The Rev-Up Sales Podcast

Episode 030: Why Sales is a Dirty Word & The Importance of Making Prospects Feel Understood

alex mcnaughten andy paul challenges clients issues misconceptions prospects sales salespeople Apr 01, 2023

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In episode 30 of the Rev Up Sales podcast, we are going to talk with Andy Paul about what sales are, what should be, how people generally feel about sales, among other very interesting topics about sales in the modern world.  

Andy hosts some of the best conversations in sales on his podcast Sales Enablement, with 850+ episodes and counting. He has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales.  

He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today.    

Andy started his own company about 20 years ago to help smaller companies learn how to go out and compete with the big guys.   

A lot of small companies usually make a really smooth, gradual transition to selling big deals, getting their feet wet on the smaller ones. His company just did the opposite, they went straight out to sell to big companies. They learned how to do it, succeeded, and then Andy started teaching other companies how to do that too.  

We are very happy to have him on the show with us because there are so many important things about sales that often get overlooked, or even worse, that are mistaken and have a terrible impact on the people that you are selling to, and Andy knows exactly what those things are and how to address them.  

This leads us to one of the main issues in sales today, people getting trained to deal with clients in a persuasive manner when that is the main reason people want to be nowhere near a salesperson. 

Andy knows how ironic it is that almost every sales training course that exists out there is training people on how to become persuasive.   

The US alone spends $20 billion a year on sales training. Billions are spent every year to train salespeople in the one behaviour that customers universally hate. So, we wonder why people react badly to salespeople.  

That’s why in many different countries and cultures sales is kind of a dirty word so, what can we do to change this and be perceived differently by our clients?  

Listen to this episode to find out, you will really understand how important it is to make prospects feel understood, and your business will benefit tremendously from that. Of course, we are also going to dive into other challenges that we have to face nowadays in sales leadership. 

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