- Häftad (Paperback / softback)
- Antal sidor
- 3rd ed.
- Ideapress Publishing - Ips
- Quarles, Jack
- Illustrations, black and white
- 216 x 140 x 12 mm
- Antal komponenter
- 422:B&W 5.5 x 8.5 in or 216 x 140 mm (Demy 8vo) Perfect Bound on White w/Matte Lam
- 265 g
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Same Side Selling
A Radical Approach to Break Through Sales Barriers
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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.
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Jack Quarles, Jack Quarles
Winner of the 2018 Independent Press Award Expensive Sentences won the top award in three categories of the North American Book Awards 2017: Business Finance - GOLD Business Leadership and Management - GOLD Business Entrepreneurship - GOLD Convers...
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Ian Altman is the Amazon #1 bestselling author of Upside Down Selling and CEO of Grow My Revenue, LLC. CEOs and executives call on Ian as a strategic advisor and dynamic speaker on sales and business development. Ian helps companies become outrageously successful targeting and winning business. It is not uncommon for his clients to double their growth within a year. Ian has a degree in Quantitative Economics and Decision Sciences from the University of California, San Diego. Contact him at Ian@IanAltman.com or LinkedIn. Twitter: @IanAltman Jack Quarles is the founder of Buying Excellence and the author of the Amazon #1 Bestseller How Smart Companies Save Money. He has saved companies tens of millions of dollars over fifteen years in the field of expense management, working in roles as consultant, procurement director, strategic coach, company founder and auditor. He often advises on RFP facilitation, vendor selection, and outsourcing decisions. Jack received degrees from Yale University and Northwestern s Kellogg School of Business. Connect with Jack through LinkedIn or contact him at Jack@BuyingExcellence.com. Twitter: @QuarlesJack