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I hear the following statement, or something like it, frequently from business owners and sales team members: “We’re fantastic at selling. Put us in front of a prospect and we crush it. We just have one very small challenge — we need more leads.” One wonders what they mean by selling. Based on experience, they […]
Salespeople improve civilization. An extraordinary notion on the surface, isn’t it? Our culture is strongly influenced by negative works like “Death of Salesman” written by Arthur Miller. What Miller teaches us is that at least some representative salespeople are slimy losers who cheat their way through life and meet a miserable end. Vilifying salespeople […]
There are so many false alternatives in selling – for instance: Should I do customer service or business development Should I form a social relationship or a business relationship Should I fill out the paperwork or should I sell? We help you substitute an “AND” for an “OR” – overcome the “Tyranny of […]
Salespeople fail when we don’t help them manage the unpredictability of true selling. We see this unpredictability in the five contexts of true selling: 1. New customer 2. New division/department of existing customer 3. Upselling/cross-selling the customer who cherry-picks our offering 4. Increasing our share of business, when split with a competitor 5. Raising or […]
https://www.allamericanspeakers.com/speakers/444029/Andy-Gole
Sims Wyeth, coach for high stakes executive presentations, interviews Andy Gole about Urgency Based Selling. Here’s the link to the interview: Interview with Andy Gole
Great poets express ideas and emotions beyond our day-to-day capacity. These poets activate and connect us with a dormant part of our humanity, helping us grow and experience life on a higher plane. Great salespeople provide a similar function for their clients. Very often the prospect or client can’t articulate what she needs. Particularly for […]
1. Innovate Now – Scale Up with 16 Breakthrough Sales Techniques WSOU: Leadership with Darrell W. Gunter https://podcasts.apple.com/us/podcast/andy-gole-author-innovate-now-scale-up-16-breakthrough/id508534295?i=1000441881487 2. Innovate Now – Breakthrough Sales Techniques, POP! Innovate Now! – Breakthrough Sales Techniques 3. Selling and Emotional Intoxication, with Sales Talent Agency in Canada: https://www.salestalentagency.com/great-sales-leaders-know-andy-gole/ 4. Business Matters, with Karl Fitzpatrick, live on Irish […]
Powerful stories provide emotional reality and authenticity to our communication, developing trust. This is especially important for salespeople, as they can oftentimes be perceived as self-interested as opposed to advocating for the customer. This leads to skepticism. When illustrating the power of skepticism, I like to tell the story of the “Sunny Day Used Car.” […]