A pleasure to welcome Andy Paul back to the show. Andy is an executive coach, author, and speaker, and is releasing his next book on sales this week, called Amp Up Your Sales. He joins me on the air to discuss it…
Click here to learn more about Andy Paul.
Notes from today’s discussion:
Most of us are on “sales auto-pilot.”
You spell out new definitions for selling and for buying. Why do you feel it was important to do that?
You say that one of the most overused and often-misunderstood word in sales is “value.” What is your definition of “value” in sales and how do sellers today need to think about and present value?
“Every interaction with a prospect MUST provide value. Sending an email or leaving a voice mail that simply states that you are “checking in” is a wasted opportunity, and costs you time in the long run…”
You introduce a concept called the Peak/End Rule in Selling. What is that, and why is it so important for salespeople to understand and incorporate it into their selling?
You talk about the concept of earning more selling time from prospects. Most sellers think that time is freely given, You say that it has to be earned. Why? And what should sellers do to earn more time with prospects?
What is responsiveness and how does being more responsive help to differentiate a seller?
You simplify the personality types of decision makers into two types. Explain the two types and how understanding this distinction helps sellers.
You talk about the importance of simplifying your sales strategy. Why is simplification so important and what are your 3 simple strategies to achieve it?
You say that success in sales comes about through differentiating yourself in the eyes of your buyers. What are some ways you suggest that sellers can make their selling memorable?
“The craft of selling…”
About Andy Paul
Andy Paul is a leading sales expert, author, speaker and consultant. He teaches sellers how to accelerate their sales by maximizing the value and power of their sales processes to move customers to make fast and favorable decisions. He was recently recognized by Forbes as one of the leading global experts on social selling.
Andy is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions (AMACOM Books, 2014), and the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales, which was recognized as one of the Top 3 Sales & Marketing books of 2011.
He works out of offices in New York City and San Diego.
You can find Andy’s new book here:
Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions