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~ whisper ~

Sales + Inbound Marketing + HubSpot

Ian Altman Shows You Same Side Selling

Posted by Wes Schaeffer | December 10

What to say when the buyer just asks for a quote  

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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

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Topics: The Sales Podcast, Podcast, Inbound Marketing, Ian Altman

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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