Same Side Selling

  • by Ian Altman, Jack Quarles
  • Narrated by Ian Altman, Jack Quarles
  • 4 hrs and 54 mins
  • Unabridged Audiobook

Publisher's Summary

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 mind-set 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 who implement the Same Side Selling approach will be seen as valuable resources, not predatory peddlers.
A different type of book on selling
What makes Same Side Selling different from any other book on this topic is that it is coauthored 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 mind-set. 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.

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Customer Reviews

Most Helpful

Wonderful advice!

Loved this! Great examples which helped me relate the situations back to my industry.
The review chapter at the end was a huge help as I listened on the go and hadn't managed to take notes - thank you!!
Read full review

- Dueyna Chinere

Book Details

  • Release Date: 26-06-2015
  • Publisher: IdeaPress Publishing