Gregory ShepardArchitect, GregoryShepard.com · GregoryShepard.com · The Startup Architect | Author of The Startup Lifecycle

The Same Side Selling Methodology | Ian Altman | The Boss Podcast with Gregory Shepard

16 Aug 2021 · 0 min

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0:26

Ian Altman explains the same-side pitch, a sales approach that flips the typical adversarial dynamic. Instead of pitching against a prospect, you sit beside them and discover what they actually need. The method has three steps: entice, disarm, and discover.

We start with something we call the same-side pitch, which follows this model of entice, disarm, and discover. So first, we entice by sharing problems that we solve with dramatic or extraordinary results. Then we disarm the notion that we're there to sell something by acknowledging that not everyone's a good fit for us. And then we trigger the discovery phase and to learn more about their situation to see if we can help.