The Influential Communicator

[EP.44] How to Extract a Buyer's Story & Use Curiosity to Uncover it with Andy Paul

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How to Extract a Buyer’s Story and Use Curiosity to Uncover It;


As humans, we are born curious. 

We use curiosity to navigate the unfamiliar…

Which also includes every sales opportunity you find yourself in.

In the sales world, salespeople can also use curiosity as a tool to untangle a buyer’s story.

But to really get to the nitty-gritty and figure out the prospect’s truth, there should be a deeper understanding and genuine connection.

In this episode of The Influential Communicator, seasoned sales professional Andy Paul is here to uncover that truth.

Andy breaks down why authenticity and curiosity are at the heart of successful selling and how inclusive conversations can foster empathy and rapport with your prospects.

He also shares some of his knowledge and expertise on how sellers from all backgrounds can revamp their pitches, evolve their strategies, and break down unproductive stereotypes.

Ready to take down some notes? 

Press play now!


WHAT WE DISCUSS:
  • [0:53] - Who is Andy Paul?
  • [2:58] - How Andy broke free from being “salesy”
  • [4:12] - Who were Andy’s mentors?
  • [7:03] - What is stopping salespeople from tapping into curiosity? 
  • [9:06] - The development of Andy’s curiosity
  • [11:25] - An exercise to train your curiosity
  • [16:20] - Andy’s success as a seller and podcast host 
  • [20:24] - Why every buyer has a story that can make or break a sale
  • [28:20] - How to embed success stories in the most authentic way possible
  • [29:27] - The 3 Stages of the Buyers Journey
  • [38:26] - A heart-centered and genuine way to extract a buyer’s story 
  • [39:46] - The impact of a question you’ve never been asked before
  • [43:55] - The significance of generosity and understanding in the buying process
  • [49:10] - An influential communicator Andy looks up to today 


    • VALUABLE INSIGHTS AND KEY TOPICS:
    • Why listening is as important as talking when selling
    • The importance of follow-up questions to foster connection with the buyer
    • The impact of making your prospects feel valued and understood
    • How tapping into your buyer’s story can offer them a more satisfying solution and why telling a familiar story can make the buyer feel seen


      • 4 PILLARS TO HUMAN-CENTRIC SELLING:
      • Curiosity
      • Connection
      • Understanding
      • Generosity


        • NOTABLE QUOTES:
        • [12:45] - “There’s a difference between knowing something and understanding it. And for us as sellers, we need to get to a point where we understand what the customer tells us. We need to understand why it’s important to them.” - Andy Paul 


        • [21:03] - “Really, at heart, there’s only one story that you need to be able to tell, and that’s the buyer’s story… because that’s the one they’re most interested in, right? They want to know what success is going to feel like… what’s success going to be like using your product or service… and you build that with the buyer through the questions you ask…” - Andy Paul


        USEFUL RESOURCES & LINKS:

        Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

        Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

        Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

        Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0


        Andy Paul’s Website: https://www.andypaul.com/

        Connect with Andy on LinkedIn: https://www.linkedin.com/in/realandypaul

        Follow Andy on Twitter: https://twitter.com/realandypaul?lang=en


        ADDITIONAL RESOURCES:

        [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story:

        https://www.theravirajani.com/yourelevatorstory

         

        Hire Ravi for a keynote or storyselling workshop for your sales team:

        https://www.theravirajani.com/speaking

         

        Learn more about Ravi's Storyselling Bootcamp:

        https://www.theravirajani.com/thestorysellingbootcamp

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        The Influential CommunicatorBy Ravi Rajani
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