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Sell Without Selling Out
- A Guide to Success on Your Own Terms
- Narrated by: Andy Paul
- Length: 3 hrs and 3 mins
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Publisher's summary
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guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods.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
PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.
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Critic reviews
"Brilliant, funny, painfully true, pointed, and powerful. I could not put it down. Sell Without Selling Out is an instant classic. Andy Paul outlines exactly why top sales pros are successful year after year, and how they do it with high integrity while being true to themselves. Want to guarantee your future sales success as an engaged, caring, empathetic, and trustworthy seller who is focused on the customer outcome? Read and implement Andy’s wisdom." (Mike Weinberg, best-selling author of New Sales. Simplified. and Sales Management. Simplified)
"With Sell Without Selling Out, Andy Paul has written the new How to Win Friends and Influence People. This book is filled with rock-solid advice and tips on how you can achieve your goals by becoming a human-centered salesperson." (Jill Konrath, best-selling author of SNAP Selling and More Sales, Less Time)
"I've been waiting for a book that puts curiosity and humanity at the heart of the sales process. At last, here it is." (Michael Bungay Stanier, best-selling author of The Coaching Habit)
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
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Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- By Andrey Norin on 04-13-18
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Power Listening
- Mastering the Most Critical Business Skill of All
- By: Bernard T Ferrari
- Narrated by: Sean Pratt
- Length: 5 hrs and 36 mins
- Unabridged
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Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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Better listening made easy
- By Alejandro A. on 09-07-12
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High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- By: Mark Hunter CSP
- Narrated by: Sean Pratt
- Length: 6 hrs and 10 mins
- Unabridged
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
- By roland on 04-18-17
By: Mark Hunter CSP
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- By: Roger Connors, Tom Smith
- Narrated by: Lloyd James
- Length: 9 hrs and 53 mins
- Unabridged
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- By: Ram Charan, Geri Willigan
- Narrated by: Bob Reed
- Length: 5 hrs and 48 mins
- Unabridged
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- By Niel on 06-23-19
By: Ram Charan, and others
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Sales Leadership
- The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence, and Exceed Your Business Goals
- By: Keith Rosen MCC
- Narrated by: Keith Rosen MCC
- Length: 11 hrs and 12 mins
- Unabridged
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What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.
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Link to collateral mentioned in the book was dead
- By Gina Godsey on 01-22-19
By: Keith Rosen MCC
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High Trust Selling
- Make More Money in Less Time with Less Stress
- By: Todd Duncan
- Narrated by: Todd Duncan
- Length: 3 hrs and 57 mins
- Unabridged
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A Wall Street Journal best seller! There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.
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The Core Foundation For Sales Success
- By Joe on 01-28-05
By: Todd Duncan
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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The Power of Presence
- Unlock Your Potential to Influence and Engage Others
- By: Kristi Hedges
- Narrated by: Karen Saltus
- Length: 7 hrs
- Unabridged
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Everyone recognizes leaders with "presence." They stand out for their seemingly innate ability to command attention and inspire commitment. But what is this secret quality they exude, exactly? Executive and CEO coach Kristi Hedges demystifies this elusive trait, revealing that leadership presence is the intersection of outward influencing skills and internal mental conditioning. Using her I-Presence model, the author shows how anyone-regardless of position or personality-can strengthen their impact.
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Useful Information, Robotic Presentation
- By Jennifer L. Sullivan on 04-22-15
By: Kristi Hedges
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Combo Prospecting
- The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
- By: Tony J. Hughes
- Narrated by: Simon Mattacks
- Length: 8 hrs and 6 mins
- Unabridged
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How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
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Excellent Book
- By Amazon Customer on 04-04-18
By: Tony J. Hughes
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First, Break All the Rules
- What the World's Greatest Managers Do Differently
- By: Marcus Buckingham, Gallup Press, Jim Harter - foreword
- Narrated by: Mel Foster
- Length: 9 hrs and 51 mins
- Unabridged
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They actually have vastly different styles and backgrounds. Yet despite their differences, great managers share one common trait: They don’t hesitate to break virtually every rule held sacred by conventional wisdom. They don’t believe that, with enough training, a person can achieve anything he sets his mind to. They don’t try to help people overcome their weaknesses. And, yes, they even play favorites. In this longtime management bestseller, Gallup presents the remarkable findings of its massive in-depth study of great managers.
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Content is dated
- By A. Yoshida on 09-09-19
By: Marcus Buckingham, and others
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The 25 Sales Skills
- They Don't Teach at Business School
- By: Stephan Schiffman
- Narrated by: Stephan Schiffman
- Length: 1 hr and 42 mins
- Unabridged
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Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
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Great Sales book!!!
- By NN on 02-27-17
What listeners say about Sell Without Selling Out
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Anonymous User
- 03-15-22
not the same old
changed some of my viewpoints, specifically on assessments, small talk and what the ideal salesperson should be like
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- Mike
- 02-23-22
A great listen & read
Andy nails it with this book. It’s the book I wish I would have read when I first entered this profession.
Thanks Andy.
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- Michael Guerra
- 02-27-22
Great listen 🎧 For Enterprise selling
I liked how Andy laid out the process he’s follows to sell in vs selling out.
He gives relevant examples to each principle.
If you are new to sales or have been in sales for years, you will find value.
I will listen to this again and again.
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- Eric
- 02-28-22
Refreshing and Encouraging.
Refreshing read. About being more not just doing more. Spend more time listening and less time over thinking. I walked away with some really great actions.
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- max racey
- 08-26-24
Diaries of a living legend
I don’t fan girl often over a sales teacher and their methods.
Whether you are new to sales or a seasoned vet who has seen some things this book is worth the read or listen, multiple times…
The first 8-10 minutes of chapter 10 would be arguably one of the greatest Ted talks on sales ever given.
Sometimes while listening to sales books you have an ahah moment, like this dude gets it.
I felt that way throughout this man’s thought process.
Listen to his podcasts, follow him on LinkedIn…
This, this is the way.
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- Amazon Customer
- 05-15-22
A departure from most sales books
Most sales books fail to recognize the importance of deep connection with the buyer. These books focus solely on techniques to get the buyer to agree, which leads to a lack of trust, and poor relationships. This book, doubles down on the importance of understanding the point of view of the buyer while emphasizing the relationship being built.
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- Brick8511
- 02-02-24
Great insights!
The 4 pillars are incredibly useful tools for every salesperson, this is a very helpful book!
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- Casey Angst
- 05-04-22
Solid Gold For Anyone Serious About Helping Others
This simplifies everything about what is important in sales at its core and in my perspective, life. Be generous, be kind, be curious, be humble, be disciplined, and help make an impact on the world.
This shared real ways to stick out from the crowd that are actionable and realistic to execute.
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- Valuable Consumer
- 03-08-22
Andy Paul is a great advocate for SaaS sellers!
This book is great! I have the ebook as well but enjoy listening to Andy's voice so decided to buy the audiobook.
He equates Sales to being more of a Trusted Advisor/Consultant. It's important not to be too "salesy" but to understand our buyer and their needs.
I highly recommend this book to anyone that is new to Sales, in particular SaaS and people in the BDR/SDR/AE function.
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- Faraz Khan
- 02-23-22
Selling in is an act of generosity!
Thank you Andy Paul for creating an audible version of this book!
I’m a fan of his podcasts so I gravitated towards the audible version. It is captivating, entertaining and replete with pragmatic advice for not only new but also seasoned sales people. More importantly it’s a must read (and listen) for Sales Bosses who want to one day grow up to become Sales Leaders.
This should be a must read for any Sales team out there. You’ll be a more aware and conscientious Sales person by the end of it.
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