Have you ever had a situation where a client wanted you to follow a crazy process that they have in terms of their procurement process? And you knew that their process wasn't going to give them the best outcome. Instead, you wanted them to follow your process to ensure successful results for them. In this episode, I share how you can navigate this type of situation. I'm going to give you specific ideas on how you can actually help your client see that you have an approach that would work really well for them.

Listen and Discover

> How to open your client’s eyes to the possibility that you have a way that will help them reach a better outcome.
> Elements that you should include in mapping out a roadmap to success with your client.
> The power of using the phrase “Would you be open-minded to...”
> A strategy to help identify the key stockholders in a client’s decision-making process.
> And much more...

Disover more at https://www.ianaltman.com/same-side-selling-podcast/

Lisa Cummings is a brilliant speaker and founder of Lead Through Strengths. She's a wealth of knowledge when it comes to leveraging your strengths for optimal results. There are 34 potential talent themes, everyone possesses a unique combination of these themes on their strengths profile. The idea of managing through strengths is uncovering people's strengths, then maximizing and leveraging those strengths to achieve greater success. Lisa shares how strengths are like an easy button to help you achieve the results you want.

For leaders in a selling environment, discover how to manage to everyone’s strengths so that you put the right people and pull the right resources, at the right time to best help your clients.

You're going to learn a ton with Lisa Cummings

Listen and Discover

How to uncover your strengths.
> The greatest misconception that people have when it comes to managing people's strengths and weaknesses in sales.
> How knowing your strengths can impact your performance with team members and lead to better results.
> Examples of different strengths profiles that people might have and you can coach those people through to success.
> What is the ideal strengths profile for a successful salesperson?
> And much more...

Chad Sanderson is an award winning sales marketing and business strategy consultant. He works with global companies helping them optimize their sales across markets and verticals. In this episode we talk about the biggest misconception people have about generational differences in the workplace and in sales. Chad shares his methodology that guides organizations to look at their processes and structure through a new lens.

You're going to have a great time listening to Chad Sanderson.

Discover

- Guidance on how to connect and make an impact with each others.

- Where to start in terms of creating synergy and getting effective results cross generationally within your organization.

- Understanding the different generation with shapes.

- The problem with on-boarding programs organization typically use for their new employees

- The importance of consistency in selling behavior to drive results.

Discover more a thttps://www.ianaltman.com/same-side-selling-podcast/

Christine Schlonski hosts the Heart Sells podcast and works with entrepreneurs who are heart-centered impact-driven and love what they do but maybe struggle a little bit with selling. Christine shows entrepreneurs how to sell with ease, grace, and confidence while being authentic. We're going to talk about the biggest challenges and high-pressure sales, how to introduce a little bit of levity into your team and how that mindset can shift results for your organization. I also love how Christine compares sales to Argentine tango.

You’re going to learn a ton from Christine Schlonski.

Listen and Discover

> How to create a collaborative rather than an adversarial dialogue with a client.
> Ideas for coping with stress and getting in the right mindset
> Techniques for introducing levity or humor into business situations.
> And much more...

Discover more at https://www.ianaltman.com/same-side-selling-podcast/

People often come to me and say, look, we understand from Same Side Selling that we should be asking questions. However, my clients just won't answer the questions. it gets really frustrating and just becomes adversarial right from the start with the client. In this week's episode, I address the reasons why clients are reluctant to share information and how you can overcome that.

Listen and Discover

> Why people are reluctant to share information during the sales process.
> An approach to help you make it clear to your prospect that you are more interested in their results than making the sale.
> How to build trust early in the sales process
> And much more...

Discover more about the Same Side Selling Podcast: https://www.ianaltman.com/same-side-selling-podcast/

I'm joined once again by Bob London of Chief Listening Officers. In this episode, we talk about the good, the bad, and the ugly of LinkedIn. Our goal is to help people understand what works and doesn't work on LinkedIn - and why. Plus we dive into specific principles and approaches you can adopt in networking and communication that could help your business.

Listen and Discover

> The biggest mistakes people make on LinkedIn and how to avoid doing the same thing.
> How to connect with someone new on LinkedIn.
> The benefit of spending more time listening on LinkedIn and how to do that.
> What it means to establish yourself as a subject matter expert, not as someone who's just there to sell something.
> And much more...

Discover more about the Same Side Selling podcast at
https://www.ianaltman.com/same-side-selling-podcast/

We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success.

You're going to learn a ton from Connie Podesta!

Listen and Discover

> What it means to take psychology seriously in sales and business.
> Why it's more important to “quit” doing things rather than say what you're going to do
> Insights  “The Best Sales Book Ever -  Cut Through The Obstacles and Send Sales Through The Roof" - that Connie co-wrote with Meredith Elliott Powell.
> And much more...

Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/

We’re joined by a repeat guest, Raman Sehgal, the founder and CEO of ramarketing. A few years ago Raman shared with us how he successfully doubled his business growth. Since that discussion, Raman has grown the business 10 fold! This case study episode highlights the biggest misconceptions when it comes to business growth and the specific things that Raman’s team did to help them focus on the right types of clients to accelerate their trajectory. We also dive into things that you can do in your business to achieve remarkable growth.

Listen and Discover
> Why it never works to chase any and all business.
> The impact of trying to be everything to everyone.
> How to disarm the notion so that you're not just there to sell something whether the client needs it or not.
> That all PR is not good PR.
> Why it’s essential to know the problems and value that you deliver for your clients.
> And much more...

Discover more about the Same Side Selling podcast: https://www.ianaltman.com/same-side-selling-podcast/

Whether you are a CEO or a senior executive or someone in sales, the discipline of self-reliance is critical to your productivity and success.

In this episode, John Jantsch explains the importance of self-reliance and how to develop the habit of becoming self-reliant. You'll also hear an excerpt from John’s new book, The Self-Reliant Entrepreneur, Daily Meditations to Feed Your Soul and Grow Your Business.

John certainly opened my eyes to the impact of becoming more self-aware and the importance of focusing on it every day. I am surprised what a difference spending just a few minutes every day on this can make.

You’re going to learn a ton with John Jantsch!

Listen and Discover
> The key stages of being self-reliant.
> How to become more self-aware.
> An approach to dealing with the fear of risk and failure in business.
> Where success comes from and how to impact it.
> And much more...

Discover more at https://www.ianaltman.com/same-side-selling-podcast/

In this episode, I talk about the best approach to use during that initial contact with someone. It could be with an inbound inquiry, an outbound call with a potential client, or someone you're connecting with via networking opportunity. I share how to avoid the biggest mistake that is incredibly common during initial contact situations - it’s known as prematurely pitching your product and service.

Listen and Discover

> Why prematurely pitching your product and service only repels a potential customer.
> How to avoid sounding like a stereotypical salesperson during the initial contact.
> A method to determine whether or not a potential customer has a problem that you’re good at solving, that they feel is worth solving.
> The Same Side Pitch - follow this idea of Entice, Disarm, and Discover.
> And much more...

Discover more about the Same Side Selling Podcast
https://www.ianaltman.com/same-side-selling-podcast/