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