Same Side Selling Book by Jack Quarles - Bookswagon
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Same Side Selling

Same Side Selling


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About the Book

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.


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


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Product Details
  • ISBN-13: 9781940858890
  • Publisher: Ideapress Publishing
  • Publisher Imprint: Ideapress Publishing
  • Height: 198 mm
  • No of Pages: 206
  • Spine Width: 20 mm
  • Weight: 412 gr
  • ISBN-10: 1940858895
  • Publisher Date: 01 May 2019
  • Binding: Hardback
  • Language: English
  • Returnable: Y
  • Sub Title: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers
  • Width: 137 mm


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