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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guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods.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
From the Publisher
Publisher : Page Two (Feb. 22 2022)
Language : English
Paperback : 192 pages
ISBN-10 : 1989603572
ISBN-13 : 978-1989603574
Item weight : 226 g
Dimensions : 16.05 x 1.57 x 19.94 cm
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Leanne Terrace –
Must read for both newbies and oldies and anyone who has clients
Andy presents critical principles to helping people make good decisions which include your solution. It is beyond SPIN and the ‘consultative’ sale. He provides a mindset shift and a 4 pillar model to frame your priorities and process. He provides lots of specific examples and ideas to make it an easy read. This would make a great team read. Best of all it is about how to deliver value, be of value and be of service to have a win win you can be proud to be a facilitator of.
larssontolstoy –
Andy hits it home!
As an introverted salesperson, aggressive and cringeworthy sales methodologies never sat well with me (I actually could barely stomach it). Andy not only speaks to his experience of the same, but also shares how he always went against the groove, much to his managers’ chagrin. His career success showcases how interpersonal and listening skills provide far more opportunity to secure new clients as opposed to shoving your product/service down your prospects throats, all while maintaining integrity. Leaving a conversation having connected, and still maintaining eye contact, feels far more authentic and genuine. Certainly a must read!
Stew S –
Level Up Your Sales!
This book is incredible and completely suits my sales style. I’ve never been a pushy or scuzzy salesperson and this book reaffirms that those days and style are best left behind. Anyone selling today needs to read this gem by Andy Paul. Oh, and be sure to follow him on LinkedIn, he’s serving up gold every day!
JJ –
Amazing book for both new and tenured sales reps.
As the world continues to become more variable, uncertain complex and ambiguous – salespeople need to learn new ways to connect with buyers in a meaningful way. The persuasion and manipulation techniques of the 90s are no longer relevant in this world. Buyers are looking for salespeople who are genuinely curious, kind and able to help them navigate the noisy product market. This book will help any seller stand out by teaching them how to “sell in” and meet their customers where they are.
Michel Ferraro –
So spot on, an absolute must read for any and all sales people
Got the book, and dived I to it right away, in less time than it takes to drink my coffee I was in chapter 7 !This book says and explains selling the way it should be !
Kendra –
A refreshing view on success in sales
I love a few things about it: it’s brevity, the concept of success on your own terms and asking better questions. All of those pieces are a breath of fresh air in sales books I’ve read
Muhammad Amar Musa Arif –
Great book. Full of wisdom and strategies
Full of wisdom and golden nuggets.No sleazy sales stuff which doesn’t work anyway.
Mark Cox –
Andy Paul is driving a common sense revolution in sales. This is a great read!
Andy Paul has captured the wisdom from his amazing podcast show and his years in sales in a spectacularly clear and simple package, Sell IN, don’t Sell Out. He speaks to the paramount important of connection, curiosity, understanding and generosity in sales and wants to see the end of “salesy” approaches that demean the client’s intelligence and imply that you can cajole someone into buying something. The focus is on understanding what’s most important to your buyers and helping them get it. It’s all about them. The clear and simple format of this book makes it an excellent and enjoyable read and reminds me of The Coaching Habit by Michael Bungay Stanier. I have read at least 100 sales books. You WILL enjoy this one.
Matheus –
amazing!!
Andrew Barbuto, author of Top Sales Producer –
“Sell Without Selling Out” by Andy Paul has been a game-changer for my sales career. This book offers a refreshing, human-centered approach to selling that has profoundly impacted how I connect with clients.Andy Paul’s emphasis on empathy and active listening has helped me build stronger, more authentic relationships with my customers. Instead of relying on high-pressure tactics, I’ve learned to focus on truly understanding my clients’ needs, leading to more meaningful and successful sales interactions.The practical advice and real-world examples provided are easy to implement and have significantly improved my sales results. By aligning my sales methods with my personal values, I feel more confident and genuine in my approach.”Sell Without Selling Out” is a must-read for anyone looking to enhance their sales techniques and achieve long-term success through authenticity and integrity. Highly recommended!
John Smibert –
This book presents a very refreshing view on how to sell – it’s very much a about how to be human. In ‘Sell Without Selling Out’ Andy Paul shares some wonderful stories that illustrate why many of the sales methods we have been taught lead to us selling out of good human values. The author promotes the term ‘Selling in’ which means being true to yourself and your values and being human – the opposite of ‘Selling Out”.To help us do this he defines an excellent 4 pillar framework that I would recommend to those striving to become a truly professional and authentic salesperson.Well done Andy Paul
JOSE ANTONIO GARCIA –
De fácil lectura, las cosas tal cual, ser un vendedor profesional es todo un reto, importante adaptarse a los nuevos escenarios.Considero que es una copia que debe estar en el Librero de un Vendedor o de un Gerente de Ventas.
Paul Brooks –
Loved reading the book from Andy – I have closed over $1Bn of deals and feel that Andy’s book really captured the essence of how buyers buy and how the best sellers engage with them! I would encourage everybody starting out and those a little more experienced to get behind the 4 pillars and sell in!