“Don’t blindly follow a boss’s sales advice if it means selling out.” ~ Andy Paul
That quote may not seem to endorse a sales book to sales leaders, yet here is the crazy thing; making sure your salespeople THINK for themselves and LISTEN to prospects/customers is exactly what the book Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul is all about.
In fact in a brief intermission titled Are You a Sales Leader or Merely a Sales Boss? Andy specifically says “This book gives sellers the right tools and mindset to develop a successful process of selling that is in alignment with their strengths and with what their buyers need from them to make good decisions.” (pg 61)
The book comes out on of February 22nd – preorder your copy today.
As well as ask yourself if you’re persuading or influencing your team (to paraphrase Andy on pg 53):
- Persuade – are you working to change the minds of your salespeople on what is important so they sell more?
- Influence – do you work to understand your salespeople and then help them figure out how to solve their problems and achieve their desired outcomes?
If you’re working to get the salespeople on your team to PUSH products and services on someone, you are asking your salespeople to sell out.
When you set up an organization that listens and then comes up with a recommendation that makes sense for prospects and customers, you’re selling IN!