Bøger af Andy Paul

Successful sellers set their win rate.In this age of rapid change, B2B purchase decisions increasingly are less tied to the product being sold and more influenced by the value of the buyer's experience with the salesperson.In Sell Less, Win More, the newest book in his Salesworthy series, Andy Paul shows readers that the most effective way to create valuable buying experiences for their customers is to sell less. Not more.For sellers, these buying experiences increasingly make the difference between winning a big deal and losing it. By selling less, they increase their win rate.Andy Paul clearly lays out how human-centric sellers can connect with the buyer to build credibility and trust, deploy their curiosity to identify and understand the things that are most important to the customer, and then help the buyer get them.The modern buyer is looking for salespeople who can flexibly adapt how they sell to align with how the buyer actually wants to buy. Sell Less, Win More gives modern sellers a valuable and practical step-by-step guide to create memorable buying experiences and win more deals.

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 sellers: 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guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods.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 selling: 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 you: 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

In today's fast-paced information-driven economy, customers want to make informed buying decision about new products in the least time possible. Your customers will acquire approximately 70% of the information they need to make an informed buying decisions about your product or service from the Internet before they ever contact your company. Thus, when the customer finally contacts you, it means that their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer's questions dramatically improves their chances to win the order. Zero-Time Selling shows you, the CEO, business owner, sales manager and sales professional, in 10 simple steps, how to always be first.

Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete successfully, sellers must set themselves apart in the eyes of buyers. This book shows anyone how to become the trusted sales professional who consistently wins new business.