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Same Side Selling: A Radical Approach to Break Through Sales Barriers Hardcover – April 1, 2014

4.9 out of 5 stars 45 customer reviews

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Editorial Reviews

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.
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Product Details

  • Hardcover: 210 pages
  • Publisher: IdeaPress Publishing; 1 edition (April 1, 2014)
  • Language: English
  • ISBN-10: 1940858062
  • ISBN-13: 978-1940858067
  • Product Dimensions: 7.8 x 4.9 x 1 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (45 customer reviews)
  • Amazon Best Sellers Rank: #287,589 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
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!
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Format: Kindle Edition Verified Purchase
I worked at Zappos.com for years so I've come to have great respect vendors and sellers who take a service based approach. I've seen Ian lead events about sales and he really knows his stuff as you'll undoubtedly see. But here's my real test for experts - Do they mix great knowledge with a sense of humor and fun? I've found that people who take themselves too seriously somehow miss the bigger picture. But the people who can have fun with their own work and their own audience are the people I trust and recommend. I've seen how Ian treats his friends, clients, and audiences and that's the true test for any leader or author I'm going to recommend.
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Format: Kindle Edition Verified Purchase
I've been a self-employed entrepreneur selling corporate consulting services for almost 14 years. Most sales books are a waste of time. However, Same Side Selling is a refreshing exception to the rule. The innovative tactics discussed in this book are both creative and very practical. I'm impressed. If you sell B2B, then this is a must-read.
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Format: Kindle Edition
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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Format: Kindle Edition Verified Purchase
Ian and Jack present a logical, practical and sensible approach to engaging customers. Same Side Selling provides solutions you can easily begin using in your daily business life. It is a logical consulting approach to buying and selling methods keeping you on the same side of the table as your customers while educating them in the process.
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Format: Hardcover Verified Purchase
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.
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Format: Kindle Edition
The concepts shared in Same Side Selling address the common struggles between 'sales vs delivery' and 'sellers vs buyers'. I found the approach, in which selling is more of a puzzle--where we are solving and creating something--to be refreshing and powerful.
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
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Format: Kindle Edition
It's no secret that relationships with clients are more profitable than "selling a bill of goods." Altman and Quarles have done an astounding job of changing the mentality of sales from a game (where there is a winner and a loser) to a puzzle (where the correct fit is found and people are on the same side of the table). A must read for anyone in business, not just sales!
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