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Ian Altman is a Forbes contributor, author, and keynote speaker. Ian travels all over to help business executives and CEOs improve on selling their products and services. Ian shares with the audience on how they can sell without it being sleazy or uncomfortable for prospective buyers. The key to a good selling strategy is to understand whether you and your potential buyers are a good fit. As Ian said in the interview, “Effective sales, is about getting to the truth as quickly as possible.”
Key Takeaways:
[03:30] Who is Ian?
[07:10] Effective sales, is about getting to the truth as quickly as possible.
[07:50] Ian runs through a scenario with the listeners.
[12:15] Customers want to know what problem a product solves and why they need it.
[15:55] It’s so easy to focus on one issue, but it’s important to ask more expansive questions before you dive into solving a problem.
[18:45] Executives make decisions based on which problems a product solves, why they need it, and its outcome.
[22:30] Understand which problems you’re really good at solving.
[27:35] Ian shares an example to demonstrate how to sell the right way.
[32:05] How can we deal with rejection?
[37:15] How do I come up with a price?
[42:15] Don’t get into the scarcity mindset when it comes to pricing.
[47:25] Go into meetings to see if you’re a right fit. Have a conversation, not a sales call.
[51:35] Ian talks about NFTE.
[53:35] Shift your mindset because that’s where it all starts.
Mentioned In This Episode:
https://twitter.com/GrowMyRevenue
