Ian Altman on How to Make More Sales by Talking to Fewer People

Ian Altman

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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

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

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About Ian Altman


Ian Altman is the CEO of Grow My Revenue, LLC. CEOs and executives call on Ian as a trusted advisor and speaker on sales and business development. Ian’s methods have helped businesses double their revenue growth rate without adding salespeople.

Ian is the author of Upside Down Selling, an Amazon #1 Best Seller. He coauthored his upcoming book, Same Side Selling, with Jack Quarles of Buying Excellence.

Are you ready to start Same Side Selling?  Request a FREE preview chapter from Ian’s book Same Side Selling at http://www.samesideselling.com

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  • Hey Kevin,

    Thanks so much for the kind words!

    What is your biggest challenge at work right now?

  • Rick Dass

    This was an awesome podcast Trent. Hats off, I think you struck a whopper of a golden nugget find. I’m also an avid listener Trent, and this is one of my favourite podcasts, you have a real knack for getting top quality actionable information from your guests.

    This one really resonated with me as im at that stage, about to sell my saas, so approaching prospects in terms of their problems from the elevator rant is pure gold.

    I made notes, so Kevin hit me up if you’d like them.

    Thanks Trent.

    • Hey Rick, Thanks for the kind words, my friend! What is your SaaS? Can you share a link? If you haven’t sold a company before and want to talk about how it went for me, shoot me an email.

      • Rick Dass

        Hi Trent,

        Its in incognito mode at the moment, basically hacking an MVP together with WordPress and some human automation. 95% completed, with first few presentations booked. Once its validated we’ll get it coded.

        I meant that we are about to sell our SAAS product to companies, not selling the business as a going concern.

        Incidentally I have sold a company before, so already have an exit strategy in mind for this should it get traction.

        May I ask how your dental marketing venture is going?


        • My Dental venture got put on the back burner after some initial market tests. And then, I was approached by a guy with traction in the legal services niche…so that has now become more of a priority. See today’s post for more.

  • This was an excellent podcast! I love how Ian talks about “the problems he solves” and I am implementing that on my social networks along with my site.

    I can’t wait until the book comes out. Keep it up, Trent! You find some excellent guests.

    • Luckily for me, the world is full of sm@rt people 🙂

  • peter hill

    possibly one of your best interviews. Ian certainly hit a chord with me. One of the very few podcasts I listened to multiple times

    • Hey Peter,

      Yes, Ian is one smart fella, and it was my pleasure to interview him!

  • Great selling tips from Ian. Glad that I discovered your podcast today, Trent.