Sales Conversation Tips with Author Andy Paul

In order to be successful in sales, you don’t need to come across as sleazy or slimy. 


You don’t have to sacrifice your values or integrity.


In fact, there are four pillars that you can stand on to sell successfully without selling out that Andy Paul, author of “Sell Without Selling Outm” revealed on this episode of the Garlic Marketing Show.


Before we proceed, don’t forget that this episode is brought to you by Click here if you need help collecting, crafting, and delivering customer stories.




In business, it’s always important to maintain a good relationship with your clients. 


They’re the ones providing you with sales, after all. 


But how can you make sure that you’re really connecting with them?


Well, start by being genuine in your interactions. 


Show them that you care about their business and their success. 


Be available to answer their questions and address their concerns. And always be professional in your communication. 




In sales, we’re often told that we need to be curious. 


But what does that really mean? 


And how can you build that curiosity if it doesn’t come naturally to you?


Curiosity is about more than just asking questions. 


It’s about being genuinely interested in learning more about your customer and their needs. 


It’s about trying to understand their point of view and anticipating their next move. 


And it’s about constantly looking for new ways to add value.


Building curiosity requires practice and vigilance. 


Pay attention to your sales conversations and look for opportunities to ask questions and dig deeper. 


Be open to new information and willing to change your perspective. 


And always be on the lookout for ways to add value. 


With time and effort, you can build the curiosity that will help you close more sales and build stronger relationships with your customers.




In sales, the ability to make your clients feel understood is critical. 


After all, people are more likely to do business with someone they feel they can trust. 


And one of the best ways to build trust is to show that you understand your client’s needs and concerns. 


One way to show that you understand your client is to ask questions. 


This shows that you’re interested in their situation and that you want to learn more about what they’re looking for. 


It’s also important to listen carefully to their answers. 


This will help you get a better sense of their needs and how you can help them. 


Another way to make your clients feel understood is to mirror their body language. 


This helps create a feeling of rapport and makes them feel like you’re on the same wavelength. 


Of course, it’s important not to overdo it, as this can come across as insincere. 


By making an effort to understand your clients, you’ll be much more likely to win their business. 


So next time you’re meeting with a potential client, take some time to truly listen to what they have to say. 


It could make all the difference in closing the deal.




If you’re in sales, you know that the key to success is creating value for your client. 


But what does value mean, exactly? 


And how can you create it?


Value is the perceived benefit that a customer gets from using your product or service. 


In other words, it’s the difference between what they have now and what they could have if they used your product or service. 


For example, let’s say you sell bookkeeping software that automates tasks and makes it easier to track expenses. 


The value of your software would be the time and money saved by using it.


One way to create value is to offer a free trial or demonstration of your product.


This allows potential customers to experience the benefits firsthand, without any risk or commitment. 


You can also create value by offering a discount or package deal. 


For example, if someone buys your bookkeeping software, you could offer them a discount on your accounting services. 


By giving customers an incentive to buy multiple products from you, you can increase the overall value of your sales.


Ultimately, the goal is to ensure that your clients feel like they’re getting more than their money’s worth. 


By creating value for them, you’ll build trust and rapport, which are essential for any successful sales relationship.




Andy really took the time to provide us with REAL VALUE.


Be sure to watch the full episode, and leave any questions or comments you have about the episode.


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