A simple and easy to read sales book ideal for small business owners and professional sellers alike.
How many difficult clients do you currently work with? If that question caused a blink of an eye, keep reading.
Every small business has its share of difficult customers. But you have to ask yourself what makes them difficult?
If you were to debrief your toughest customers, you’d discover that they’re just not right for your business. If you looked closely enough, you might realize that maybe, just maybe, you were sold out. You gave up some element of what makes you successful in order to close a deal for money you needed.
It might not feel right reading that, but it might feel a little better reading Andy Paul’s Sell Without Selling Out.
You can sell without selling out
Many people will tell you that difficult customers come with the area, but Andy Paul disagrees.
How to Sell Without Selling Out is full of helpful advice for those looking to sell their product or service without resorting to sales tactics or compromising their ethics.
Why does Andy Paul hate sales?
According to Paul, salesey doesn’t sell. He should know. Andy Paul is a global sales consultant, top podcaster and entrepreneur who says he almost got no further than his first sales training class after college. And do you know why? Because his bosses said he wasn’t “saleswoman” enough.
Well, Paul showed them! Since then, Andy Paul has helped improve the performance of teams selling a wide variety of products and services. Today he does what he loves: sharing his unique insights on how to sell without getting sold out.
The key to Paul’s sales strategies is changing the way you think about sales.
Master the 4 Pillars of Selling
In Sell Without Selling Out, Paul reveals the four ‘sell-in’ pillars that are the indispensable tools of selling.
Connection: Engage on a human level Curiosity: Discover what frustrates them Understand: Dig deep into what drives the buyer Generosity: Share your values and vision
In so many ways, this book reminds me of a smarter, kinder, kinder, more useful sales system. And to be honest, I think we could all use this kind of sales approach, both as buyers and sellers.
Ask yourself: what is selling?
What I like most about this book is how Paul explains sales in the simplest, most humane terms possible:
“What we do as sellers is not complicated. We listen to understand what matters most to our buyers. And then we help them get it.”
If you’ve ever bought anything, especially for a significant amount of money, you can appreciate the power of this kind of sales mindset. In other words, if we as salespeople were simply to divert our attention from our own need for revenue and focus on the customer and their needs in order to get what they need and want, you will find yourself looking forward to every sales call. because you help people as you build your business.
Here are just some of the benefits:Build trust with buyers by focusing your efforts on building relationships. Create positive experiences for buyers. This will help them make quick decisions and increase your chances of winning the sale. Make sure the way you sell your products and services aligns with your values and the values of your potential buyers. Listen to what buyers need and want. You already listen to your customers, but you listen to what they really want. For example, you can listen to your prospect talking about several kicks when they actually want a hole. Once you know the ideal result they want, you can find creative ways to deliver it. Instead of directing your customer to your product or service, you help them make decisions quickly and without spending too much time on them.
Start Fresh and “Close the Pitch”
I don’t say this often, but I have such an amazing professional love and respect for Andy Paul! He says what we as buyers want from our relationships with sellers: to help us make the right buying decision.
He also gives us as sales professionals the freedom to do what we want most: get off the field permanently and definitively! Just imagine – don’t convince, don’t try, don’t tick off. Just help and make a real difference in the lives of our customers.
What are you going to do with all that freedom?
The question here isn’t whether you should read this book or not, it’s what you’re going to do with all the mental freedom you get after you’ve finally sold the way you want to sell.
Imagine being able to finally help customers the way you want to be helped. Imagine having a client list of people you would like to call your friends. Imagine being a business owner who finally loves to sell!
This post Get ready to sell without selling out was original published at “https://smallbiztrends.com/2022/05/sell-without-selling-out-book-review.html”