--- title: Ian Altman Shows You Same Side Selling description: Ian Altman shows you how to get on the same side of the table as your prospects to achieve what he calls same side selling on The Sales Podcast. image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-12488582.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/ian-atlman#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Take the Scorecard](https://thesaleswhisperer.com/score) [Take the Scorecard](https://thesaleswhisperer.com/score) Jun 13, 2025 # Ian Altman Shows You Same Side Selling ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/ian-atlman) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/ian-atlman) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/ian-atlman) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/ian-atlman) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/ian-atlman) ## What to say when the buyer just asks for a quote   **. ** --- --- ***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)*** ## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)... - Trust is key - "What does success look like?" - It's not about persuasion, it's about getting to the truth - It's okay to push back on quote-seekers - Focus on the results - Businesses only stall for two reasons - To get your foot in the door you must understand how people make decisions - What problem does this solve? Why do I need it? - What's the likely result or outcome if I do this? - What are the alternatives? - Answer those to shorten the sales cycle - Start with the problems you solve and disarm/neutralize the idea that you're just there to sell them something - Be precise - The phone and/or email still works with the right message - Axis Displacement Disorder - How to befriend "gatekeepers" - They exist to help people - Don't trick them - How to build trust - B.A.N.T. doesn't apply today - Budget - Authority - Need - Timeframe - They are now building coalitions and consensus - Disarm the notion that you're just there to sell something - Be humble - How to 2x your sales while working 40% less **Related Articles:** - [Pitch Anything with Oren Klaff](https://thesaleswhisperer.com/blog/oren-klaff-pitch-anything) - [Selling to VITO](https://thesaleswhisperer.com/blog/anthony-parinello) - [Tom Hopkins shows you how to master the art of selling](https://thesaleswhisperer.com/blog/tom-hopkins/) ### Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast) - Visit [Ian Altman's home on the web](https://www.ianaltman.com/) - Get Ian's book "[Same Side Selling: A Radical Approach to Break Through Sales Barriers](https://amzn.to/2Tu4srA)" [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## Related posts [![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/air_force_football_running_back_wes_schaeffer.jpg?height=200&name=air_force_football_running_back_wes_schaeffer.jpg)](https://thesaleswhisperer.com/blog/nightmares-dreams-entrepreneurial-spirit) ## [Nightmares, Dreams & The Determined Entrepreneurial Spirit](https://thesaleswhisperer.com/blog/nightmares-dreams-entrepreneurial-spirit) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Entrepreneurial Spirit It's 5:25 am Saturday morning and I'm at my MacBook, typing away, which is... [Read more](https://thesaleswhisperer.com/blog/nightmares-dreams-entrepreneurial-spirit) [![Become an Amazon Superhero With Stephen Somers | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Stephen_Somers_sales_podcast_588.png?height=200&name=Stephen_Somers_sales_podcast_588.png)](https://thesaleswhisperer.com/blog/stephen-somers) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Become an Amazon Superhero With Stephen Somers](https://thesaleswhisperer.com/blog/stephen-somers) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Oct 31, 2022 Collect business models and make money as an affiliate \[ LISTEN NOW ON APPLE PODCASTS \] [Read more](https://thesaleswhisperer.com/blog/stephen-somers) [![MLAM 010: Start A Business While Working Full Time — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-9429485.jpg?height=200&name=pexels-9429485.jpg)](https://thesaleswhisperer.com/blog/manlypodcast10) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [MLAM 010: Start A Business While Working Full Time](https://thesaleswhisperer.com/blog/manlypodcast10) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Working 70 Hours a Week In Your Day Job? Start Your Business While Working Full Time. Sales Tips... 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