Episode #164: The Creative Sales Mind with Andy Paul
In This Episode of The Buyer’s Mind with Jeff Shore:
Andy Paul shares with Jeff the role creativity plays in the sales process. We all have a creative bent and there are creative ways to meet the needs of our customers. Whether we are working with warm leads or cold-calling, it takes imagination to understand our customer and to find out what their needs are so that you can close the sale.
Topics we’re going to cover on today’s podcast:
[1:10] There are many attributes you need to sell
[5:47] How important creative storytelling is
[9:18] Since the growth of the internet, the importance of partnership
[12:50] How do you deal with negative customers?
[18:38] Is cold-calling dead?
[25:09] What are you doing to take care of yourself?
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More about our guest Andy Paul:
He’s been in sales for over four decades. His first sales job was selling women’s shoes at JC Penney. In his professional career he’s sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. He closed hundreds of millions of dollars in products and services before starting my own company.
He’s not a typical salesperson. He’s a bit of an introvert. His first employer didn’t think he’d ever succeed because they believed he was “too analytical.” He was a history major in college yet he spent most of my career flying around the world selling complex technical products to enterprises on every continent but Antarctica.
He’s grown and managed large sales teams from scratch. He’s coached average performers into being top producers.
And, yet, every new position he took on in his career presented a challenge and required that he’d re-invent himself. He had to educate himself about new technologies, new solutions, new products, new customers and their unique requirements. Every single day he had to take the responsibility to make himself smarter and better. There was no training that would do that.
It was this experience of assuming responsibility for his own career education; of using day to day learning to power his way to whatever successes he achieved, that inspired him to start his own company in 2000. Since then he’s been on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform.
He’s #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 170,000 people have signed up to follow the advice he shares there. His podcast, Accelerate Your Sales!, is on the top of every list of the best sales podcasts with over 2 million downloads to date, and was on INC Magazine’s list of the top leadership podcasts. My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.