Accelerate Podcast with Andy Paul
November 9, 2016

How to Entice, Disarm, and Discover Your Clients. With Ian Altman. #301

Joining me on this episode of Accelerate! is Ian Altman, Founder and CEO of Grow My Revenue, best-selling author of two books, Same Side Selling: A Radical Approach to Break Through Sales Barriers, and Upside-Down Selling: An integrity-based Sales Approach to Avoid Being Predictable. Ian is also a sought-after keynote speaker, an expert in sales leadership and business growth, and author of articles featured regularly in Inc. and Forbes. In this episode, Ian and I discuss understanding the problems your product solves for the customer, how to qualify your customer by enticing them, disarming them and discovering their needs, and how to preserve the integrity of your sales process.

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More about Ian Altman

What’s your most powerful sales attribute?
Disarming honesty.

Who is your sales role model?
One looking out for my welfare, as a physician does.

What’s one book that every salesperson should read?
Hug Your Haters: How to Embrace Complaints and Keep Your Customers, by Jay Baer Steal the Show: From Speeches to Job Interviews to Deal-Closing Pitches, How to Guarantee a Standing Ovation for All the Performances in Your Life, by Michael Port

What music is on your playlist right now?
Podcasts, and Van Halen or Billy Joel.

Contact Ian Altman

Contact Ian:

Website: Ianaltman.com

Twitter: @GrowMyRevenue

Sponsors

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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