{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Live Better. Sell Better.","title":"Invest in Human-Centric Skills for Better Selling with Andy Paul","html":"","width":"100%","height":180,"duration":2997,"description":"This episode of the Live Better Seller Better Podcast features Andy Paul, speaker, host of the Revenue.io and Sales Enablement Podcasts, and author of multiple books including Amp Up Your Sales, Zero-Time Selling, and the upcoming book Sell Without Selling Out.\n\nPredictable revenue models are more than 20 years old. However, this product-focused, pitch-focused approach has been proven to not be effective. What it lacks is the skill of having genuine conversations with prospects. Andy suggests to instead invest in your people and instill human-oriented skills before teaching them to become sellers.\n\nThere is also a radical shift coming in the near future where commissions are no longer the focus of sellers. With the idea of commissions removed, buyers have more trust knowing that sellers are speaking to them with a genuine desire to help. \n\nThese conversations allow sellers to ask vision questions where they can paint a picture of a better life when buyers use their product. This radical change in approach applies all the way up management too, as teaching human-centric skills like empathy cascades down to sales teams, resulting in more wins for everybody. \n\nSHOW NOTES\n\nHIGHLIGHTS\n\n04:24 Lack of results caused a shift away from predictable revenue models\n\n13:11 Get rid of commissions: This motivation starts with managers \n\n17:51 Sell effectively by helping buyers get what's most important to them\n\n19:43 Knowing vs understanding: Discovery occurs naturally in conversation\n\n24:44 Paint a picture of a better future for your buyers \n\n27:14 Train your frontline managers so they can give the right tools to their teams\n\n32:05 Teach leaders that they only succeed when their people succeed \n\n37:09 Build a mindset of helping others and be flexible with processes\n\n43:27 Live better by worrying less and compete with yourself, not others\n\n47:08 Connect with Andy Paul and preorder his upcoming book\n\nQUOTES\n\n05:22 \"I think that SaaS as a business, the overall win rate that...","thumbnail_url":"https://img.transistorcdn.com/McsxluMrH9m8Xm5x2s9lqkXDs1cAffXG0MtTw6h4N3A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85MzVm/MDZlNTNkOGQzZWI0/NmE3NTdlOGM3MTZj/YjUyMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}