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TV Expert Interviews / For Sales Pros / Jun 1, 2018 / Posted by Max Altschuler / 1748 

Sales Hacking

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What if you could generate more revenue, but use fewer resources? It seems like a dream scenario, right? This dream can be a reality with sales hacking. Max Altschuler, interviewed by John Golden, explains how to increase your profits without the excessive overhead.

In this expert sales interview, Max Altschuler discusses:

  • The importance of knowing your target customer
  • How to have a conversation and provide value

Knowing your Target Customer

Many people don’t know who their ideal customers are, yet it is one of the most important things a company should be doing. Altschuler gives a very simple, yet powerful example of how important it is to know the target customer. In San Francisco, there was a girl scout that was selling girl scout cookies. She set up her table right in front of a marijuana dispensary and sold a record number of cookies. She didn’t set up in front of a vegan, gluten-free restaurant. Those people would have just eaten, and they likely wouldn’t eat the cookies based on dietary preferences. She knew her ideal customer. She didn’t need to do any marketing, or sales promotions, she just needed to be in front of the right people at the right time. Sales hacking involves knowing your customer and focusing your energy on these potential buyers.

Have a Conversation, and Provide Value

If you’ve identified your target market, the next step is to make contact with them. This can be difficult, though. Especially in this day and age where people are bombarded by opportunities every time they open their email or get online, it can be challenging to cut through the noise. Altschuler recommends two simple steps. Have a conversation, and provide value. He highlights the saying, “if you want money, ask for advice.” When fundraising, you don’t ask people for money, you ask them for advice. Sales is very similar. When trying to sell to someone, you don’t start with your pitch. You begin by asking them a question or highlighting how you can provide value. 

There are specific techniques to use within a conversation to guide your potential customer to a sale. First, know how to enter an exit a conversation. Have a brief idea of how you want to start and end your interaction with someone. Then, you find out about how you can add value to their life by asking questions. A question could be as simple as, “what keeps you up at night about your business?” You continue talking with them, notating the things that stick that correlate to what you’re selling. You subtly guide them to the answer that you want them to have. Altschuler highlights the saying, “he who asks the questions owns the conversation.” This is the modern way of selling. You’re not selling; you’re providing relevant value. Once someone sees that you are adding value to their life, they will disregard the other opportunities.

To learn more about sales hacking, watch the video!

About Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

    About Author

    Max Altschuler is the CEO of Sales Hacker Inc, a rapidly growing media company focused on the future of B2B Sales. Max wrote the book Hacking Sales: The Playbook for Building a High Velocity Sales Machine, which was recently published by Wiley. Aside from Sales Hacker, Max angel invests and advises startups around the globe.

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