Accelerate Podcast with Andy Paul
December 11, 2017
Topics: Podcast, Sales

#608: Use Your Passion to Achieve Breakthroughs in Sales w/ Jay Abraham

Jay Abraham, Founder and CEO of Abraham Group, Inc. and business book author, joins me on this episode of #Accelerate!


  • Jay says the single biggest challenge facing sales professionals today is authenticity, credibility, and true intent on behalf of the prospective buyer. Sales reps are rewarded for the actual value they create for others.
  • The solution you provide must fairly remedy the pain the prospective buyer has, whether for productivity, savings, labor, time-to-market, or other need.
  • More sales are made with storytelling, metaphors, and analogies than are made with Powerpoint decks. Jay does not respond to requests for ‘a deck.’ It is a disservice to a product to think a prospect can see its value in a deck.
  • The best presentations do not involve a laptop or tablet. They harness passion for the people the solution will benefit.
  • Andy recently read The Abraham Mindshift Challenge that examines a different way to do business. Don’t look at what other companies in your category are doing. Look at meeting the needs of your market.
  • Andy quotes a statement about breakthroughs from Jay’s Getting Everything You Can book. Don’t network only within your industry, but mainly outside of it. Big breakthroughs come from outside an industry. Jay explains by examples.
  • The key to success is examining, understanding, appreciating, recognizing, exploring, acknowledging, and respecting how the ‘other side’ is experiencing life. It is empathy in practice. Jay tells attitudes to avoid in sales.
  • Jay discusses Stephen M.R. Covey’s research on trust. He found that 90% of people working in fields that rely on trust are sub-optimal in their ability to generate trust. Noble and worthy values are not found universally.
  • Empathy decreased year after year among college freshman for three decades according to the University of Michigan. It seems to be replaced by self-absorption. Salespeople need human values, especially empathy.
  • Jay talks about teaching young people how to connect with others. Breakthroughs come by open-mindedness, including curiosity. Don’t be hardened in your positions.
  • Jay has a 747 flight story. He learned that if the wings were rigid they would crack off. Flexibility is essential to successful flight, or to anything else in life. Knowledge doubles quickly. No one knows it all.
  • It’s improbable that your particular company has discovered the very best method of doing anything they do. There is always going to be a better way to do things.

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Contact Jay Abraham 50 free resources for listeners of #Accelerate!


Free Resources

The Abraham Mindshift Challenge, by Jay Abraham

Getting Everything You Can Out of All You’ve Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition,
by Jay Abraham

The SPEED of TRUST: The One Thing That Changes Everything,
by Stephen M .R. Covey and Stephen R. Covey

Humans Are Underrated: What High Achievers Know That Brilliant Machines Never Will, by Geoff Colvin

University of Michigan study on empathy in college freshmen

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About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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