calculate a return on the time they invest in you. If you're a seller and you wonder if somebody started ghosts, there could be multiple reasons, but the first reason, generally is they made the decision, you're just not worth their time."

You can learn more about Andy and preorder his book in the links below.