432: Sales Integrity and Same Side Selling, with Ian Altman
Sales integrity means aligning needs, not enforcing yours. “The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses.” - Ian Altman, Same Side SellingIn this week's podcast, George Leith hosts Amazon #1 best-selling author of Same Side Selling, Ian Altman. Ian highly values sales integrity and the effective communication needed in order to ensure both parties winning, or in some cases understanding that the buyer and seller aren't a good fit. We explore how to communicate effectively with buyers, how to show your buyer what they want to see when they want to see it, the integral part layout of a contract plays in decision making, the relationship of price and value for price-focused buyers, and integrity-based negotiations.Ian started, sold, and grew his prior companies from zero to over $1 Billion in value. He has since spent more than a decade helping others to achieve explosive growth based on his research on how clients make and approve decisions. He’s helped companies to thrive when their competitors struggle to merely survive. He’s co-author of the bestseller, Same Side Selling, now in its second edition (IdeaPress Publishing). You can read hundreds of his articles on Forbes and Inc. He is recognized as one of the 30 Global Gurus on Sales, and his Same Side Selling Academy is rated one of the top 5 Sales Development Programs globally.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.