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Train The Human First
Let’s make this as simple as possible.
Throughout the B2B sales world we are producing a rapidly increasing quantity of “training-resistant” sellers.
It’s sort of like the drug-resistant super infections that have spread from the overuse of antibiotics.
In this case, it’s the over-application of ill-fitted trainings, processes and methodologies we force on sellers that’s creating this training-resistance.
The $1,500 Selling Hour
Most sellers and managers are totally confused by the notion of productivity.
This, of course, drives them to make wrong decisions about how to improve it.
A seller’s productivity is NOT measured by the number of hours they spend selling each day.
It is NOT measured by the # of activities they accomplish each selling hour.
Let’s kill those myths right here and now.
Selling Starts With Your First Question
Selling doesn’t start until you ask a question.
This may sound counter-intuitive to many sellers.
Yet, it’s a hard truth that you can’t sell if you’re doing all the talking.
If a buyer wanted a one-sided conversation with you about your product, they’d visit your website. At least there they’d be able to gather the same information without someone…
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