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

by Ian Altman, Jack Quarles

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.

Genres: Business, Buisness, Nonfiction

224 pages, Hardcover

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.