Persuasion is not a sales skill—it’s a blunt instrument of last resort that sellers use when they don’t know how to influence the choices their buyers make. It’s the weapon of choice for mindless, uninspired sellers: the sales zombies who have stopped learning and stopped improving. Wouldn’t you rather learn how to master the art of selling in, by listening to what your buyers really want?
In Sell without Selling Out, global sales guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods.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: Connection, Curiosity, Understanding, Generosity. Everything else is mostly a combination of product features, technical specifications and pricing, which your buyers can get from the Internet. What they seek (and deserve) can only come from you: the human seller.
If you’ve been told you need to be more “salesy” to get ahead in your career, you need this book.
|Publisher:||Page Two Books, Inc.|
|Product dimensions:||5.00(w) x 6.90(h) x 0.70(d)|
About the Author
Many of you know me from my industry-leading sales podcasts: Accelerate with Andy Paul and Sales Enablement with Andy Paul. At the time of publication, I’ve produced over 1,000 episodes of the absolute best conversations in sales, which millions of you have listened to (thank you for your support!).
Or perhaps you are one of the hundreds of thousands of sales professionals that follow my daily posts on LinkedIn. The conversations I have with you there are inspiring.
Or maybe you’ve read one of my previous bestselling sales books.
So, you know that I believe that everything good in sales starts and ends with the individual salesperson. My mission over the past twenty years has been to elevate the individual seller.
Process, methodology and technology don’t win deals; people do. People are the key differentiator. People buy from people. My whole career has been built on this understanding.
It hasn’t mattered whether I was selling computers to a small business, selling complex satellite communications systems to some of the largest enterprises in the world, or selling advisory services to a Fortune 500 firm. Everything I have achieved is based on the human-centered sales principles contained in this book.
You can achieve your goals too. I can help you. Follow me on LinkedIn to get my latest perspectives on work and life: linkedin.com/in/realandypaul. And visit AndyPaul.com/Community to join our free community and benefit from our online classes on Selling In, community events, peer mentoring, exclusive content from Andy, and more!
Visit andypaul.com to learn about the services we provide to help you master the art of Selling In.
Table of Contents
Author's Note 1
Introduction | Love You, You're Perfect, Now Change 3
1 What Human Being Acts This Way? 13
2 Stand Out or Sell Out 19
3 Selling to Humans | What Your Buyers Need from You 25
4 You're Not the Boss of Me | Seize Control of How You Sell 33
5 Death to Salesy 41
3 Influence Rules, Persuasion Drools 49
Intermission | Are You a Sales Leader or Merely a Sales Boss? 57
7 There's One Question Every Buyer Will Ask You 63
8 The Sell In Pillars | Selling without Persuasion 73
9 Connection 83
10 Curiosity 113
11 Understanding 141
12 Generosity 161
13 The "Secret" Sales Accelerator 191
Conclusion | Don't Be a Sales Zombie 203