Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers
Language: English
Published by Ideapress Publishing, 2019
- Signed
- Hardcover
- Used
Seller: Wonder Book, Frederick, MD, U.S.A.Wonder Book
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- Title
- Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers
- Author
- Altman, Ian, Quarles, Jack
- Publisher
- Ideapress Publishing
- Publication year
- 2019
- Condition
- As New
- Dust jacket
- Dust Jacket Included
- Signed
- Signed by Author(s)
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 1940858895
- ISBN 13
- 9781940858890
- Edition
- 2nd Edition
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.
"Synopsis" may belong to another edition of this title.
About the Author
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
"About the title" may belong to another edition of this title.
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With 3 stores less than 1 hour outside the DC/Metropolitan area (1 in Gaithersburg, 1 in Frederick and 1 in Hagerstown, MD), we have the largest selection of books in the tri-state area. Wonder Book and Video has been in business since 1980 and online since 1997. We have over 1 Million books for sale on our website and another 1 Million books for sale in our 3 locations. Items on Abe are not necessarily in stock at our retail locations. Please do not call the stores to place orders for Abe Books sales. We have a very active online inventory and as such, we can receive multiple orders for the same item. We fill those orders on a first come first serve basis, but will refund promptly any items that are out of stock. Since 1980 it has always been about the books. ALL kinds of books from 95 cent children's paperbacks to five figure rare and collectibles. A merging of the old and new is where we started, and it is where we are today. Our retail stores have always been places where a reader can rush in looking for a title needed for a term paper that is due the next day, or where bibliophiles can get lost "in the stacks" for as long as they wish. In 2002 USAToday recognized us as "1 of 10 Great Old Bookstores", and we have been featured in numerous other newspaper and TV stories including Washington Post and CSpan. Members ABAA, ILAB.…
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