Sales professionals

About the author : Clifford

Clifford Jones is the founder and managing partner of Clarity Strategic Advisors, LLC, a business advisory company focused on training, leadership, and business development. He is the co-author of four books, author of an award-winning blog, an inspired speaker and the creator of the Clarity Strategic Action Planning Blueprint. You can connect with him at CliffordJones.com.

Business owners and leaders, if you want to learn the art of selling without selling out, check out my expert interview with author and sales advisor Andy Paul.

Sell Without Selling Out is Andy Paul’s newest book currently in pre-launch mode leading up to the full launch of the book on 2.2.22. (Got to love the date.) Andy and I originally met when I was working with Harvey Mackay. Andy is well-known in the podcast world and thrilled to talk with us about his third and newest book, Sell Without Selling Out.

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Check out the full interview on YouTube. If you don’t have time, here are the highlights from our half-hour conversation:

  1. Sell Without Selling Out is about learning to “sell in.”
  2. Selling in implies four core pillars; connection, curiosity, understanding, generosity.
  3. Humans are wired to help others. Selling in is helping others get what they want. Therefore, everyone is in sales depending on your mindset.
  4. In order to help others get what they want, sales professionals need coaching and training in the art of communication. Authentic communication is a learned skill. Listening, empathy, curiosity, and genuine caring for your customer and company are paramount to sales success.
  5. One of the most expensive mistakes company owners and sales leaders make is not empowering sales professionals with the tools that work best for them. Technology is one aspect of sales enablement. Another is sales and marketing collateral such as slide decks, email templates, video, and other resources to help prospective clients make the right decision.
  6. The most adaptable people survive in life. Same in sales and business. Adapt, be a team player, work towards the common vision and mission.
  7. Focus on your sales process, activities, more than results. Results follow the quality and quantity of creative sales activities and follow-up.

Every organization with people working towards a common goal must learn to focus on the plan, mission, and vision together. When strategic alignment happens, and there is an ongoing commitment to consistent and caring sales and customer service practices, results follow.

Nothing is more important than your sales mindset. The sales mindset that makes the biggest difference is the one that focuses on helping others get what they want.

That’s the power of “selling in.”

Thanks to Andy Paul for his time during this informative interview. Click here to connect with Andy on LinkedIn.

Got a comment or question regarding sales training, sales coaching, and learning how to get better results?

Click here to schedule a conversation about your strategic plan and sales goals.

About the author : Clifford

Clifford Jones is the founder and managing partner of Clarity Strategic Advisors, LLC, a business advisory company focused on training, leadership, and business development. He is the co-author of four books, author of an award-winning blog, an inspired speaker and the creator of the Clarity Strategic Action Planning Blueprint. You can connect with him at CliffordJones.com.

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