Same Side Selling (häftad)
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Format
Häftad (Paperback / softback)
Språk
Engelska
Antal sidor
206
Utgivningsdatum
2019-05-16
Upplaga
2
Förlag
Ideapress Publishing
Dimensioner
193 x 127 x 15 mm
Vikt
249 g
Antal komponenter
1
ISBN
9781940858869
Same Side Selling (häftad)

Same Side Selling

How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers

Häftad Engelska, 2019-05-16
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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.
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  • Expensive Sentences

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    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 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