Feb 6, 2019
A lot of sales techniques and strategies zero in on the closing process, the finish line...but what about the starting line.
Today's guest Andy Paul, believes the first interaction in every sale is the most critical and a lot of sales professionals are not devoting the care and attention to that initial step. Andy is unconventional, a rule breaker and an original thinker.
Andy has been in sales for over four decades. Now he is on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. He is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. His podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. His two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.
Enjoy this wide ranging discussion on the sales process, the sales life and breaking all the rules.
On today’s podcast...
2:47 - The first interaction in sales is the most critical. Are you handling it correctly?
4:50 - The best opening question to ask when forming a relationship
8:20 - Technology may evolving quickly but are we as human beings evolving just as quickly?
12:00 - The Hidden Biases of Good (Sales) People
16:28 - Know your math...If I just do enough of something, I'm going to get a certain number of results
20:10 - "I think we should fire you." Andy breaks the rules and becomes successful.
25:25 - Turning SDR turnover into consistent career professionals
29:14 - "We train our pets, we educate our people"
34:31 - Personal growth, professional growth, sales growth
38:56 - Andy's "why"
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