Andy Paul is one of the world’s foremost experts on sales and sales enablement. His new book, Sell Without Selling Out, is an instant best seller.

On today’s episode, Andy joins me to tap about the different between persuasion and influence.

What is the first trait that I can identify about top performers that separates them from everybody else?

They're proud to call themselves salespeople.

I’ve long said that there’s only about a 5% difference between mediocrity and superstardom. In Season 2 of the Rethink The Way You Sell Podcast, we’re going to dig into that 5% and identify what separates top-performing sales pros from the rest.

Bonus episode!

The early feedback I’ve been getting about the new show is humbling and I wanted to take the opportunity to respond.

I’ve also recently appreciated some things that were holding me back, and given that this is a season about belief, I thought it was more than appropriate to cap it off with a personal story.

Thanks for being here with me. Season two is coming very soon!

Today’s episode poses a tough question…

Why do you believe in yourself?

Now, I’m not asking you if you believe in yourself. I’m asking you specifically why… (And why is this so hard for so many people to answer?)

A good 30% of people I ask respond to this question with, “because other people believe in me.”

That’s just not good enough.

Why do you believe in your products/services/solutions?

In the last episode I asked you to think about your company, now you’re going to start thinking about the things your company offers.

What problems or issues do they solve?

What kinds of results do they create?

How are they different from your competition?

Here’s a simple way to tackle this exercise because it’s critical to your sales process.

Is the cost objection to make you go away… or is there something else?

There are some real lessons salespeople can learn from this blend of chops, finesse, and attack. 

You won’t be as successful as you could be if you try to sell like someone else. 

Taking on a new sales role often feels like drinking from a firehose. Use these tips to think differently.

What it really means to take ownership, and four ways you can start, now.

Don’t equate the lack of a yes with a no. You’re projecting rejection.

A few quick things to prevent breaks in your process, and a deeper a deeper look at why prospects go dark.

These lessons from top sales professionals may help you find the balance you’re looking for.

Be careful not to mistake good marketing for the truth.

You have all the pieces. The challenge is being patient.

You have all the pieces. The challenge is being patient.

The most important aspect of effective leadership probably scares you to death.

Trust is the most valuable currency in the universe. Earn it, protect it, and be careful not to squander it.