#218 S2 Episode 87 - Sell Without Selling Out with Andy Paul
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12/24/21 • 54 min
3 Listeners
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HIGHLIGHTS
- A different brand of salesman
- Always put the needs of the buyer first, even in hiring salesperson
- People generally don't like to be persuaded
- Modern selling should be about working with buyers
- Changing the perspective of what it means to be in sales
- Don't chase numbers at the expense of customer relationships
- Creating a consistently good buyer's experience will payoff in the end
- Don't work for sales, make sales work for you
- Look for managers that are as invested in your success as you are
- Knowing vs Understanding the buyer
QUOTES
Andy: “I ask sales managers all the time. I see your job posting and I'm dealing with the client or something and I say, okay, here's this job posting that you got listed for a salesperson. So these attributes that you have listed, how do they help the buyer?”
Andy: “It's kind of a lunacy that we continue to have sales leadership that puts together job postings that emphasize these qualities, because in many respects, what they emphasize are behaviors that buyers resist and reject.”
Andy: “We spend billions of dollars a year in the US alone, training salespeople in behaviors that the buyers universally resist. That sounds like a good idea, doesn't it?”
Andy: “This is the problem, right, is we've had this sort of revolution in the last 10 to 15 years with incredible technology coming to the sales space, the marketing space, and people think that the usage of that technology constitutes modern selling. And it doesn't because when you're automating antiquated, obsolete behaviors, it's not modern. It's still the same old crap. You're just doing more of it, you're amplifying it.”
Andy: “Sales is not something you do to somebody. It's something you do with somebody.”
Collin: “It's so common, you know because of this end of month, end of quarter, end of year, the vast majority of people in sales are stressed out, working long hours, trying to do exactly what you did. You know, going back and forth, forcing these orders to hit numbers so sales bosses can get their bonuses.”
Andy: “There's no shortage of studies that have been done about how people are more productive, more creative when they have more control of the choices they make.”
Learn more about Andy in the links below:
- Email: [email protected]
- LinkedIn: https://www.linkedin.com/in/realandypaul/
- Website: https://www.andypaul.com/
- Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Book Your Free Revenue First Podcast Strategy here!
Get Your Free Dial Session here!
Claim Your Free 200 Leads here!
HIGHLIGHTS
- A different brand of salesman
- Always put the needs of the buyer first, even in hiring salesperson
- People generally don't like to be persuaded
- Modern selling should be about working with buyers
- Changing the perspective of what it means to be in sales
- Don't chase numbers at the expense of customer relationships
- Creating a consistently good buyer's experience will payoff in the end
- Don't work for sales, make sales work for you
- Look for managers that are as invested in your success as you are
- Knowing vs Understanding the buyer
QUOTES
Andy: “I ask sales managers all the time. I see your job posting and I'm dealing with the client or something and I say, okay, here's this job posting that you got listed for a salesperson. So these attributes that you have listed, how do they help the buyer?”
Andy: “It's kind of a lunacy that we continue to have sales leadership that puts together job postings that emphasize these qualities, because in many respects, what they emphasize are behaviors that buyers resist and reject.”
Andy: “We spend billions of dollars a year in the US alone, training salespeople in behaviors that the buyers universally resist. That sounds like a good idea, doesn't it?”
Andy: “This is the problem, right, is we've had this sort of revolution in the last 10 to 15 years with incredible technology coming to the sales space, the marketing space, and people think that the usage of that technology constitutes modern selling. And it doesn't because when you're automating antiquated, obsolete behaviors, it's not modern. It's still the same old crap. You're just doing more of it, you're amplifying it.”
Andy: “Sales is not something you do to somebody. It's something you do with somebody.”
Collin: “It's so common, you know because of this end of month, end of quarter, end of year, the vast majority of people in sales are stressed out, working long hours, trying to do exactly what you did. You know, going back and forth, forcing these orders to hit numbers so sales bosses can get their bonuses.”
Andy: “There's no shortage of studies that have been done about how people are more productive, more creative when they have more control of the choices they make.”
Learn more about Andy in the links below:
- Email: [email protected]
- LinkedIn: https://www.linkedin.com/in/realandypaul/
- Website: https://www.andypaul.com/
- Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Previous Episode
#217 S2 Episode 86 - Helping B2B Tech Companies Scale Better, Smarter & Faster with Matt Green
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Get Your Free Dial Session here!
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HIGHLIGHTS
- A life earned in sales
- Life in a boiler room-type sales environments
- Learning to put the client's interests first
- Scaling as a service with Sales Assembly
QUOTES
Matt: "If I'm on a call with a prospect, I'm gonna be brutally honest as to whether or not I think, what I'm offering, you know today's Sales Assembly for example, is going to be a good fit for them or not. If it's not, not only am I going to tell them so, but I'm gonna go the step of actually recommending, well here's some other avenues, some other outlets, some other providers that are gonna make much better sense for you than what we have to offer at this time."
Collin: "I'm not really sure why a lot of sellers are so scared to be just brutally honest and authentic with prospects from the very beginning. I think It's kinda fear-based, right? They're scared they're gonna scare the prospect off or whatever the case is, but it actually strengthens relationships, it builds a level of trust and rapport when you tell them not what maybe you think they want to hear."
Matt: "It's easy to justify bending the truth, shading around the edges a little bit in order tog et that done. I just think when you start going down that path, it's easy to take it one degree further the next time until you do eventually reach the point where you're just not being honest in any way shape or form with the people that you're talking to."
Matt: "Providing a platform to all these companies to take advantage of all these tools, resources, programs and expertise that would help them scale in a much more efficient and effective manner, that's the thesis on which Sales Assembly has been built on."
Learn more about Matt in the links below:
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Next Episode
#219 S2 Episode 88 - Overcoming Personal Struggles to Helping Sellers become Uncrushed with Tim Clarke
Book Your Free Revenue First Podcast Strategy here!
Get Your Free Dial Session here!
Claim Your Free 200 Leads here!
HIGHLIGHTS
- Early career in sales and marketing
- Pressures of a new role plus dealing with the loss of a father
- Work and personal lives have become more intertwined
- Taking care of your mental health should be normalized
- Creating an environment of vulnerability and courage
- Leaders need to step up in advocating for their employees' mental health
- Dealing with substance abuse and taking time off work
QUOTES
Tim: “Drugs and alcohol they're just the surface level things. My core issue is that I didn't know how to handle my emotions or process them healthily.”
Tim: “Addiction doesn't discriminate. It can just come up in many forms whether it's pills, or dugs, or alcohol, sex, love, social media, work, I believe that everyone has some form of hook or addiction challenge.”
Collin: “It's so common that in a sales organization, it's like, leave your personal stuff at home. When you're here, you need to focus, you need to hit your activities, you need to build your pipeline, you need to hit your quota.”
Tim: “It's one thing for two people in the US to speak openly about mental health. But when you start looking at cultures in Asia and India, it's like we don't speak about this.”
Tim: “It's never been about me or whoever's representing Uncrushed. We share our stories to create a space of vulnerability. Really when we create the events it's about holding space for other employees to share their stories. And it just normalizes it.”
Tim: “The whole point of Uncrushed is not from the point of view of someone who's already asked for help. It's before that. The whole point that we're trying to do is hopefully you'll connect with the story. You'll hear not only what they struggled but what they did to navigate those challenges and find the light.”
Learn more about Tim in the links below:
- Website: https://www.uncrushed.org/
- LinkedIn: https://www.linkedin.com/in/timclarke/
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
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