In this episode of Enterprise Sales Development podcast, we speak with Andy Paul, author of Sell Without Selling Out: A Guide to Success on Your Own Terms. Andy teases some of the things in his book, including the four pillars of selling in. He discusses some of the things that salespeople do that don’t advance the sales and his approaches. He also breaks down why people have negative connotations with salespeople and what we can do to redirect sales including creating positive buying experiences and leading with honesty and empathy.
WHAT YOU’LL LEARN
The philosophy behind his book, Sell Without Selling Out: A Guide to Success on Your Own Terms
The four pillars of selling in
The misconception between relationships and sales
Why he thinks sales leaders should be based on the number of sellers that make their quota
His thoughts on scripts vs roadmaps, how to select candidates for inbound and outbound and his approach to listening to understand rather than listening to respond
QUOTES
“If selling out is being sales-y, selling in is what your buyers need from you.” -Andy Paul [09:23]
“So what’s it cost you to be friendly? Anything? No, I don’t think so. There’s so few things that we control in sales, and being friendly is one of them.” -Andy Paul [13:54]
“The only people skill that you need is really just like, can you make a friend? You’re not trying to make the buyer a friend, but the same motion that you go through to make a friend is how you connect with another human being.” -Andy Paul [14:44]
“The weakness of the process for many companies is, especially when you’re selling something more complex, is you put your least knowledgeable people at the point of attack and expect them to have productive conversations. It’s really sort of unfair.” -Andy Paul [35:34]
“I think what we just want to focus people on is listening to understand versus listening to respond. Draw that distinction.” -Andy Paul [45:43]
TIMESTAMPS
[00:00] Intro
[00:31] Meet Andy Paul
[02:07] His new book, Sell Without Selling Out
[08:59] The four pillars of selling in
[11:50] The misconception between relationships and sales
[20:47] Basing sales leaders on sellers’ quotas
[24:39] Continual feedback and objection handling
[34:22] Scripts vs road maps
[38:44] Skills between inbound and outbound
[45:11] Listening to understand
[50:06] How to contact Andy
RESOURCES
Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul
Pre-suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini
Chili Insights: Average B2B Vendor Response Times
CONNECT
Andy Paul’s website
Andy Paul on LinkedIn
Sales Enablement Podcast with Andy Paul
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Insta
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Enterprise Sales Development with Andy Paul | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
