Ian Altman Shows You Same Side Selling Dec 10, 2018 Wes Schaeffer The Sales Podcast Marketing Automation Entrepreneur Share this blog post on Twitter Share this blog post on Facebook Share this blog post on LinkedIn What to say when the buyer just asks for a quote Click here to download the episode. [ LISTEN NOW ON ITUNES ] Sales Tips you'll learn today on The Sales Podcast... Trust is key "What does success look like?" It's not about persuasion, it's about getting to the truth It's okay to push back on quote-seekers Focus on the results Businesses only stall for two reasons To get your foot in the door you must understand how people make decisions What problem does this solve? Why do I need it? What's the likely result or outcome if I do this? What are the alternatives? Answer those to shorten the sales cycle Start with the problems you solve and disarm/neutralize the idea that you're just there to sell them something Be precise The phone and/or email still works with the right message Axis Displacement Disorder How to befriend "gatekeepers" They exist to help people Don't trick them How to build trust B.A.N.T. doesn't apply today Budget Authority Need Timeframe They are now building coalitions and consensus Disarm the notion that you're just there to sell something Be humble How to 2x your sales while working 40% less Related Articles: Pitch Anything with Oren Klaff Selling to VITO Tom Hopkins shows you how to master the art of selling Links Mentioned In The Sales Podcast Visit Ian Altman's home on the web Get Ian's book "Same Side Selling: A Radical Approach to Break Through Sales Barriers"