Core 10: What If You Are NOT in Sales?

By ian | October 28, 2020

You might be part of the Same Side Selling Academy, and not even see yourself as having any role at all in selling. If that’s the case, you’re in the right place. Same Side Selling is often embraced by those who are not in sales at all. This lesson helps explain why Same Side Selling matters, even…

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Core 9: Client Success Roadmap

By denise | December 14, 2019

It makes sense to help our clients understand how best to buy our products and services. But how do we encourage prospects to follow a process that gives the best outcomes for us, without losing focus on the results we know they want to achieve? The Client Success Roadmap is a key tool to understand…

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Core 8: Concise Business Case

By denise | December 14, 2019

In this lesson we look at what to do once you’ve had the meeting, added all of your notes to the Same Side Quadrants and how we use them to show clients how we really understand them. The Concise Business Case (CBC) provides a valuable summary of the next steps. Here is how to use…

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Core 7: Overcoming Commoditization

By denise | December 14, 2019

You know that you have a unique product and a unique service, but what happens when a potential client can’t see that? Here we look at the Client Vision Pyramid to ensure they see how we are different, and avoid the commodity trap.  In this lesson you will discover The structure of the Client Vision…

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Core 6: Rise Above The Competition

By denise | December 14, 2019

Chances are your client is either already working with a competitor, or is evaluating you against other vendors. So we have to get really good at asking questions to learn more about who the competition is and how we can stand out against them, without losing focus on your relationship with the client. In this lesson, you…

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Core 5: Qualifying Opportunities: Same Side Quadrants

By denise | December 14, 2019

In a previous lesson, we looked at how clients make decisions and introduced the concept of the Same Side Quadrants as a more modern approach. Here we go deeper into each of the four Quadrants and how to apply them effectively, plus examples to help cement your understanding as you conduct client meetings. In this…

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Core 4: Selling Value vs. Price

By denise | December 14, 2019

If you want to speed up your clients’ decision making, you need to identify the real finish line. In this lesson, it’s time to focus on the results that the client wants over the speed of the decision that we would like. Here is a way that you can really stand out against competitors for…

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Core 3: Understanding How Clients Make Decisions

By denise | December 14, 2019

When seeking to understand how to qualify opportunities, you need an approach that is more aligned with how your clients and customers actually make their decisions. Here you will be introduced to the Same Side Quadrants to make qualifying business opportunities easier and more effective.  In this lesson you will discover: The 3 most commonly…

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Core 2: Same Side Pitch: Earn Attention and Attract Ideal Clients

By denise | December 14, 2019

Here we look at how to attract a prospect’s attention early on in the sales process using the Same Side Pitch. Learn how listening to the frustrations of clients about the important problems that we can solve can have a powerful impact on gaining attention. In This Lesson You Will Discover: How the Elevator Rant…

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Core 1: What is Same Side Selling?

By YokoCo | October 9, 2019

Learn how Same Side Selling is different to the traditional systems of sales and marketing. We assume it’s about convincing our prospect, but let’s look at how we can show up as someone to solve a problem, not sell something. In this lesson you will discover: How to lead a conversation by looking at the…

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