Sell Without Selling Out with Andy Paul

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.

• LinkedIn: https://www.linkedin.com/in/realandypaul/
• Podcast: https://www.andypaul.com/sales-enablement-podcast/
• Website: https://www.andypaul.com/

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• LinkedIn - https://www.linkedin.com/in/jordanbenjamin/
• Website - http://mycoreos.com/
• Podcast - https://www.mycoreos.com/podcast
• Email - [email protected]
• Twitter - https://twitter.com/jbenj09