🎧 Understanding Same Side Selling

Topics for this podcast with Ian Altman is Same Side Selling

• The adversarial traps that pit buyer and seller against each other and how to get them on the same side
• The puzzle metaphor

The dreaded price conversation

• A selling process seems to go pretty smoothly until the topic of price comes up. Ian talks about how to set yourself up for success early on.

Sales personas

• Are you an order taker or a subject matter expert?

The decision-making process

• Ian talks about the research he conducted with over 10,000 CEOs and executives on how they make and approve decisions.
• There are a few ways they make decisions that aren’t very obvious to salespeople.

The same side pitch

• Instead of asking so many “what keeps you up at night” questions, talk about problems other clients of yours have had that your prospects might have too.