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

by Ian Altman, Jack Quarles

Two best-selling authors, one with expertise in selling and the other in buying, have come together to illustrate how to avoid adversarial traps that position buyers and sellers on opposite sides of the table. Daniel Pink who wrote Drive and To Sell is Human says "Altman and Quarles deliver a whole new world of selling, and they're really onto something." Big buyers have said "We are exponentially more likely to buy from companies that adopt the collaborative tactics explained clearly in Same Side Selling..." With Same Side Selling, you follow an integrity-based approach to work together with the buyer to solve a puzzle instead of playing an adversarial game. If you are ready to avoid wasting time with old approaches that just don't work, then join us on the Same Side."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 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

Genres: Business, Buisness, Nonfiction

182 pages, Kindle Edition

First published March 30, 2014

Reviews

[Jason · Rating 5 out of 5]

As a non salesperson, this was refreshing to read. There actually exists a moral way to sell products. Sometimes I find myself in pseudo sales roles and previously I lacked a framework by which operate. Now I have one. It's a fast read, no fluff, and something I will refer back to. Definitely recommend to those who are not already battle scarred salespeople.

[Natalie · Rating 4 out of 5]

Worth the read for any sales professional. The style is quick and casual, and I found myself bookmarking many ideas and phrases for future use.

[Brent M · Rating 4 out of 5]

Great concepts that any sales professional should embrace. Work to solve a problem not to just make a sale. Then follow through that the impact you and the burr found are producing the desired results. Makes one very referrals.

[Mike Moore · Rating 2 out of 5]

It's alarming that the authors believe that this is radical or new. Not treating selling and procuring as a contest of wills is good advice, but just as some topics can be comprehensively addressed in a single article this probably doesn't need more than a paragraph.

[Alejandro Perez · Rating 5 out of 5]

A completely different yet rational and insightful way to sell focusing on value.

[Tony Gruenke · Rating 5 out of 5]

Great book for anyone in sales or business. The book has many good examples of what separates strong sales performers.

[Christos Kaidis · Rating 5 out of 5]

Honesty, integrity and sales at the same time? Yes, it mind sound like common sense but it’s also so rare. Refreshing read!

[Sander Van Der Maas · Rating 4 out of 5]

Great and refreshing read.

[antonio · Rating 4 out of 5]

Solid casual book that stresses the importance of looking at a sale as a cooperative problem solving exercise. Could be a great book to give to someone who's never read anything about sales and wants to grasp the fundamentals.

[Jim Knight · Rating 2 out of 5]

Meh. A few nuggets and some pretty smart thinking about selling with ethical considerations but overall I have to admit I was bored. Giving it 2 stars because of those nuggets.