Ian Altman Shows You Same Side Selling

What to say when the buyer just asks for a quote  

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Sales Tips you’ll learn today on The Sales Podcast…

• Trust is key

• “What does success look like?”

• It’s not about persuasion, it’s about getting to the truth

• It’s okay to push back on quote-seekers

• Focus on the results

• Businesses only stall for two reasons

• To get your foot in the door you must understand how people make decisions

  • What problem does this solve? Why do I need it?

  • What’s the likely result or outcome if I do this?

  • What are the alternatives?

• Answer those to shorten the sales cycle

• Start with the problems you solve and disarm/neutralize the idea that you’re just there to sell them something

• Be precise

• The phone and/or email still works with the right message

• Axis Displacement Disorder

• How to befriend “gatekeepers”

  • They exist to help people

  • Don’t trick them

• How to build trust

• B.A.N.T. doesn’t apply today

  • Budget

  • Authority

  • Need

  • Timeframe

• They are now building coalitions and consensus

• Disarm the notion that you’re just there to sell something

• Be humble

• How to 2x your sales while working 40% less

Related Articles:

• Pitch Anything with Oren Klaff

• Selling to VITO

• Tom Hopkins shows you how to master the art of selling

Links Mentioned In The Sales Podcast

• Visit Ian Altman’s home on the web

• Get Ian’s book “Same Side Selling: A Radical Approach to Break Through Sales Barriers“