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 mind-set 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 who implement the Same Side Selling approach will be seen as valuable resources, not predatory peddlers.
A different type of book on selling
What makes Same Side Selling different from any other book on this topic is that it is coauthored 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 mind-set. 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.
©2004 Ian Altman and Jack Quarles (P)2015 Ian Altman and Jack Quarles
I read & listen lot of businessbooks and Same Side Selling is now in my Top 3 all-time. I liked a lot authors clear overall strategy abou sellers and buyers in the same side not competing.
Book gives also tactics to put strategies in practice and I have allready started to use those.
Extrapoints for authors about the narration style. It worked very well when both authors talking in a conversational way. I liked this choice a lot.
I loved the idea of "Focus On Fit" - it gives you a lot of confidence to focus on whether your solution is a fit for this buyer and whether you can add value. That gives you and the prospect a clear question: is this solution a fit or not? And even if you're not a fit, you're likely gaining a fan who will refer you. I love the counterintuitive idea that when I step back and acknowledge that the prospect is better off with a different solution, it actually helps me sell more.
My favorite part is the concept of the "Adversarial Trap" - it's so common for us to sell from a competitive point of view. The authors do a great job of getting all parties on the same mission to solve a problem.
My favorite section is where they give some example responses from buyers and then characterize them as "Adversarial Responses" or "Same Side Responses." It's a really practical way to rethink the typical responses from my prospects.
This was one of the best audio books I've heard. Great tips and strategies to use on your product or service. I thought it was great that both authors did the entire thing. It really was like sitting in a room with them doing a consultation for you. Highly recommended
Listening to Same Side Selling was so enjoyable because I started to use the material the same day that I was listening to it. I actually started to achieve results within the first week.
Without a doubt Ian was my favorite character. He sounds like such an easy going guy and his knowledge of certain selling situations have provided a great new model for me. It would be great to actually meet Ian some day.
The Buyer and the Seller were equally intriguing to me. The perspective of each allows the listener to really know what's going on with each situation that is discussed.
Of course, time permitting.
I listened to the book several times now. Then I ordered the hard copy to read. Listening to the book everyday in the morning while exercising and also back and forth to work gave me at least 90 minutes a day to absorb all the new teachings. As I speak with Prospects, the questions that I ask have become a comfortable part of my conversations. These new conversations allow me to be much more effective in finding impact together with potential buyers. If you are in sales and your sales have fallen off a bit then you need to do something different. Buyers really won't change...you need to change. Immerse yourself in Same Side selling and you will supercharge your sales. You will be happy and so will your boss; I mean your spouse.
At long last a book on sales that I can relate to!
I'm an Educator and Helper by nature, but my work requires active involvement in selling. The authors do an excellent job describing how to avoid and counter the 'adversarial' traps inherent in most sales processes.
If you're a Helper by heart (counselor, teacher, consultant) and struggle with stepping into a sales role because of its perceived competitive and manipulative nature, this book can definitely help reframe the Salesman role to one of Helper.
This is a great refresher for anyone in sales. If you are an avid reader of sales books, this will not shock you, nor give you the key to success. It will build and help reinforce what you know and give you some helpful tactics on keeping the sale true to the customer. Overall a very good read and a very good tool to keep you sharp.
Great read for anyone wanting to improve their skills in sales and transactional relationships.
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