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Apr 22, 2022

#salestips #salestechniques #growyourbusiness #investoreducation

On this episode, Jake and Gino interview Ian Altman, a multi-bestselling author, strategic advisor and internationally sought speaker on integrity-based sales and business development. A successful services and technology CEO for two decades (value beyond $1B), Ian draws on years of success and research on how customers make decisions.

His approach ensures that you have a message that doesn’t fall on deaf ears, accelerates buying decisions, and helps you and your clients focus on value vs. price. Ian delivers an approach to selling everyone can embrace, even your customers. He is the host of the weekly Grow My Revenue Business Cast.

Key Insights:
00:00 Introduction
05:00 Types of personas in the sales world
09:52 Seller aligned with the outcome of buying
13:44 Additional skills to employ same side selling
20:51 Presenting context for the price demanded
26:45 What doesn't work in sales?
31:39 Entice, disarm and discover
35:08 Habits that add value to life
38:00 Tips to scale-up a business
40:35 Recommended book 'Exactly What to Say'
46:00 Wrap-up

Discover more at IanAltman.com.

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About Jake & Gino
Jake & Gino are multifamily investors, operators, and mentors who have created a vertically integrated real estate company that controls over $175,000,000 in assets under management. They have created the Jake & Gino community to teach others their three-step framework: Buy Right, Finance Right and Manage Right®, and to become multifamily entrepreneurs.

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