Moving The Sale Forward With Trilogy of Yes Author, Andy Olen

Thank you for checking out the Sales Made Easy podcast brought to you by Selling With Dignity.

Intro: In this episode, Harry talks to Andy Olen, a sales and leadership expert with over 20 years of experience leading sales teams and negotiating contracts worth $400 million. Andy shares insights from his book, The Trilogy of Yes, which focuses on connection, communication, and cooperation as key skills for inspiring customers to say yes.

Segment 1: How to Make Sales Easy

Andy and Harry discuss the skills necessary to make sales easy. Andy emphasizes the importance of establishing a strong connection with customers and demonstrating your ability to understand and solve their problem. He also stresses the need for clear communication of the value proposition to inspire customers to say yes. Andy disagrees with the "always be closing" philosophy and believes that if the customer trusts you, closing should be easy.

Segment 2: Handling Rejection in Sales

Andy shares his experience from running political campaigns and how a candidate's biggest mistake is not asking for the voter's support. He encourages salespeople to ask for the business and think of it as giving the customer the gift of a closing request. Andy advises that asking for the business is important, as it removes uncertainty and allows the customer to make a decision.

Segment 3: Closing Techniques in Competitive Situations

In competitive situations where multiple vendors are involved, Andy believes that it is still important to call and debrief, even if the customer ultimately chooses another vendor. Harry suggests that salespeople need to create alignment and remove uncertainty when a customer has already expressed interest. Andy recommends using a summary close, where you review the customer's situation, outline the product's benefits, and then ask if the customer is ready to make a decision.

Outro: Andy's insights on sales and leadership training provide valuable lessons for anyone looking to improve their sales skills. By focusing on connection, communication, and cooperation, and asking for the business when appropriate, salespeople can inspire customers to say yes and close more deals.

Andy Olen is a Sales & Leadership Trainer and a High-Performance Coach.

Andy spent nearly 20-years in the healthcare industry as a sales, marketing, and senior leader. Andy and his teams sold over $4.5 billion globally.

Currently, Andy is the President of North Hall Partners where he works with sales and leadership teams around the world. He also provides executive coaching to high-performers, transitioning professional athletes, and the U.S. special forces community.

Andy is the author of The Trilogy of Yes, a guide for salespeople and shared his “Yes, If” Mindset negotiation approach on the TEDx stage. Connect with Andy at https://andyolen.com/

I'm your host Harry Spaight and bring to you some 25+ years of sales and sales leadership experience in the hyper-competitive arena of office technology sales. I will be chatting with business owners and sales leaders that share their insights about growing their businesses and topics that will be of value. I will sprinkle in a little humor where we can fit it in because life is too short not to have a few laughs along the way.

Look for me on LinkedIn at https://www.linkedin.com/in/harryspaight/ and you can download a few chapters of Selling With Dignity here: https://sellingwithdignity.com/the-book/

Timestamps