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.
He mentioned a scenario that many in the room could identify with. “How many of you have heard somebody make the following phone call: 'Hey, just calling to check in, want to see if you made a decision yet.' How many of you have actually made that phone call?”
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