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Advisors, here are tips and ideas for dealing with fees, getting into HSAs, using data sources for prospecting, and developing a win-win technique for sales.

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Adviosrs smiling. Sales expert, author, and motivational speaker and trainer Ian Altman doesn’t do elevator pitches — instead, he imagines elevator rants. It’s all part of his same-side selling philosophy, and here are some examples of how it works.

NASHVILLE — Be aware as a salesperson, that when you show up, “You’re either somebody who’s there to sell something or somebody who’s there to solve something,” said Ian Altman, the penultimate speaker at the 2018 NAPA 401(k) Summit. “Which would you rather be?”

The author of Same Side Selling: A Radical Approach to Break Through Sales Barriers, Altman offered advice and inspiration to the roomful of over a thousand retirement industry professionals.

C.J. Marwitz

C.J. Marwitz is the editor for the retirement industry audience and a digital managing editor at BenefitsPRO. She is currently considering pitches for unpublished contributed content related to the employer-sponsored retirement plan arena. A former technology editor, advertising copywriter, and academic advisor, Marwitz is the mother of three and walker/stick-thrower/treat-giver to a Welsh Corgi named Leeloo.

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