Selling From the Heart Podcast Larry Levine, Darrell Amy

Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.

SHOW SUMMARY

In this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out’. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.

KEY TAKEAWAYS

Authenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.

Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.

Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.

Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.

Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.

QUOTES

"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order."

"If buyers are talking to you, it's because they need to. So you need to figure out what they need from you."

"Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."

Learn more about Andy Paul:
LinkedIn: https://www.linkedin.com/in/realandypaul/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/home-prerelease

Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818

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Please visit WHY INSTITUTE:
https://whyinstitute.com/

Please go to WORK BETTER NOW:
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Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

In this episode, Larry Levine and Darrell Amy interview Gretchen Gordon, author of "The Happy Sales Manager." Gretchen shares her insights on how sales managers can find happiness and success in their roles. She emphasizes the importance of adopting a different mindset as a sales manager and focusing on the success of the team rather than individual achievements. Gretchen also discusses the challenges sales leaders face and provides practical advice for overcoming them. Listeners will gain valuable insights into effective sales management and learn how to build a high-performing and happy sales team.

In this episode of Selling From The Heart, Larry Levine and Darrell Amy delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.

KEY TAKEAWAYS

Slowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.

Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.

Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.

Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.

Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.

QUOTES

"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate."

"Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust."

"If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."

Learn more about Dave Kurlan:
LinkedIn: https://www.linkedin.com/in/davekurlan/

Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation. Discover how to build trust quickly with prospects and clients. Get your autographed advanced reader’s editions now! Read it before the official launch on April 13, 2024. Please visit https://sellinginaposttrustworld.com/

Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book.

SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NA

Please visit WHY INSTITUTE:
https://whyinstitute.com/

Please go to WORK BETTER NOW:
https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:
https://www.sellingfromtheheart.net/daily

Get your Insiders Group FREE PASS here:
https://www.sellingfromtheheart.net/free-pass

Tune in for an exciting announcement on this special episode of the Selling From the Heart podcast!

Learn More:

https://sellinginaposttrustworld.com/home-prerelease