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Andy was examining the reasons behind this and realized that we’re still relying heavily on these outdated salesy behaviors that cause people to believe that sales professionals are pushy, sleazy, and unreliable.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.
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.
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.