There was a time, a really long time, where selling was compared to winning a game, outflanking your opponent or capturing your prey. And maybe when the seller held a few of the cards there was some truth to the analogies.
But then the Internet came along and gave the buyer most of the power. They could now source any supplier, determine who really delivered on their promises and just what the price should be. So what’s a hunter to do now? Get on the same team as the buyer. Become a source of value and insight in helping the buyer determine the best approach for them. That’s the essence of Same Side Selling.
My guest for this week’s episode of the Duct Tape Marketing podcast is Ian Altman, owner of Grow My Revenue, author of Upside Down Selling and co-author of Same Side Selling: A Radical Approach to Break Through Sales Barriers with Jack Quarles. We discuss his new book, and this radical paradigm shift in selling.
Questions I ask Ian:
- What do you mean by “Same Side Selling?”
- Why should you “get to the truth” of a sale?
- How would you sell value over price?
What you’ll learn if you give a listen:
- Why you should focus on solving problems when trying to make a sale.
- Three different sales personas, and which persona you should strive for.
- Why sometimes you should occasionally walk away from a sale.
This week’s episode of the Duct Tape Marketing Podcast is brought to you by MarketingProfs. Do you have the write stuff? Unleash your inner writer by downloading the latest MarketingProfs marketing writing kit for free! Visit: http://mprofs.com/ducttape
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