Sell Without Selling Out

PUSHY.

SELF-INTERESTED.

LAZY.

UNTRUSTWORTHY.

CLUELESS.

This is what buyers are saying about us as sellers.?

Is it unfair?

Of course.?

But this reputation didn’t materialize out of thin air.?

THERE IS A BETTER WAY.

Welcome to the first edition of my Sell Without Selling Out newsletter. To get notified of future editions make sure you follow me here.

SELL WITHOUT SELLING OUT is the title of my latest book. It's my statement about how selling needs to change; and how sellers need to adopt a modern way of selling in order to help their buyers achieve the outcomes that are most important to them.

Since I'm asking you to invest your time and attention with me, I believe it's essential that you know what I stand for.

And, therefore, get a sense of what you are going to learn from these newsletters.

So, here's what I believe...

? I believe humans are irreplaceable in B2B selling.?

Sales is a human business and we must become much better at selling to humans.

? I believe buyers still want and need the assistance of sellers.?

What buyers are rejecting are self-centered, salesy sellers that are solely focused on what the buyer can do for them; in other words, sellers that don’t add value and waste their time.

? I believe pushy, salesy behaviors are learned, not innate.?

They’re behaviors that sellers acquire from sales training and bad sales bosses.

And now it is time to change the game.

? It is time to reject negative sales behaviors that don’t serve the best interests of buyers or sellers.??

Buyers resist them. Sellers hate doing them. They don’t enable sellers to become the best version of themselves. They don’t help sellers help their buyers.

? It is time to redefine the job of sellers to align with the goals of buyers.??

The job of sellers is not to persuade a prospect to buy their product. The job of a seller is to use connection, curiosity, understanding and generosity to determine what is most important to a buyer and then help them get it.

? It is time to replace outdated rewards systems that incentivize salesy and limit growth.?

Sales-centric, quota-based incentive systems are ineffective relics of a past era. Incentives should be based on how well sellers are helping buyers achieve the outcomes that are most important to them.

It's time to... SELL WITHOUT SELLING OUT.

If you are aligned with these principles, the first step is make your voice heard by signing the Selling In Manifesto here.

Share it with your colleagues, friends and bosses so they can add their voices to the movement.

#DeathToSalesy

What we do, as sellers, isn’t complicated.

Being human is the shortest path to helping your buyers get what is most important to them.

Sell Without Selling Out is about making the choice to turn your back on the cringe-worthy, salesy behaviors that are embedded in modern sales.

It’s about saying goodbye to tired scripts and pushy pitches, opting instead to embrace the innate human behaviors of connection, curiosity, understanding and generosity.

Who is Sell Without Selling Out For?

If you want to learn how to align how you sell with how your buyers want to buy, while staying true to yourself and creating success on your own terms this is for you.

If you're a seller who wants to consistently:

• Increase their win rates by creating positive buying experiences
• Exceed their quota and feel good about how they do it
• Shorten decision cycles

Or if you're a sales leader who wants to consistently:

• Shatter revenue goals with modern human-first sales behaviors
• Create a people-first, accountability-based sales culture
• Cultivate high-producing sellers committed

Until next time, Good Selling everyone.

Andy

P.S. Don't forget to subscribe to the Sell Without Selling Out newsletter, where over the next few months I'll be breaking down exactly HOW TO achieve sales success without compromising your values.