Sell Without Selling Out with Andy Paul

In this episode of The Find My Catalyst Podcast, Mike is joined by Andy Paul. They discuss Andy’s most recent book, Sell Without Selling Out.

Key Takeaways:

The average tenure of a CRO is roughly 1 year.
Intellectual Humility = acknowledging, “I don’t know everything.”
Our job as sellers is to go out and listen to the buyer.
Sales cycles will shorten if you focus on the buyer.
Sales is about compelling, not convincing.
Humans react badly to being persuaded, we resist it.
Make sales work for you by emphasizing what you are good at.
Selling is a creative thing. As a leader, help people develop their unique selling methodology.
Give generously to understand. Give in a way that helps the buyer achieve what is important to them.
If we help the buyer get the things that are important to them, we get the things that are important to us.
How to start finding your own way:
- Document the parts of the job that you enjoy.
- Document your weaknesses
- Experiment

Show Links:

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