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Same Side Selling - A Radical Approach to Break Through Sales Barriers Hardcover – April 8, 2014
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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 bestselling 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@IanAltman.com or LinkedIn. Twitter: @IanAltman
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 at Jack@BuyingExcellence.com.
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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.
I really liked this book because it focuses on bringing value and getting actual results for the client, rather than just a sale. It aligns really well with my beliefs because I truly value honesty and would not be able to lie to get something sold. Sometimes sleazy salesman can get away with a sale, but in my opinion honesty and getting results are better in the long run for both parties. Rather than getting a sale in any way possible author focuses on FIT (Finding Impact Together), and making sure that your solution is the right solution for the customer.
This book has a lot of great advices on how you can work together with a customer to identify a problem worth solving. Also it goes deep about every step in the process of getting a sale and how to properly structure your message to the client so you can avoid the adversarial trap.
I would definitely read this book for the second time to refresh my memory, and look through it before I have a meeting with a potential client.
I found it also being enjoyable and quick to read.
The buyer angle was also helpful and I would have liked to see a bit more of that.
Overall highly recommended.