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