In helping someone see our side of a situation, often the best thing we can do is first see it and verbalize it from their side. We’ll look at that in our Thought of the Day. And later in our interview segment, we’ll visit with Ian Altman, a master sales practitioner, author, and consultant. Ian will help us learn that the most successful sales professionals absolutely operate on the same side as their buyers. That and more on today’s show.
Bob’s Thought of the Day
- How to move closer to the other side of an issue in order to help the other person feel relaxed and let go of their defensiveness.
- A wonderful lesson from Abraham Lincoln’s early days as a lawyer, when he would often point out the valid points in the other side’s arguments in order to gain credibility.
- Why a sense of humility and controlling our ego is vital in helping others to see our point of view.
Interview with Ian Altman
- How to move away from sales practices that create an adversarial relationship with your client.
- Why selling should be seen as a puzzle rather than a game
- How to create a same-side selling dialogue, and why you describe what you do in terms of the problems you solve.
- The power of acknowledging that your approach is not the right fit for every client.
- A powerful story about the value of honesty in business.
- What sellers should do when facing pressure to discount their services.
Click to Tweet
Any diversion from the buyer’s challenge decreases your chances of having an impact. @IanAltman Click To Tweet
Learn why sales professionals must learn and honor the mindset of the customer. @IanAltman Click To Tweet
Sales is not a game with winners and losers, it’s a puzzle where we help clients find the right fit. @IanAltman Click To Tweet
- Same Side Selling by Ian Altman and Jack Quarles
- Grow My Revenue Business Podcast
- Same Side Improv Game
About the Book
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Joe learns that shifting his focus from getting to giving — constantly and consistently creating value for others — leads to exceptional returns.
Rapidly going from national bestseller to global phenomenon, The Go-Giver has gained a devoted following with over a million copies sold. It’s utilized as a resource in major corporations to small businesses, in schools and churches, in book clubs, and more. Nearly a decade since its original publication, this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities.