Sales POP - Purveyors of Propserity
🎧 Understanding Same Side Selling
Podcast Sales / PodCast / Sep 29, 2019 / Posted by Ian Altman / 506 

🎧 Understanding Same Side Selling

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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.
    About Author

    Ian Altman is the author of two Amazon bestselling books: Upside Down Selling and Same Side Selling, and the CEO of Grow My Revenue, LLC. He is a strategic advisor and speaker on sales and business development, working with CEOs and executives around the world.

    Author's Publications on Amazon

    #1 Amazon Best Seller in Kindle, Upside-Down Selling takes just about everything you know about the selling process and turns it on its ear - upside-down, if you will. That means shifting the mindset from pushing for sales to delivering value That means getting away…
    Buy on Amazon
    Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to…
    Buy on Amazon
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