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.
