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:
Thank You
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