No matter what business you’re in, you never stop selling. Whether it’s to clients, businesses, your superiors or your peers, having the skills to convey the quality of your product is a necessity. Ian Altman has a formula and has been successfully demonstrating that formula to eager businesses and organizations. Whether it’s identifying potential pitfalls, making the most out of a smaller target number, or developing a quality pitch, Ian shares his ideas and strategies on how you can use the skills he has honed and developed. Best of all? His approach works.
Even on Bright Ideas, it’s not everyday you get an opportunity to hear from a best selling author. Listen now and you’ll hear Ian and I talk about:
- (03:40) Introductions
- (07:20) Ian gives us insight into how executives make purchase decisions
- (09:00) I ask Ian if his advice about executives applies to website sales copy
- (16:00) Ian discusses how to sell more by talking to fewer people
- (20:30) Ian explains the difference between his two books
- (23:15) Ian introduces the idea of “Adversarial Traps” faced by buyers and sellers
- (27:00) How to use the “Entice, Disarm and Discover” approach to get in the door
- (33:40) The right way to ask clients for referrals
- (36:45) The best way to identify your ideal tribe using the Elevator Rant approach
- (40:00) How to use the “Issue, Impact, Importance” approach to which client problems are the biggest ones and how to determine if the client will pay to solve them
(If you would like to hear more about great sales tactics, check out the other great Bright Ideas interviews and blogs on the subject.)
Resources Mentioned
Trent Dyrsmid writes at BrightIdeas.co, where he shares proven marketing strategies you can use to attract more traffic, increase conversions, and maximize profits. For bright ideas on how leverage content marketing and marketing automation, join his free newsletter.
Email me when Trent Dyrsmid publishes or recommends stories