2017-01-07 11:24 pm Updated by Admin

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Same Side Selling: A Radical Approach to Break Through Sales Barriers



By: Jack Quarles(Author)

Language: English

Genre: Business, Finance & Law

Publisher: Ideapress Publishing - IPS (1 April 2014)

Format: pdf doc docx mobi djvu epub ibooks (*An electronic version of a printed book that can be read on a computer or handheld device designed specifically for this purpose.)

The original title of the book: Same Side Selling: A Radical Approach to Break Through Sales Barriers

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.

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

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  • By RJones on 1 July 2017

    Loved this book! The concept of "sales" had always been a little synonymous with "pushy" in my past experiences. Both starting my own side business and moving into a new role at work meant I really needed to develop my sales skills but I wanted to do this in a way that felt authentic to me as a person. This book's approach and content is exactly what I needed and is working equally well for me in my corporate world as well as my small side business. Have also had the privilege of hearing some of Ian's materials delivered by the man himself. Cannot recommend this highly enough.

  • By Dorothy Norris on 26 June 2017

    This book is a breath of fresh air in the selling world... what a difference it makes to be clear on how you can really add benefit to someone's life and to be able to say 'I'm sorry I can't help you' if you really don't have a solution to their problem. What a relief to be encouraged to be authentic and to sit with a customer clarifying their problems and needs and how best you can help them. What a relief to realise that selling is about educating your customer and also learning together about their problems and the possible solutions you have to offer. This book will revolutionise your business as it is mine as you begin to put what you learn into practice.

  • By Mrs M A Perry on 19 June 2017

    Absolutely amazing book. Take it's lessons to heart and watch your business soar. The true heart of selling. Highly recommended.

  • By Claire Dowdall on 3 July 2017

    An absolutely brilliant read and it was a pleasure to do a live review of Ian's book to the Magic Mentor coaching group with Phil M Jones.Here are my notes with my top 10 take aways:1. It is just over 200 pages so not a long book, especially when it is broken down into 9 chapters plus the chapter summaries. You could read it in one go but the chapter summaries are an excellent reminder and make it easy to find where key concepts are, so you can dip in and out after the first read through.2. The main concept of the book is the idea that in any sales situation it shouldn’t be a case of ‘Us vs Them’, but on meeting prospects or customers where they are now, gaining a real understanding of their needs and developing a solution together that you’re both happy with.3. One of the early examples was excellent at illustrating the main concept via a real situation that Ian was involved with. On page 21 - “It’s about their problem, not your solution”. This pulls out several of the key concepts you see throughout the book, including doing research, developing trust and being open and honest about what is and isn't possible and not just aiming to close the deal. There are several examples throughout the book, which do vary a little by industry, but mainly in a more corporate environment (the background of the authors) so it serves the reader to really think how it relates to their business/products/customers as you go - and this is easy to do with the clear way the book is written.4. ‘Buyer’s Perspective’ - These boxed out paragraphs dotted through the book encourage the reader to think from the viewpoint of the buyer throughout the book. It’s an excellent reminder of the importance of focusing more on what the buyer may be thinking and less on your own desired result.5. The book doesn’t just contain examples, but narratives of conversations so that the reader can really put themselves into the scenario. It is also helpful when the reader wants to apply the concepts but is wondering what to actually say in certain situations.6. There are 2 very key acronyms that really remind the reader of what Same Side Selling is, versus what it certainly isn’t. ABC - Always Be Closing - illustrates the opposite, where the outcome for the salesperson is the priority, not getting a result for the customer. FIT - or Finding Impact Together - is a reminder of the focus on working together to achieve a result, being open and honest and reaching a result that benefits all.7. ‘Put Same Side Selling to work’ - At the end of every chapter, the reader is given practical tasks to enable them to apply the theory to their own business or role. This is not just an interesting book, but is also a workbook that encourages real world application. You could have a specific notebook to make notes, but there is also plenty of white space at the end of each chapter for scribbling ideas.8. The book is written by and from the perspective of 2 authors who have worked on ‘both sides’ - Ian from the sales perspective and Jack from the procurement/buyer perspective. This makes it a very balanced book based on their experiences of sales processes as a buyer and a seller.9. Favourite part - For me personally, this is between the action points at the end of each chapter, or the chapter summaries at the end. Both make this book easy to pick up and refer to and also to actually turn theory into practice and apply it to live situations.10. What next? Check out Ian's other books on Amazon and his podcast - 'Grow My Revenue - Business Cast’

  • By Mrs on 10 July 2017

    This reinforced my belief that you can build a business which is genuinely about finding the right solution for someone, even if it means no sale for you. It also gives the right balance between buying and selling, and I love the way it is seen from both perspectives. A must read if you are in business of any sort

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