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Same Side Selling: A Radical Approach to Break Through Sales Barriers, by Ian Altman, Jack Quarles
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Are you tired of playing games with your customers?
The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale?
Does it sometimes seem like you and your client are working against each other?
Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler.
A Different Type of Book on Selling
What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game.
The New Metaphor: Selling Is a Puzzle
Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
- Sales Rank: #559719 in Books
- Published on: 2014-04-01
- Original language: English
- Number of items: 1
- Dimensions: .0" h x .0" w x .0" l, .0 pounds
- Binding: Hardcover
- 210 pages
Review
Same Side Selling's collaborative model is just what's needed for selling to today's savvy buyers. It s time to ditch the pitch, focus on education, find the fit and confirm the value. --
Jill Konrath, author of SNAP SELLING and SELLING TO BIG COMPANIES
At Corporate United we buy billions of dollars in goods and services on behalf of over 200 of the largest companies in the world. We're exponentially more likely to buy from companies that adopt the collaborative tactics explained clearly in Same Side Selling because we know they can meet the near and long term goals of our members. Altman and Quarles have helped define the next chapter for buyers and sellers, to the benefit of both. --
David Clevenger, Senior Vice President of Corporate United
Buyers and sellers: Could these two ancient foes ever sit on the same side of the negotiating table? Altman and Quarles deliver a whole new world of selling, and they're really onto something. This book contains the tools and insights you need to move from a winner-take-all perspective to a win-win for all concerned. --
Daniel Pink, author of DRIVE and TO SELL IS HUMAN
About the Author
Ian Altman is the Amazon #1 best selling author of Upside Down Selling and CEO of Grow My Revenue, LLC. CEOs and executives call on Ian as a strategic advisor and dynamic speaker on sales and business development. Ian helps companies become outrageously successful targeting and winning business, It is not uncommon for his clients to double their growth within a year. Ian has a degree in Quantitative Economics and Decision Sciences from the University of California, San Diego. Contact him at Ian.atman@growmyrevenue.com, Twitter: @GrowMyRevenue or on LinkedIn
Jack Quarles is the founder of Buying Excellence and the author of the Amazon #1 Bestseller How Smart Companies Save Money. He has saved companies tens of millions of dollars over fifteen years in the field of expense management, working in roles as consultant, procurement director, strategic coach, company founder and auditor. He often advises on RFP facilitation, vendor selection, and outsourcing decisions. Jack received degrees from Yale University and Northwestern's Kellogg School of Business. Connect with Jack through LinkedIn or contact him Jack@BuyingExcellence.com.
Most helpful customer reviews
10 of 10 people found the following review helpful.
A powerful, unique take on a timeless subject...
By Marcus Sheridan
I read Altman's first book, Upside Down Selling, and honestly feel he's one of the hidden stars of the sales industry. The guy is phenomenal in his approaches, and having seen him speak, all I can say is that he is as good as it gets. Combine that with Jack Quarles' view from the "other side," and you've got a set of teachings that, if applied, could make a significant difference on anyone's bottom line, no matter the size of their organization. Highly Recommended!
1 of 1 people found the following review helpful.
Get Out of Your Head and Into Your Buyer's
By Lisa Cummings
I love how this book changed my perspective. It helped me see how to solve problems together (with your prospect) with the book's concept of "Finding Impact Together." And they're not just throwing platitudes at you. They help you think deeply about your buyer's point of view and then apply it.
The questioning techniques to "Get to The Truth" are especially useful. They get really practical and give you examples of the Strong Answers, Weak Answers, and Adversarial Answers you might get from your prospect. And my favorite part is how they give you the subtext of the typical answers so that you can hear what your buyers are not saying aloud.
5 of 5 people found the following review helpful.
Excellent Road Map Towards More Fruitful Conversations
By Timothy R. Hughes
Altman and Quarles team up to present a clear approach towards a "win-win" structure in sales and purchasing. Altman brings years of experience in effective sales consulting. Quarles brings similar expertise to purchasing consulting. The most interesting part is both focus on the same end point of finding meaningful paths to shared added value to avoid the log-jam of adversarial customer negotiations.
Beyond the important basic philosophical shift, Same Side Selling offers a cogent series of recommendations for exactly how to align the conversation towards a win-win approach, how to nurture that relationship and how to make the proper initial decisions to avoid wasting time on customers or vendors who cannot or will not adapt to this far more valuable approach. Highly recommended and useful book!
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