764: Andy Paul | Sell Without Selling Out

Are you listening to what your buyers really want? In this episode, Andy Paul, a global sales expert and Sell Without Selling Out author, shares how to take charge of your own career without selling out to outdated, ineffective sales methods. He reveals the four Sell In pillars that are the indispensable instruments of selling and touches on the importance of being the reason the buyers make a decision to purchase something from you. Let's dive in! Andy has been in sales for over four decades. His first sales job was selling women’s shoes at JC Penney. He has sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises in his professional career. He closed hundreds of millions of dollars in products and services before starting my own company.  Key Highlights:   [00:01 - 07:53] Opening Segment  Why Andy decided to write Sell Without Selling Out What’s the role of a salesperson Selling in vs selling out What can lead to poor customer experience in the selling process  [07:54 - 15:27] Your Job As a Salesperson Be very intentional about creating a buying experience that differentiates you from competitors Common characteristics of a salesperson that’s selling in vs the one that’s selling out Connection, curiosity, understanding, and generosity How you can build trust with and human connections Andy’s outlook on the “objection” handling process  [15:28 - 25:41] Keep An Open Mind Andy shares how he started his selling journey How Andy gained knowledge about sales  Check out the Sales Enablement Podcast The correlation between introvert sellers and extrovert sellers  [25:42 - 31:35] Be True To Yourself  You have to find out what works for you as a seller Make sure you’re the reason the buyer makes a decision to purchase something from you You must serve the needs of the customers Why you should take responsibility for your own success  [31:35 - 36:10] Closing Segment Want to connect with Andy Paul? Head to Andy Paul, a proven framework to increase win rates and shorten decision cycles without the sales behaviors buyers hate. Start hiring right now with a $75 sponsored job credit to upgrade your job post at indeed.com/network. Offer valid through March 31st, 2022. There’s a reason why so many creators use Riverside. Check them out and all the other features they have at Riverside.fm and create an account. Get started today. Click the link here and use Coupon Code BYN for $10 off any subscription.  Want to start living a happier life today? As a listener, you'll get 10% off your first month by visiting our sponsor BetterHelp at https://betterhelp.com/buildyournetwork Did you love the value that we are putting out in the show? LEAVE A REVIEW and tell us what you think about the episode so we can continue putting out great content just for you! Share this episode and help someone who wants to connect with world-class people.  Jump on over to travischappell.com/makemypodcast and let my team make you your very own show! If you want to learn how to build YOUR network, check out my website travischappell.com. You can connect with me on Facebook, Instagram, and Twitter. Be sure to join The Lounge to become part of the community setting up REAL relationships that add value and create investments. Tweetable Quotes:  “If you think that your mission as a salesperson is to persuade a buyer to buy a product, by definition you’re selling out.” - Andy Paul “Selling is about being intentional.” - Andy Paul “Work in a way that aligns with who you are as a person.” - Andy Paul Visit https://porkbun.com/BuildYourNetwork24 and get your .PRO domain for just $1 for the first year at Porkbun! Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy