Let’s face it, nothing is more important to the success of your business than acquiring the right clients and growing your revenue. My guest on the podcast today, Ian Altman, helps self-employed professionals to become outrageously successful targeting and winning new business.
Ian is a successful entrepreneur and a bestselling author. His latest book, Same Side Selling: A Radical Approach to Break Through Sales Barriers, is packed with creative sales tips and practical strategies for people selling their services in the B2B space.
Same Side Selling has received rave reviews from a variety of business and sales luminaries. Here’s what top business thinker and bestselling author, Daniel Pink, had to say: “Altman and Quarles deliver a whole new world of selling, and they’re really onto something.” I couldn’t agree more.
In addition to being an accomplished writer, Ian is also a top-rated speaker for Vistage International. He’s often called upon to address CEO forums related to revenue growth, innovation, and sales leadership. Over the years, Ian has become an in-demand sales educator and advisor to professional services firms and solo practitioners like us worldwide.
Ready to discover how you can become outrageously successful at targeting and winning business? If so, then don’t miss the creative sales strategies that Ian shares on the podcast today. Scroll down to the Podcast Player and listen now!
(Prefer to read instead? Click on the “Transcript” link at the bottom of the player.)
Podcast Player:
Logic, Emotion and Why Your Sales Process Isn’t Working For You
As a Star Trek fan from way back, I have always enjoyed Leonard Nimoy’s iconic character, Mr. Spock. Perhaps this is because deep down I wish that we humans were more logical creatures.
Over the years, I’ve observed that even our business decisions are driven as much by emotion as logic. On a personal level, think back to the last time you purchased a product or service for your business. Was the decision you made completely logical? I’d say no. In fact, I believe that all of us process our decisions through our emotions – it’s unavoidable.
If you’re skeptical, here’s some thought-provoking research to consider. At an annual meeting of the Radiological Society of North America, Dr. Dean Shibata presented his research findings based on an exhaustive study of the patterns of human brain activity during decision-making. Dr. Shibata’s study demonstrated that human decision-making processes are directly dependent upon emotions when the implications of a decision are perceived to have even the slightest personal impact.
According to Shibata, the findings of his imaging research support the idea that when people make choices, they need to feel the projected emotional outcome of each choice. If they can’t, they often become paralyzed and simply default to the status quo.
What about your clients? If they’re fellow business owners or executives, then few things impact them as much on a personal level as the health of their business or career. So, please know this, the decision to buy from you or your competition is an emotional one.
Is your sales process set up to guide clients as they think and feel their way through decisions? If you’re not sure, then I encourage you to develop a deeper and more personal appreciation of your clients’ journey during their buying process. By consistently cultivating this kind of understanding, you’ll be far better positioned to win the hearts and minds of the people you’re selling to.
Would you like some advice on how to create a sales process that gets better results? Reach out to me at slahey@stephenlahey.com or 518-439-4439 and let’s begin the conversation.
New Website with Free Business Resources For Solo Entrepreneurs
Welcome to my new website! I know that you may have been following my posts through my previous site (SmallBusinessTalent.com) for a while now. If so, I owe you special thanks. Your support means a lot to me.
Helping you to identify, attract and acquire your ideal clients remains at the heart of everything I do.
StephenLahey.com will provide you with even more targeted, useful content, and more ways for you to access it. Here are some of the features that you’ll find on this site:
- The legacy Small Business Talent podcast. There are over 100 episodes for you to explore, including interviews with well-know experts and bestselling business authors such as Daniel Pink, C.J. Hayden, Pam Slim, Sally Hogshead, Charlie Gilkey, Tim Berry, and Ian Altman, to name just a few.
- The new Smart Solo Business podcast. I’ve begun recording episodes, and every other Wednesday a fresh expert interview or brief audio lesson will be added. As with the legacy podcast, each new episode includes a link to a transcript (found just below the podcast player) and options to subscribe to the feed via iTunes, etc.
- The new blog is here. Alternating with the podcast publishing schedule, blog articles will also be posted here every other Wednesday delivering thought provoking content created for solo professionals who sell their services in the business-to-business space. I’ve been in that role as a business owner since 2000, and I’ll share what I’ve learned through hands-on experience.
- The “Expand and Improve Your Client Base” interactive workbook. I’m offering this exciting new resource FREE, at least for now. If you’re striving to find clients who deeply value what you do, are personally fulfilling to work with, and highly profitable for your business, then this workbook is for you. Click the green button below and get your complimentary copy!>> Claim Your FREE Workbook <<
As a fellow solo, I admire your determination to take control of your professional life and capture your goals. Thank you for joining me on this exciting journey!
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