This section of our site is called “Featured Podcast of the Week”.
With so many podcasts that are out there these days, I thought I’d make it easier for you to find great content by featuring an episode from many of the great podcasts out there.
(NOTE: You can listen to other featured podcasts of the week by clicking here.)
The podcast for today is the Duct Tape Marketing Podcast.
It’s another one of my personal favorite podcasts.
And if you’re perfectionist or procrastinator, then I think you’re going to really like this episode!
Here’s the Description of the “Duct Tape Marketing” Podcast
Small business marketing insights from best selling author John Jantsch and business leaders around the globe.
Here is the Episode Description
“Marketing Podcast with Ian Altman.
“There was a time, a really long time, where selling was compared to winning a game, outflanking your opponent or capturing your prey.
“And maybe when the seller held a few of the cards there was some truth to the analogies. But then the Internet came along and gave the buyer most of the power.
“They could now source any supplier, determine who really delivered on their promises and just what the price should be.
“So what’s a hunter to do now? Get on the same team as the buyer. Become a source of value and insight in helping the buyer determine the best approach for them.
“That’s the essence of Same Side Selling. My guest for this week’s episode of the Duct Tape Marketing podcast is Ian Altman, owner of Grow My Revenue, author of Upside Down Selling and co-author of Same Side Selling: A Radical Approach to Break Through Sales Barriers with Jack Quarles.
“We discuss his new book, and this radical paradigm shift in selling.
Questions I ask Ian: What do you mean by “Same Side Selling?” Why should you “get to the truth” of a sale? How would you sell value over price?
“What you’ll learn if you give a listen: Why you should focus on solving problems when trying to make a sale. Three different sales personas, and which persona you should strive for. Why sometimes you should occasionally walk away from a sale?”
Why you will want to listen to it:
Here’s why I think you’ll want to listen…
- You’ll learn how to change the average sales situation from adversarial one to one where everyone wins.
- The method he uses called “Entice, Disarm and Discover”
- How to entice someone to interest
- How to disarm the notion that we’re there to sell something
- How to trigger a discovery phase to see if you can really help, so you can position yourself as someone that solves problems not just sells stuff.
- How this all changes the awkward dynamic that usually takes place in a sales situation
- And more
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