Getting Salespeople and Prospects on the Same Side [Podcast]
The Duct Tape Marketing’s John Jantsch has published a new podcast episode titled ‘Getting Salespeople and Prospects on the Same Side’.
Listen to this podcast and learn some useful strategies to convert more prospects into customers.
Jantsch says, “On today’s episode of the Duct Tape Marketing podcast, I visit with B2B strategic consultant and sales expert Ian Altman.
Altman created, built, and sold his own business-services and technology companies over two decades. Since then, he’s turned his attention to researching how customers make decisions.
His revolutionary approach to sales is outlined in the book Same Side Selling, which he co-authored with Jack Quarles. In this episode Altman and I discuss a new approach to sales: one where you position yourself as being on the same side as your prospective customers, rather than framing it as an adversarial relationship.
What you’ll learn if you give a listen:
- How to identify prospects that are motivated to find a solution to the problem you solve.
- What the connection is between selling and teaching.
- How to use your prospect’s own words to sell them on your solution”.
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