Business Negotiations: How to Sell without Actually 'Selling' with Andy Paul

<p><strong>Andy Paul</strong> is the author of <a href= "https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572"> Sell Without Selling Out</a>. He's the host of the Sales Enablement Podcast, and has experience on being VP of Business Development and VP of Sales.</p> <p>In this episode, Andy talks about the importance of the “human element” and why we should utilize it more when it comes to business negotiations</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn how automated business sequences negatively affects your business</li> <li>Understand the importance of having the “human element” in business negotiations</li> <li>Find out why you should hire actual negotiation experts and not salespeople when it comes to price negotiations</li> </ul> <p> </p> <p align="center"><strong>“Managers, take responsibility. Don't put the discounting in the hands of the sellers. And if managers show a little more discipline, then they can preserve the margins better.”</strong></p> <p align="center">– <em>Andy Paul</em></p> <p><strong> </strong></p> <p><strong>Topics Covered:</strong></p> <p>02:35 – The time Andy learned that pricing is important in the world of sales</p> <p>06:02 – Selling is about listening to your customers and finding ways to help them</p> <p>08:37 – How you should communicate value to a customer to make a successful sales meeting</p> <p>13:28 – Making your customers feel understood is one step in winning sales</p> <p>17:07 – Why salespeople are unable to utilize the human element</p> <p>19:20 – Automated selling sequences is mostly persuasive, which is not the best way to go in sales</p> <p>20:50 – Salespeople’s job is to build one on one relationships with customers, as all customers are not the same</p> <p>22:30 – How salespeople should handle price segmentations or price negotiations</p> <p>25:25 – Have professional contract negotiators handle negotiations, and you’ll end up getting better deals</p> <p>29:11 – Andy’s pricing advice</p> <p> </p> <p