Ep. 52: Airline Innovation Deal Featuring Guest Host & Sales Expert Andy Paul
Mitchell Kaspryzk re-joins the podcast this time as a guest host featuring a discussion with renowned sales expert Andy Paul. Andy shares insights from his extensive career and delve into a challenging deal involving the development of real-time entertainment systems for commercial airplanes, highlighting the importance of trust and understanding in sales. Background: Andy Paul has had a long and diverse career in sales, authoring several books and hosting successful podcasts. The deal involved selling a complex real-time entertainment system to a Fortune 500 media company, which required custom development and cost approximately $12 million. Challenges: The company made a critical pricing error, requiring them to double the cost at the last minute. The deal involved creating a product that didn't yet exist, necessitating true collaboration with the buyer. Key Learnings: Building and maintaining trust is crucial, especially when unexpected challenges arise. Sales success often hinges on deeply understanding the customer's needs and being adaptable in addressing them. Timestamps: (02:37) Andy Paul's entry into sales (05:05) Initial connection with the big media company (08:37) Technical challenges in developing the product (12:21) Critical pricing error and how it was handled (17:18) Importance of the buyer’s experience with the seller (27:30) The value of deep understanding in sales Resources: Follow Mitchell Kasprzyk on LinkedIn Follow Andy Paul on LinkedInThank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. Check out their solution here: fluint.io/dealpod Questions, comments, ideas - reach out to Andrew Kappel on LinkedIn