Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He highlights the need to build a business case for investment in a project or solution, providing evidence of attempts at alternative solutions and convincing the client or prospect of the urgency and importance of solving the problem.

Outline

Sales techniques to uncover client needs and prioritize solutions.

• Urgency in sales often leads to pushing clients instead of understanding their priorities.
• Speaker emphasizes importance of asking right questions to determine if a problem is worth solving.
• Speaker advocates for active listening and empathy to build trust and convince clients of solution's value.
• Speaker Ian Altman shares insights on how to address objections and sell to clients effectively.
• Altman encourages listeners to check out the Same Side Selling Academy for valuable resources.

• How EW Motion Therapy Adopted Same Side Selling.
• Saw alignment with company values.
• Differentiation was a big challenge.
• Client Vision Pyramid helped explain service levels.
• Referrals grew 34% year over year.
• Aiming for 30% referral growth this year.

Issues & Risks

• Commoditized market with many competitors.
• Staff didn't see themselves as part of the sales team.
• Difficulty training staff in sales and marketing.

Next steps

• Continue using Same Side Selling Academy.
• Provide staff with Same Side Selling books.
• Conduct regular sales training for all staff.
• Roleplay sales scenarios.
• Submit emails and materials for review.
• Reach out with questions in the Monthly Coach’s Corner in the Same Side Selling Academy.

Questions discussed

• How are you different from competitors?
• How do you explain your service levels?
• What results have you seen from Same Side Selling?
• How easy was Same Side Selling to implement?
• What feedback have you received?
• What's the biggest takeaway from Same Side Selling?

Outline

Adopting Same Side Selling in a physical therapy practice with 6 facilities in Alabama.

• Ethan White, CEO of EW Motion Therapy, shares their experience adopting Same Side Selling for over a year, growing from 2 small rooms to 6 facilities in Alabama.
• Ethan explains how the company's focus on quality care and reputation has led to a mindset shift in their sales approach, aligning with their values of teaching, empowering, and transforming their people.
• The company's reliance on referrals from physicians and athletic facilities created a challenge in aligning their sales process with their values, but the "Same Side Selling" approach has helped to address this issue.

Differentiation in physical therapy market.

• Ethan highlights the challenge of differentiation in a commoditized market, emphasizing the importance of a clear message to convey to referral sources and patients.
• Ethan shares how the "Client Vision Pyramid" has been a valuable tool in explaining the difference between their practice and others in the market, particularly when conversing with physicians.
• Effective care teams with physical therapists and orthopedic groups can yield great results.

Implementing Same Side Selling in a physical therapy business.

• Ethan describes seeing a 34% growth in referrals and a target of 30+% this year since implementing Same Side Selling.
• Ethan highlights the importance of aligning marketing and sales with physical therapy practice, citing a 24-year history of engagement with patients.
• Ethan emphasizes the importance of seeing oneself as a salesperson, not just a healthcare professional, to effectively serve clients and build long-term relationships.
• Ian Altman asks Ethan about the adoption and feedback from their team on the Same Side Selling method, with a focus on the client vision pyramid and concise business case.
• Ethan explains that while the training and roleplaying process can be challenging, investing time and discipline in it has led to better results and a more cohesive approach to sales.

Sales growth and professional development in a healthcare company.

• Ian Altman highlights the importance of asking questions and seeking feedback to improve sales performance.
• Ethan emphasizes the value of self-evaluation and strategic market development in utilizing the Same Side Selling Academy.
• Ethan describes how the company's new approach to sales and marketing has led to significant growth, with a focus on training all staff members in marketing and sales techniques.
• Ethan highlights the importance of having competent and trained staff in all areas, including finance, marketing, and sales, to achieve professionalism and growth.

Using "Same Side Selling" to improve client relationships and results.

• EW Motion Therapy prioritizes helping clients find real solutions to their problems, earning trust and delivering results.
• Ethan highlights the importance of delivering results and being integrity-based in business.

Which subject lines might your audience open in their inbox?

How to come across as subject matter experts, not stereotypical sellers

What is the goal of your cold outreach? Are you trying to get too much, initially?

Where do LinkedIn Polls come into play when it comes to Cold Outreach?

What should be your goal of the discovery meeting? Hint: It's not getting a meeting.

Topics covered:

- Effective follow up after a break like the holidays or when it's been a while since contacting someone

- Two scenarios: after a break, or when they've gone "dark"

- The key is to "disarm" and not make it about selling

- Focus on understanding what issues they wanted to solve originally

- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit

- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems

- Use the Client Vision Pyramid to understand their current needs and see if you can add value

Answering "What Do You Do?"

In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations.

Key takeaways:

• Get context first. Before answering, ask a bit about the other person's role or industry. This allows you to frame your answer relevance to them.
• Spark interest. Give an intriguing response that prompts further questions. Ex: "We help law firms keep more of their money."
• Focus on problems you solve. Don't just state what you do. Talk about common struggles you help clients overcome.
• Use the "Uber for X" framework. Describe yourself as the "Uber for [your field]." This simplifies what you do.
• Follow the "entice, disarm, discover" model from Same Side Selling. Share results, deflate sales concerns, and learn about their needs.
• Present yourself as a problem solver, not a salesperson. This builds trust and transparency.

Key Quote:

"See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."

In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with increased pricing pressure in the current economic climate by keeping conversations focused on results and differentiation rather than price alone; and the consistent practice of an intentional, structured selling methodology that sets apart top sales performers - committing to skills practice for an hour each week is key for salespeople to achieve greater success through polished and disciplined selling techniques.

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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• X/Twitter
• Website
• Email : [email protected]

Have you been making the mistake of asking your customers about budget or who the decision maker is? In this episode, Ian Altman reveals the secrets to successful B2B selling. Discover why asking about budget, decision-makers, and offering the cheapest option can backfire. Ian shares a game-changing approach that focuses on uncovering what truly matters to your clients using the Same Side Quadrants methodology. Tune in for essential insights that can revolutionize your B2B sales strategy. Don't miss this episode – it's your key to building stronger client relationships and boosting your sales success.

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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

In this captivating episode, Ian Altman draws intriguing parallels between the reliability of Yellowstone's Old Faithful geyser and the key qualities clients seek in business partnerships. Ian explores how predictability, consistency, and a commitment to delivering desired outcomes can make a significant impact on client relationships. Discover how you can become the "Old Faithful" in your industry and provide the reliability your clients truly value. Tune in now for insightful lessons from nature that can transform your business approach.

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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insights into overcoming these obstacles. Ian emphasizes the importance of crafting compelling messages, disarming your approach, and empowering the recipient to decide the next steps.

If you're looking to enhance your cold outreach game and achieve better results, this episode is a must-listen. Don't forget to like, share, and subscribe for more invaluable sales strategies. Tune in and revolutionize your approach to B2B cold outreach.

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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

In this episode of the Same Side Selling podcast, Ian Altman reveals the three biggest blunders that can sink your sales kickoff meetings. Drawing from his wealth of experience with B2B companies, Ian discusses the importance of starting by asking your team where they're struggling, offering practical solutions. He also highlights the pitfalls of using these meetings solely for product announcements and explains how involving your sales force can lead to better results.

Tune in now to revolutionize your sales kickoff meetings and set your team on the path to unparalleled success! Subscribe, share, and look forward to our next episode for more expert guidance.

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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]

Have you struggled with facing rejection in your sales position? In today's episode, Ian addresses the fear of rejection in B2B sales. He introduces the concept of finding the right fit with clients, much like matching puzzle pieces. Ian emphasizes the importance of focusing on solving client problems rather than pushing products since not every client is a right fit for your solutions. He also shares the Same Side Quadrants framework for understanding client needs, helping you shift from selling to problem-solving. Tune in to learn how to properly qualify leads to avoid feelings of rejection, build meaningful client relationships, and increase your sales revenue.

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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

• Linkedin
• Twitter
• Website
• Email : [email protected]