You and your potential customer are working against each other.
Your client only cares about price.
Or, what if you could burn fewer resources and close more business.
Join Ian Altman on March 31 for a Full-day Group Workshop to give your team the skills, practical exercises, and hands-on support to sharpen focus and discover how to grow revenue with integrity. During this full-day group workshop, about 1/3 of the program will be familiar to any Vistage members who have attended Ian's session during the Vistage meeting.
Solving vs. Selling
How Customers Make Decisions
Selling on Value vs. Price
Elevator Rants and Entice/Disarm/Discover
Controlling the conversation flow
The Who, When, Why of Decisions
Discovering Competitive Position
Handling Pricing Pressure
Tactics for handling objections
How To Capture the Information You Need To Succeed
Same Side Improv (a fun way to practice and "role play.")
Executives of products and/or service companies
Leaders of professional services firms
Sales professionals that want better control of the sales process
Non-salespeople who want to boost their value
For maximum impact, workshops best serve of 20 to 50 attendees, tailored to the group’s interests and needs.
"The entire team benefited from his workshop, and it has already changed how we approach new clients and help them achieve their goals."
Rob Hale - President, ECS Team
Read Rob’s recent article about the impact this group workshop had on his team: Always Pushing to Get Better
"Ian's approach shortened our sales cycle, sharpened our message, and eliminated garbage opportunities. We saw an almost immediate ROI. We now have a step-by-step approach from first meeting through decision to focus on organizations where we have the greatest positive impact on their business. In a highly competitive field, we now stand taller than our competitors."
Joe Appelbaum - President, The Potomac Companies - Vistage CE Member
“Outstanding content and value. Ian presents a whole different mindset for selling. In several weeks it already is making a difference with me and with our company. I anticipate that we will look back at Ian’s training as a hallmark moment in the history of our company, when throughout many levels in our company we really learned to sell!”
Michael Engels – Chief Investment Officer/Partner – CWS Capital Partners
“ I left the session feeling armed, empowered and excited use the Same Side Selling methodology in my day-to-day interactions with clients!”
Brandy Hammond – E2G The Equity Engineering Group
"Can't miss this! Ian was fun, engaging, and actually seemed to know what he was talking about! His proven experience shone through. There was a good balance of presentation, interaction, and opportunity for questions."
Anne Ballard - Hunter Lab
"Ian Altman presented invaluable sales guidence in an fun, interactive and engaging style. His honest, disarming approach to sales should resonate with any sales professional who wants to achieve dramatically greater results and maintain a high level of integrity."
Ben Foreman - LPL Financial
Ian helps his clients discover how to Modernize Sales and Marketing for today's customer. He is an internationally respected and sought after expert on business, innovation, collaboration, and growth. Ian contributes weekly leadership articles on Inc.com and Forbes.com. His latest bestselling book, Same Side Selling, is “one of two intriguing books you should read on B2B consultative selling” according to business luminary, Seth Godin. Ian hosts a weekly Business Cast, a podcast providing Unconventional Strategies for Selling, Innovation, and Leadership.
Prior to forming his current company, Ian served as CEO of technology and business services companies for two decades. He sold his companies and served as Managing Director of the acquiring company where Ian's leadership grew these companies into businesses valued at more than $1 billion.
**Registration for this workshop is transferrable, but not refundable.
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