Andy Paul, a sales professional with more than four decades of top-flight experience, provides excellent sales advice and numerous well-tested sales ideas. Paul repeatedly counsels you to deliver genuine value, and then he tells you how. He urges salespeople to abandon standard, pushy scripts. Instead, he outlines a humane approach to selling. Paul’s system calls for diligently learning what’s important to your prospects in terms of the products and services they must buy, tuning into their perspective, and then delivering what they want and need. His uplifting sales strategy offers a win-win for salespeople and their clients. After all, as he emphasizes, salespeople win when their buyers win.
Don’t be a ”sales zombie.”
Sales zombies, pushy salespeople who never evolve, are everywhere. They turn off prospects and undermine legitimate sales professionals. Zombie salespeople are “salesy sellers,” insincere and cynical. As a result, they never learn anything new or improve themselves. They give both sales and salespeople a terrible name.
Sales zombies fail to forge a real connection with their prospects. They only pitch, often badly or even offensively.They try to sell to potential clients without asking or learning anything about them. Sales zombies just declare the message that matters to them from their one-sided salesbook: Buy! Buy! Buy!
You don’t have to be a sales zombie. You don’t have to sell out. Instead, you can adopt an entirely different, more admirable and more livable path: “selling in.” Sales professionals who sell in – that is, they focus their sales efforts on what their prospects really want – find meaningful fulfillment in selling. No matter what their sales circumstances may be, they can perform as the “best version” of themselves. Those who use the sell...
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