The Difference Between Free Consulting And Building Trust
As published on Forbes.com In my keynote sessions and workshops, I often speak about not playing fetch and avoiding the pitfalls of giving away free consulting. I might sound cynical since I often...
View ArticleWhat To Do If Your Client Says: ‘Your Price Is Too High’
Find Ian’s articles on Forbes.com After a recent Immersion Workshop, someone asked: “What do we do when the customer comes back saying that we were not selected because our price was too high?”...
View ArticleDirty Secrets CRM Vendors Don’t Want You To Know
Find Ian’s articles on Forbes.com When you have more than just a few connections, you might find that things slip through the cracks. As your organization grows, you might realize that you have to...
View Article5 Things To Cover At Your Next Sales Conference To Actually Help Salespeople...
As Published on Forbes.com Shutterstock I’ve attended and spoken at countless sales conferences across multiple industries over the course of my career. Unfortunately, I see the same mistakes being...
View ArticleWhy Sales People Don’t Role Play
How often do you practice and role-play client scenarios each week? In this Same Side Selling video, discover why Sales Teams that practice at least one hour a week always outperform the rest. Explore...
View ArticleChristina Daves Same Side Selling Testimonial
Christina Daves explains how within 24-hours of attending the Same Side Selling Immersion session, she was able to apply the concepts and realize rapid results. Explore all the latest Same Side...
View ArticleWhy They Would and Would Not Buy From You
Are you tired of waiting for pending opportunities with potential clients? In this video, discover what questions you need to ask and information you need to uncover to know why a potential client...
View ArticleClient Vision Pyramid Method
If the client doesn’t know the difference between what you offer and what others offer, it’s your own fault. In this video, I share a strategy called the “Client Vision Pyramid” that you can use to...
View ArticleCan You Create Urgency With Customers
When you are waiting for a potential customer to make a decision, there is a wrong and right way to follow-up with your client. Rather than striving to create urgency, here’s an approach you can take...
View ArticleWhat is the Same Side Selling Academy
For more years than I care to admit, clients have asked if I offered an online program to onboard new team members, reinforce concepts for those who have participated in Same Side Selling, and ask...
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