{"id":2505,"date":"2019-12-13T04:30:40","date_gmt":"2019-12-13T10:30:40","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2505"},"modified":"2019-12-29T21:25:56","modified_gmt":"2019-12-30T03:25:56","slug":"sales-tip-328-pricing-pressure-ian-altman","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-328-pricing-pressure-ian-altman\/","title":{"rendered":"Sales Tip 328: Pricing Pressure &#8211; Ian Altman"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot-150x150.png\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright wp-image-1833 size-thumbnail\" srcset=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot-150x150.png 150w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot-300x300.png 300w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot-100x100.png 100w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot-250x250.png 250w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot-200x200.png 200w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Ian-Altman-Headshot.png 605w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;When your clients challenge you with the prices too high, make sure that you know enough about their situation that you can focus on the results.&#8221; &#8211; Ian Altman in today&#8217;s Tip 328<\/p>\n<p><strong>What will you do?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/328\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and share your thoughts!<\/p>\n<p><a href=\"mailto:ian@ianaltman.com\" target=\"_blank\" rel=\"noopener noreferrer\">ian@ianaltman.com<\/a><br \/>\n<a href=\"https:\/\/www.linkedin.com\/in\/ianaltman\/\" target=\"_blank\" rel=\"noopener noreferrer\">Ian Altman on LinkedIn<\/a><br \/>\n<a href=\"http:\/\/IanAltman.com\" target=\"_blank\" rel=\"noopener noreferrer\">Ian Altman Website<\/a><a href=\"http:\/\/SameSideSelling.com\"><\/a><br \/>\n<a href=\"https:\/\/www.ianaltman.com\/same-side-selling-podcast\/\" target=\"_blank\" rel=\"noopener noreferrer\">Same Side Selling Podcast<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<p><iframe loading=\"lazy\" width=\"727\" height=\"409\" src=\"https:\/\/www.youtube.com\/embed\/3-GpjRqtByw\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Ian Altman. As a CEO for two decades Ian started, sold, and grew his business-services and technology companies from zero to over one billion dollars in value. He\u2019s a co-author of the bestselling book, Same Side Selling and hosts the weekly Same Side Selling Podcast, and you can read hundreds of his articles on Forbes and Inc. Here he is with today\u2019s tip:<\/p>\n<p>Ian Altman: Hey, it&#8217;s Ian Altman. You just had an amazing meeting with a potential client and now at the end of the meeting they say, \u201cWell, this all looks great but it&#8217;s just too expensive.\u201d What do you do? Well, what you need to realize is that price separate from results is always going to seem too high. So if you spend time with your client or prospect, understanding what problem they&#8217;re trying to solve, what happens if they don&#8217;t solve it. And if you&#8217;ve done a good job using something like the same side quadrant tool to actually understand what results or success might look like for them, then when they challenge you with price, you get to counter with, &#8220;Well, if I understood correctly what you&#8217;re trying to achieve and where results need to look like, then my fear is that if we do something that&#8217;s less than that we&#8217;re not going to achieve the results. And my guess is it&#8217;s not a good deal no matter what it costs. If you don&#8217;t get the results that you need.&#8221; See if you are traveling with your family of five and you reserved a minivan and you get to the car rental counter and they say, \u201cOh, all we have is this two sitter.\u201d For a fleeting moment, you think to yourself, \u201cMaybe I could take one of the kids and no one will notice.\u201d But you know, that really won&#8217;t work. And if they said, &#8220;I&#8217;ll give it to you for free&#8221;, it still doesn&#8217;t help you see results matter more than price. So when your clients challenge you with the prices too high, make sure that you know enough about their situation that you can focus on the results. Because once the client realizes you&#8217;re as committed to the results as they are, that&#8217;s when you end up on the same side. If you have any questions, just drop me a note to <a href=\"mailto:ian@ianaltman.com\" target=\"_blank\" rel=\"noopener noreferrer\">ian@ianaltman.com<\/a><\/p>\n<p>Scott Ingram: For links to all things Ian Altman, Same Side Selling and for the video version of this tip. Just click over to <a href=\"http:\/\/dailysales.tips\/328\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/328<\/a><\/p>\n<p>Then be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;When your clients challenge you with the prices too high, make sure that you know enough about their situation that you can focus on the results.&#8221; &#8211; Ian Altman in today&#8217;s Tip 328 What will you do? Join the conversation below and share your thoughts! ian@ianaltman.com Ian Altman on LinkedIn Ian Altman Website Same Side&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1833,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-2505","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Tip 328: Pricing Pressure - Ian Altman - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-328-pricing-pressure-ian-altman\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 328: Pricing Pressure - Ian Altman - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;When your clients challenge you with the prices too high, make sure that you know enough about their situation that you can focus on the results.&#8221; &#8211; Ian Altman in today&#8217;s Tip 328 What will you do? 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