Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode.
Ian introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for the results your clients have in mind and build trust with them.
Andy and Ian explore how offering discounts diminishes your integrity. Ian shares a story about home renovations. Ian reveals his decision quadrant for asking questions about the client’s problem to solve, the importance of solving it, the desired result, and who else is impacted by it. Ask the right questions about what a successful result looks like to your client.
Andy and Ian agree that companies should hire salespersons that serve their clients with value. Clients will buy proposed solutions that help them to be successful. Ian tells a car dealership story. Your company must have a culture of integrity and hire salespersons with integrity. The objective is not to make the sale at all costs but to sell the client the needed product or service at the right time.