Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers

Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers

by Ian Altman, Jack Quarles

Paperback(2nd ed.)

$17.95
View All Available Formats & Editions
Choose Expedited Shipping at checkout for delivery by Wednesday, August 11

Overview

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.



Related collections and offers

Product Details

ISBN-13: 9781940858869
Publisher: Ideapress Publishing
Publication date: 05/01/2019
Edition description: 2nd ed.
Pages: 206
Sales rank: 1,191,013
Product dimensions: 1.30(w) x 2.30(h) x 0.40(d)

About the Author

IAN ALTMAN is called on by businesses around the world as a keynote speaker on modernizing business growth with integrity. Ian started, grew, and sold his prior companies from startup to values beyond $1 billion. Ian has a degree in Quantitative Economics and Decision Science from the University of California San Diego. @IanAltman | www.IanAltman.com

JACK QUARLES is a consultant, speaker, and trainer on procurement and decision-making. His bestseller, Expensive Sentences, has received numerous national awards and international translations. Jack has saved companies tens of millions of dollars, Jack has degrees from Yale and Kellogg Business School.

@JackQuarlesJQ | www.JackQuarles.com

Table of Contents

Foreword xi

Introduction 1

A Better Way to Sell (and Buy) 1

How This Book Started 2

Getting on the Same Side 3

A Different Type of Book on Selling 4

Terminology 4

How the Book Is Organized 4

Chapter 1 Stop Playing Games 9

The Old Metaphor: Selling Is a Game 12

The New Metaphor: Selling Is a Puzzle 13

A Deeply Entrenched Mindset 14

A New Acronym, A New Focus 16

The Game-Based Mentality Has to Change 22

Put Same Side Selling to Work 22

Chapter 2 Be Unique 25

What You Sell Is Essential; What You Sell Is Useless 27

Start With What You Do and Whom You Serve 28

Stay Away from Problems You Don't Solve 37

When You Think You Are Not Unique 43

Put Same Side Selling to Work 47

Chapter 3 Narrow Your Market 49

The Cost of Pursuing Too Many Prospects 51

Qualify by Knowing Why 58

Get on the Fast Track to Why 58

Put Same Side Selling to Work 63

Chapter 4 Get to the Truth 65

The Need for a Good Diagnosis 68

Understanding the Buyers Urgency 71

Have the Right Conversation: Are You Going on Business Dates, Or Are You Doing Business? 75

Take Notes on the Same Side 76

Questions to Unlock the Truth in Each Quadrant 78

Their Readiness Is Your Concern 84

Put Same Side Selling to Work 88

Chapter 5 Be an Educator 91

Why We Don't Always Educate 94

Why You Must Be an Educator 96

Education Must Be Buyer-Focused, Not Product-Focused 98

Mastering the Third-Party Story 100

Educating Is Another Round of Qualifying 104

Putting Boundaries Around Education 108

Put Same Side Selling to Work 111

Chapter 6 Focus on the Fit 113

Never Lose Sight of the Buyer 116

Sell Results Instead of Resources 120

The Need for Clear Boundaries of Expertise 124

Put Same Side Selling to Work 130

Chapter 7 Don't Force the Fit 133

What It Looks Like to Force the Fit 135

The Hazards of Pushing the Sale 136

Why Restraint Is the Best Path 139

Is It Forcing the Fit or Just Good Selling 146

Referring from the Same Side 148

Put Same Side Selling to Work 153

Chapter 8 Sell Value, Not Price 155

See the Big Picture 158

Framing Total Cost and Total Value 161

Address the Total Cost and Assess the Buyer's Needs 162

Address Objections in Advance to Avoid the Eleventh-Hour Disaster 168

Put Same Side Selling to Work 172

Chapter 9 Deliver Impact 173

Stay Involved 176

Bringing Others to the Same Side 178

Responding to the Adversarial Trap 182

Finishing Strong 185

Put Same Side Selling to Work 190

Chapter 10 Recap and Learning Points 193

Chapter Summaries 195

A Message from Ian and Jack 202

What People are Saying About This

From the Publisher

“Within three years of adopting Same Side Selling, our sales grew from $17M to over $100M without adding a bunch of salespeople.”

—HOWARD ROGERS, CEO & President of BrightClaim

“Same Side Selling’s collaborative model is just what’s needed for selling to today’s savvy buyers.”

—JILL KONRATH, author of Selling to Big Companies

“Executives with P&L are much more likely to choose vendors that adopt the cooperative tactics explained clearly in Same Side Selling. This book benefits buyers and sellers alike.”

— DAVID CLEVENGER, Director Denali WNS

“Since we’ve incorporated Same Side Selling and placing a high focus on our clients’ results, our own results have skyrocketed.

Overall sales have increased 400% and we grew 80% this year alone.”

—SEAN FARRELL, CEO Quality Data Systems

Customer Reviews