Unabridged Audiobook
Andy Paul provides a perspective that was previously all new to me. I connected with his message that selling shouldn't be about selling out and giving up the values that make you who you are. He uses tasteful examples and anecdotes from his successful selling career, so if you love stories like me, you'll like this book. Paul explains the impact of what he discusses as well, so you wont be left with simple stories either - he connects them to big ideas. He theoretically explains why buyers have chosen him in the first place, as well as helped me answer why someone would want to buy from me. He also delves into how to better position your proposition and questions of the customer in a way that inherently probes them to truly THINK about your offering by asking '"impact questions" with many of examples of such questions enclosed. I can say that this book is my go-to for efficient and effective questioning because a theme Paul conveys is the discovery process is never ending and that we shouldn't be fooled to keep it to the stereotypically taught notion that it should be only in the first 20% of the sale. He discusses the importance of listening to understand and asking questions to understand, which is really the basis of not only all selling relationships, but even more importantly, it's the basis of all human to human relationships - to better understand is to better connect.
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