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TV Expert Interviews / Improve Sales Skills / Apr 6, 2022 / Posted by Andy Paul / 92

Sell Without Selling Out: A Guide to Success on Your Own Terms (video)

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In this Expert Insight Interview, Andy Paul discusses his latest book, Sell Without Selling Out: A Guide to Success on Your Own Terms. Andy Paul is the host of the podcast Accelerate with Andy Paul and an author of multiple books.

This Expert Insight Interview discusses:

  • His latest book, Sell Without Selling Out
  • The negative impact of aggressive sales tactics
  • How being strategic brings a lot more benefits than being salesy

Sell Without Selling Out

The need to write this book came from Andy’s work with various companies, the conversations he had on his podcast with sales leaders, and looking at the data. In essence, there’s this feeling that we’re not getting any better at selling, and arguably, we’re getting worse.

Andy was examining the reasons behind this and realized that we’re still relying heavily on these outdated salesy behaviors that cause people to believe that sales professionals are pushy, sleazy, and unreliable. In fact, he realized that we’re using some of the new technologies we’ve come up with to amplify the negative impact of these salesy behaviors.

Aggressive Sales Tactics

There’s so much transition and change going on at the moment. There is also the perception that the market is highly competitive and that salespeople are adopting tactics or being even more aggressive with their use of technology. This all leads to the realization that the entire sales sphere is becoming a huge pile-on instead of a strategic game.

We don’t do sellers any favors in the long run by insisting that this is the way to act. When Andy talks about this on podcasts, LinkedIn, and other places, he occasionally gets pushback from people saying that that type of behavior doesn’t happen anymore, which is simply not true.

Being Strategic

Andy Paul defines selling out as behavior that has no value for the buyer or the seller. He says that we could stop these behaviors cold turkey today. We need to agree not to do these things anymore, and no one would be worse off for stopping being salesy.

Unfortunately, there’s a nervousness and fear that you could be left behind if you take a more strategic, thoughtful approach, or progress will take a little longer. This is not the case at all; in fact, Andy argues that the opposite is true.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Andy Paul helps sales teams and salespeople accelerate their sales. He delivers workshops, presentations, and customized coaching program shaping the sales process to amp up sales productivity and accelerate sales by moving customers to make fast and favorable decisions.

Author's Publications on Amazon

Customers today have a simple request of all sellers: "Just give me the information I need. Now. Don't dress it up, don't overdo it, don't take me to lunch. The time I have to invest in you is limited, and all your extraneous activity just…
Buy on Amazon
Customers today are overloaded with information and overwhelmed by options. The truth is, product value is so high across the competition that any kind of meaningful product differentiation--at least in the customer's eyes--has all but disappeared. Therefore, between not recognizing product differences, combined with not…
Buy on Amazon
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.
Buy on Amazon
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