Episode 175 – Sell Without Selling Out with Andy Paul

Episode Overview

We get a lot of big names coming through each week, and today is one of the biggest! Andy Paul, sales leader, coach, speaker, best-selling author, podcaster, the list goes on and on. 

Andy begins by talking about the key to finding good salespeople. Finding the right fit for the organization tops the list. Without that, the skills and track record matter much less. He recounts how his parents would push him to engage in conversation with adults and others where there was a mismatch in status. This prepares people in professional settings, especially sales, to engage easily with executives and decision makers.

They get further into the discussion on what attributes are best for a sales person. Andy talks about hiring someone who most would never see as a traditional salesperson, but he was a curious, open-minded problem solver which is what buyers respond to. This segues into Andy’s signature ‘human-centered selling.’ It’s about dropping the script; listening, understanding, and reacting in the moment.

The show continues with more insights and wisdom that only Andy can bring. When prospects view all salespeople as the same, how can you be the difference? Who is the biggest influence on your sales development? Andy’s six types of questions that reveal buyer’s challenges, reshaping the definition of productivity in sales, and why quotes hamper outcomes.

 Find out more about Andy

And his books like the new Sell Without Selling Out

Listen to the Sales Enablement podcast

Come and grow with Sales Gravy & Sales Gravy University

More about Gina

Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic

Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.

“Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

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