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 mind-set 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 who implement the Same Side Selling approach will be seen as valuable resources, not predatory peddlers.
A different type of book on selling
What makes Same Side Selling different from any other book on this topic is that it is coauthored 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 mind-set. 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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Best businessbook of the year!
If Your Buyers Are Focused On Price, Grab The Book
I loved the idea of "Focus On Fit" - it gives you a lot of confidence to focus on whether your solution is a fit for this buyer and whether you can add value. That gives you and the prospect a clear question: is this solution a fit or not? And even if you're not a fit, you're likely gaining a fan who will refer you. I love the counterintuitive idea that when I step back and acknowledge that the prospect is better off with a different solution, it actually helps me sell more.
My favorite part is the concept of the "Adversarial Trap" - it's so common for us to sell from a competitive point of view. The authors do a great job of getting all parties on the same mission to solve a problem.
My favorite section is where they give some example responses from buyers and then characterize them as "Adversarial Responses" or "Same Side Responses." It's a really practical way to rethink the typical responses from my prospects.
- Lisa Cummings