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Same Side Selling: A Radical Approach to Break Through Sales Barriers Hardcover – April 1, 2014
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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
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.
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Top Customer Reviews
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!
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.
Altman and Quarles show you how to take into consideration the relationship so that everyone feels good about being on the same side of the equation--sharing equally in their investment and in the ultimate outcome. ~ Kathy Albarado, CEO of Helios HR
Most Recent Customer Reviews
This book has revolutionized my approach to selling. I had been looking to find the missing link as sales were slumping for me in 2016. Read morePublished 6 days ago by D. Romance
I find Ian's sales insight refreshing and effective in a world of "sell quick" recipes for success. Read morePublished 29 days ago by Patrick T Powers
Best book on selling I have read a must read for anyone who wants to depart from the high pressure "me against you" approach to selling. Read morePublished 5 months ago by MCG
Maybe not so completely 'radical', but a solid book giving great workable, practical advice - I'd certainly consider this a ''must read' for anyone, like myself, in the independent... Read morePublished 5 months ago by Iron Man
Logical, helpful relationship-based sales and business development advice. A great and well-organized read! Kudos, Ian!Published 7 months ago by Beth
If you are one of those people scared of being too "salesy"--this is the book for you. I've always been nervous of being a salesperson--even though I naturally love to sell... Read morePublished 7 months ago by Michael Ganino
This is one of the best sales books that I have found to date! Currently a sales manager looking for basic inspirations to get our product connecting with customers with a win-win... Read morePublished 9 months ago by J. Delagarza
Loved being able to understand the buyers point of view.Published 13 months ago by Antonio E. Cheeks