Core 1: What is Same Side Selling?

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

Core 3: Understanding How Clients Make Decisions

Core 4: Selling Value vs. Price

Core 5: Qualifying Opportunities: Same Side Quadrants

Core 6: Rise Above The Competition

Core 7: Overcoming Commoditization

Core 8: Concise Business Case

Core 9: Client Success Roadmap

OC20-01 It’s Too Expensive – Pricing Pressure

What do you do when your client comes back and everything is great, but they say the price is too high? Here's how to alleviate pricing pressure and bring it back to results.

OC20-03 We Already Have An Existing Vendor | Client Vision Pyramid

What happens when they need the products and services, but they already have an existing vendor? Here is how the Client Vision Pyramid can help.

OC20-02 We Already Have An Existing Vendor | Competition Questions

What happens when they need the products and services, but they already have an existing vendor? Here are the key questions to ask about your competition.

OC20-04 Is Their Objection Really a Deal Killer?

What do you do when it seems that their objection can't be overcome? Here's how to use a technique called "The Fact" to find out if you can still work together.

OC20-05 They Went Silent – Ghosting

What happens when a prospect goes silent? Consider how you can follow up for their reasons, not yours.

Crisis Lesson 1: How to Evaluate Business During a Crisis

Crisis Lesson 2: How to Start the Conversation with Clients in a Potential Crisis

Crisis Lesson 3: How to Work Remotely With Your Clients

S3A Preview 1: What is Same Side Selling?

S3A Preview 2: Same Side Pitch: Earn Attention and Attract Ideal Clients

S3A Preview 3 Objection Clinic: It’s Too Expensive – Pricing Pressure

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