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Same Side Selling
- How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers
- Narrated by: Ian Altman, Jack Quarles
- Length: 5 hrs and 19 mins
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Publisher's summary
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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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
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Bargaining for Advantage
- Negotiation Strategies for Reasonable People: 2nd Edition
- By: G. Richard Shell
- Narrated by: Sean Pratt
- Length: 11 hrs and 10 mins
- Unabridged
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As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.
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Loaded with practical strategies, real scenarios
- By Tiasdolls on 10-10-17
By: G. Richard Shell
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The Language of Trust
- By: Michael Maslansky
- Narrated by: Michael Maslansky
- Length: 7 hrs and 26 mins
- Unabridged
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Still struggling through the financial crisis that began in 2008, consumers aren't buying traditional sales approaches anymore. So how do salespeople, corporate communicators, managers, and marketers sell their ideas, products, and services to a generation of customers who are more skeptical and less influenced by conventional marketing than ever before?
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Are you communicating or just talking?
- By Shawn on 11-08-10
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Scale
- Seven Proven Principles to Grow Your Business and Get Your Life Back
- By: Jeff Hoffman, David Finkel
- Narrated by: David Finkel
- Length: 7 hrs and 14 mins
- Unabridged
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Business owners want growth but fear it will take over their lives. Surprisingly, the only way to truly grow your company is to reduce its reliance on you - to scale. Jeff Hoffman and David Finkel offer a blueprint to rapidly grow your business while also gaining more freedom. Based on their own experiences starting, scaling, and effectively exiting from multiple successful companies, they provide seven clear principles that will help you determine the best strategy for growth in your company.
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All stuff no fluff
- By Jonathan Bonanno on 05-25-21
By: Jeff Hoffman, and others
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Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- By: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrated by: Brian Holsopple
- Length: 5 hrs and 17 mins
- Unabridged
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In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
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Sales leadership 101
- By Sole Trades on 08-29-20
By: James M. Kouzes, and others
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- By: Roger Connors, Tom Smith
- Narrated by: Lloyd James
- Length: 9 hrs and 53 mins
- Unabridged
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
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High Trust Selling
- Make More Money in Less Time with Less Stress
- By: Todd Duncan
- Narrated by: Todd Duncan
- Length: 3 hrs and 57 mins
- Unabridged
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A Wall Street Journal best seller! There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.
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The Core Foundation For Sales Success
- By Joe on 01-28-05
By: Todd Duncan
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The Pocket Small Business Owner’s Guide to Negotiating
- By: Richard Weisgrau
- Narrated by: Brian Troxell
- Length: 4 hrs and 32 mins
- Unabridged
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Not confident with your negotiating skills? This book will cure you! A must-have for any small business owner, The Pocket Small Business Owner’s Guide to Negotiating is full of helpful tips and strategies for getting what you want without alienating your clients and suppliers. You will learn to analyze your wants, needs, advantages, and disadvantages going in, maintain your resolve, and see the negotiation through to a successful end. Topics include position bargaining, contracts, purchases, conflict resolution, and more.
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Great book
- By Rashay Austin on 12-18-22
By: Richard Weisgrau
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
- Unabridged
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
- By Joe on 07-20-17
By: Jeb Blount
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Power Listening
- Mastering the Most Critical Business Skill of All
- By: Bernard T Ferrari
- Narrated by: Sean Pratt
- Length: 5 hrs and 36 mins
- Unabridged
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Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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Better listening made easy
- By Alejandro A. on 09-07-12
What listeners say about Same Side Selling
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Mäntylä
- 06-30-15
Best businessbook of the year!
I read & listen lot of businessbooks and Same Side Selling is now in my Top 3 all-time. I liked a lot authors clear overall strategy abou sellers and buyers in the same side not competing.
Book gives also tactics to put strategies in practice and I have allready started to use those.
Extrapoints for authors about the narration style. It worked very well when both authors talking in a conversational way. I liked this choice a lot.
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2 people found this helpful
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- Nathan
- 10-19-23
This is a book to read again on having genuine sales
This book is very helpful in helping to practically think through how to almost treat every seller like a friend and build community as a seller.
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- Justus van der Merwe
- 02-10-16
Brilliant for Helpers in Sales!
At long last a book on sales that I can relate to!
I'm an Educator and Helper by nature, but my work requires active involvement in selling. The authors do an excellent job describing how to avoid and counter the 'adversarial' traps inherent in most sales processes.
If you're a Helper by heart (counselor, teacher, consultant) and struggle with stepping into a sales role because of its perceived competitive and manipulative nature, this book can definitely help reframe the Salesman role to one of Helper.
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- Lisa Cummings
- 08-18-15
If Your Buyers Are Focused On Price, Grab The Book
Where does Same Side Selling rank among all the audiobooks you’ve listened to so far?
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.
What did you like best about this story?
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.
Which scene was your favorite?
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.
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1 person found this helpful
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- John S.
- 09-02-15
Great refresher and helpful reinforcement
Would you recommend this audiobook to a friend? If so, why?
This is a great refresher for anyone in sales. If you are an avid reader of sales books, this will not shock you, nor give you the key to success. It will build and help reinforce what you know and give you some helpful tactics on keeping the sale true to the customer. Overall a very good read and a very good tool to keep you sharp.
Any additional comments?
Great read for anyone wanting to improve their skills in sales and transactional relationships.
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- Chad
- 02-01-16
Fantastic book!
I've been in sales for decades, and this book provides actionable insights that any sales professional can use immediately. I love the approach shared, and
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1 person found this helpful
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- Rob Rivera
- 07-25-15
Just like having a private consultation with the authors
This was one of the best audio books I've heard. Great tips and strategies to use on your product or service. I thought it was great that both authors did the entire thing. It really was like sitting in a room with them doing a consultation for you. Highly recommended
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- D. Romance
- 05-24-16
Same Side Selling has Revolutionized my Selling
What made the experience of listening to Same Side Selling the most enjoyable?
Listening to Same Side Selling was so enjoyable because I started to use the material the same day that I was listening to it. I actually started to achieve results within the first week.
Who was your favorite character and why?
Without a doubt Ian was my favorite character. He sounds like such an easy going guy and his knowledge of certain selling situations have provided a great new model for me. It would be great to actually meet Ian some day.
Which character – as performed by Ian Altman and Jack Quarles – was your favorite?
The Buyer and the Seller were equally intriguing to me. The perspective of each allows the listener to really know what's going on with each situation that is discussed.
Was this a book you wanted to listen to all in one sitting?
Of course, time permitting.
Any additional comments?
I listened to the book several times now. Then I ordered the hard copy to read. Listening to the book everyday in the morning while exercising and also back and forth to work gave me at least 90 minutes a day to absorb all the new teachings. As I speak with Prospects, the questions that I ask have become a comfortable part of my conversations. These new conversations allow me to be much more effective in finding impact together with potential buyers. If you are in sales and your sales have fallen off a bit then you need to do something different. Buyers really won't change...you need to change. Immerse yourself in Same Side selling and you will supercharge your sales. You will be happy and so will your boss; I mean your spouse.
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- Jeff
- 02-24-16
Ian is the best. Highly recommend this one
a sales genius for sure. if you haven't read, then read and read again. You will not be disappointed.
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