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Sell Without Selling Out: A Guide to Success on Your Own Terms
Forget everything you learned about selling.
Persuasion is not a sales skill―it’s a blunt instrument of last resort that sellers use when they don’t know how to influence the choices their buyers make. It’s the weapon of choice for mindless, uninspired the sales zombies who have stopped learning and stopped improving. Wouldn’t you rather learn how to master the art of selling in, by listening to what your buyers really want?
In Sell without Selling Out , global sales guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods. He reveals the four Sell In pillars that are the indispensable instruments of Connection, Curiosity, Understanding, Generosity. Everything else is mostly a combination of product features, technical specifications and pricing, which your buyers can get from the Internet. What they seek (and deserve) can only come from the human seller.
If you’ve been told you need to be more “salesy” to get ahead in your career, you need this book.
#DeathToSalesy
Persuasion is not a sales skill―it’s a blunt instrument of last resort that sellers use when they don’t know how to influence the choices their buyers make. It’s the weapon of choice for mindless, uninspired the sales zombies who have stopped learning and stopped improving. Wouldn’t you rather learn how to master the art of selling in, by listening to what your buyers really want?
In Sell without Selling Out , global sales guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods. He reveals the four Sell In pillars that are the indispensable instruments of Connection, Curiosity, Understanding, Generosity. Everything else is mostly a combination of product features, technical specifications and pricing, which your buyers can get from the Internet. What they seek (and deserve) can only come from the human seller.
If you’ve been told you need to be more “salesy” to get ahead in your career, you need this book.
#DeathToSalesy
- GenresBusiness
192 pages, Paperback
Published February 22, 2022
39 people are currently reading
99 people want to read
About the author
Andy Paul
12 books4 followersANDY PAUL is the CEO and founder of Zero-Time Selling, Inc., and a leading expert on selling with speed. He has more than 30 years of sales experience in companies ranging from raw startups to Fortune 1000s.
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Displaying 1 - 13 of 13 reviews
June 24, 2022
I don't normally give stars to business, management or sales books. This book was refreshing. A simple but authentic and empowering approach. Applicable to both sales and life.
September 14, 2022
Good short book. Really just seemed to have one central point which they sort of built on top of by use of examples and comparison between the recommended method and the standard method.
Takeaways:
No one likes scummy salesy behavior, neither the buyer nor the seller.
The best approach is not to attempt to sell someone something before you even know if you can solve their problem but rather to engage in an honest inquiry into the problem and then see IF you can help move them to a solution.
Selling isn't an act the salesman does to the buyer but is an act that the buyer allows the seller to do.
Sales is really influence. People are giving you the ability to influence their judgement/perspective and they are trading this privilege with you for the implicit promise that you will help bring them close to their goals with less time and/or energy then they would have expended on their own.
The author describes this approach to sales as "selling in" (as opposed to selling out)
One of the best traits you can have in pursuing an honest inquiry into what problems the potential buyer has that you may be able to solve is Curiosity.
Avoid talking about yourself when building rapport.
Asking good questions is a way to demonstrate domain-specific knowledge (positioning you as an expert who may be able to help) and also to move you closer to an understanding of the problem the potential buyer may have.
A good way to inject information you may have into the conversation without seeming like you're pushing it on the person is to rephrase it as a question. For example, instead of saying "Well, our product can do x", you might ask "How would it impact your business if you could do x?"
You're not just looking for the problem but you're also looking for other information that is important to know in terms of the buyer solving the problem. what constraints are they under organizationally? Etc.
Part of the selling process is then convincing the buyer that you are someone worthy of being able to influence their decision-making, a very intimate space, and also someone trustworthy with that ability. You can easily break that trust by using salesy tactics after gaining trust, such as trying to close quickly even though it doesn't work with the buyer's needs, lowering the price to try and get an immediate firm commitment, etc.
One of the things the author goes through pains to point out is that every salesman must act autonomously and must not be put under performance pressure as that will interfere with the true work of selling.
Takeaways:
No one likes scummy salesy behavior, neither the buyer nor the seller.
The best approach is not to attempt to sell someone something before you even know if you can solve their problem but rather to engage in an honest inquiry into the problem and then see IF you can help move them to a solution.
Selling isn't an act the salesman does to the buyer but is an act that the buyer allows the seller to do.
Sales is really influence. People are giving you the ability to influence their judgement/perspective and they are trading this privilege with you for the implicit promise that you will help bring them close to their goals with less time and/or energy then they would have expended on their own.
The author describes this approach to sales as "selling in" (as opposed to selling out)
One of the best traits you can have in pursuing an honest inquiry into what problems the potential buyer has that you may be able to solve is Curiosity.
Avoid talking about yourself when building rapport.
Asking good questions is a way to demonstrate domain-specific knowledge (positioning you as an expert who may be able to help) and also to move you closer to an understanding of the problem the potential buyer may have.
A good way to inject information you may have into the conversation without seeming like you're pushing it on the person is to rephrase it as a question. For example, instead of saying "Well, our product can do x", you might ask "How would it impact your business if you could do x?"
You're not just looking for the problem but you're also looking for other information that is important to know in terms of the buyer solving the problem. what constraints are they under organizationally? Etc.
Part of the selling process is then convincing the buyer that you are someone worthy of being able to influence their decision-making, a very intimate space, and also someone trustworthy with that ability. You can easily break that trust by using salesy tactics after gaining trust, such as trying to close quickly even though it doesn't work with the buyer's needs, lowering the price to try and get an immediate firm commitment, etc.
One of the things the author goes through pains to point out is that every salesman must act autonomously and must not be put under performance pressure as that will interfere with the true work of selling.
October 25, 2022
The only thing worth of attention from this book: *Don't sell things you don't believe in.* Despite all the buzz words, this is a low quality rehash of the creepy ways of selling of the 1970s.
2022-10-25:
The author has a very common name. And a very common text. Mediocrity is the highest point this guy aims at.
The problem with the book is the slime from sales creeps out every page.
- ”a study” said this or that, and it just happened to support his point
- name dropping: Socrates said it. The golden incompetents of Harvard Business School. Anybody is good enough if a single phrase supports this guy's pitch
- the conspiracy: your boss doesn't want you to read this book
- as with any creep he is telling you how to reach the heavens, and all your objectives
- he has great credentials: companies described not by name, but by some market classification: the second X in Y
- how many hours he has flown. and that is a very important point. he could have used the phone. given the book is published in 2022, video meetings are quite common. it points out he is a loser with a lot of time on his hands, employed by suckers who make that much money they can afford to pay this guy, and his plane ticket, and his hotel room.
In here you will find important data like
- why Dale Carnegie didn't title his book /How to Win Friends and Persuade People/. Right.
- semantic crap like the imagined /sales leader/ (buzz word) vs /sales boss/
What does the guy preach? Try to hear the client. Try to help. Cute. There are other books saying the same thing. And funny fact: they were published long before.
You will also find crap that has no connection with the main subject:
- how to become a /sales leader/, which is a good thing because there aren't any books on leadership in 2022
- how to coordinate a team of sales people
2022-10-25:
As I turn pages I become more disgusted with this creep.
I was expecting a book from a mature sales man, instead he is selling his 21 year old experiences. Amazing.
The quantity of noise is spectacular. He tells me he wasn't selling bridges to nowhere. If the guy only understood what a bridge to nowhere means! That is not a creep pimping software that doesn't work, that is a politician building infrastructure that will boost tourism, industry, or whatever the electorate needs.
Like the lowest of the sellers, the guy will pelt the reader with meaningless keywords: value, greater good, true whatever, human level, experience.
2022-10-25:
The author has a very common name. And a very common text. Mediocrity is the highest point this guy aims at.
The problem with the book is the slime from sales creeps out every page.
- ”a study” said this or that, and it just happened to support his point
- name dropping: Socrates said it. The golden incompetents of Harvard Business School. Anybody is good enough if a single phrase supports this guy's pitch
- the conspiracy: your boss doesn't want you to read this book
- as with any creep he is telling you how to reach the heavens, and all your objectives
- he has great credentials: companies described not by name, but by some market classification: the second X in Y
- how many hours he has flown. and that is a very important point. he could have used the phone. given the book is published in 2022, video meetings are quite common. it points out he is a loser with a lot of time on his hands, employed by suckers who make that much money they can afford to pay this guy, and his plane ticket, and his hotel room.
In here you will find important data like
- why Dale Carnegie didn't title his book /How to Win Friends and Persuade People/. Right.
- semantic crap like the imagined /sales leader/ (buzz word) vs /sales boss/
What does the guy preach? Try to hear the client. Try to help. Cute. There are other books saying the same thing. And funny fact: they were published long before.
You will also find crap that has no connection with the main subject:
- how to become a /sales leader/, which is a good thing because there aren't any books on leadership in 2022
- how to coordinate a team of sales people
2022-10-25:
As I turn pages I become more disgusted with this creep.
I was expecting a book from a mature sales man, instead he is selling his 21 year old experiences. Amazing.
The quantity of noise is spectacular. He tells me he wasn't selling bridges to nowhere. If the guy only understood what a bridge to nowhere means! That is not a creep pimping software that doesn't work, that is a politician building infrastructure that will boost tourism, industry, or whatever the electorate needs.
Like the lowest of the sellers, the guy will pelt the reader with meaningless keywords: value, greater good, true whatever, human level, experience.
March 22, 2022
Being a person who is often invited onto podcasts, there were two stand out podcast interviewers. One of those was Andy Paul, so when I heard he had written a book I was keen to get my hands on it. I must admit when there is somebody, I highly respect I always open their books with intrepidation. There are, after all hundreds of sales books, many of them talking about similar subjects.
I’m pleased to say I was not disappointed. Andy, by his own admission does not fit the usual “sales person” mould and what he shares in “sell without selling out” is the fact that every prospect and customers hates being sold to. So, as he points out, so why do sales people keep “selling”. Anyway, the book is a great common-sense reminder of what sales is about today and certainly should be read by sales newbies and people who have been in sales, like me, a long time.
I’m pleased to say I was not disappointed. Andy, by his own admission does not fit the usual “sales person” mould and what he shares in “sell without selling out” is the fact that every prospect and customers hates being sold to. So, as he points out, so why do sales people keep “selling”. Anyway, the book is a great common-sense reminder of what sales is about today and certainly should be read by sales newbies and people who have been in sales, like me, a long time.
October 4, 2023
A simple premise with a ton of experience behind it. Don't be "sales-y", or "selling in," sits at the heart of the book. Andy quickly outlines some things to think about when in a sales cycle. All of this is good and important, but like any sales improvement book, behaviors are not easily changed and most of these concepts work neatly inside a vacuum. The world is not a vacuum and changing behaviors is a challenging and long endeavor. Overall, the suggested pathway presented by Andy has a lot of merit, but rigorous and relentless personal development would need to be paired with the books messaging. I would recommend this book for someone far along in their sales career who is needing some course correction.
May 18, 2022
Outstanding book that brought clarity to some of my own opinions on sales but also introduced some approaches that are already adding value to my interactions with prospects/clients.
Andy’s narration in the audiobook is really great. He is clearly passionate about these topics and brings real credibility to his message.
I highly recommend this book regardless of where you are in your sales journey.
Andy’s narration in the audiobook is really great. He is clearly passionate about these topics and brings real credibility to his message.
I highly recommend this book regardless of where you are in your sales journey.
August 31, 2024
" Sell Without Selling Out" by Andy Paul is a book that focuses on authentic selling and human-centered sales The book teaches salespeople how to improve their win rates while inspiring trust, delivering true value, and building lasting relationships with their buyers.
It covers topics such as -Authentic Selling, Empathy and credibility, Positive buying experiences, ..
Overall, "Sell Without Selling Out" is a must-read for salespeople who want to succeed without compromising their values.
It covers topics such as -Authentic Selling, Empathy and credibility, Positive buying experiences, ..
Overall, "Sell Without Selling Out" is a must-read for salespeople who want to succeed without compromising their values.
August 29, 2022
A quick read on an important skill. A lot of good selling is being a decent person. So this book contains, by necessity, many things you may consider common sense (listen, ask questions, earn people's trust, etc). The author has plenty of selling wisdom, and I appreciated bits such as describing the buyer's journey and what value is to a buyer.
March 6, 2022
A great book on selling and how to be non-salesy.
February 15, 2023
Must read for any Sales person, thank you for sharing your insights.
September 12, 2023
Several good tips, but in overall A4 format quick overview would suffice for interested readers
March 17, 2024
Too short and obvious. "Mom test" shares many same ideas, but in a much better way.
September 1, 2023
Solid advice for those choosing sales as a profession. Clear and simple steps to achieve sales success on your terms.
Displaying 1 - 13 of 13 reviews