Resources

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Same Side Selling book

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?

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Same Side Quadrant Journal

Same Side Quadrant journal

Are you going on business dates or doing business?

Too many people think the purpose of a meeting is to make or at least advance the sale. In reality, your goal is to determine if there’s a fit!

The Same Side Selling Quadrant Journal helps you maintain focus on gathering the right pieces of information during a business meeting to determine if an opportunity is real or not real.

Podcast

Same Side Selling Success Stories

July 27, 2022

Welcome to the 300th episode! I am thrilled on this episode to share with you some of the many success stories from the Same Side Selling Academy. I am not sharing with you the wins we have on our end but the wins our client’s have had throughout their time learning and implementing the Same…

How to Follow Up When A Deal Is Delayed

July 20, 2022

Have you ever forecasted a deal to happen and the clients seem excited to work with you and all the sudden they stop returning your calls or emails? Or maybe they do respond but they let you know they have to push the deal out 1,2 or 3 months? You were certain this deal was…

3 Elements for High Performing Sales Training

July 13, 2022

There is a difference between the top sales performers and the people in the middle, effective training. There are three main components to a high performing sales training program and in this episode I share with you exactly how you can replicate that for your own business.    We are honored that the Same Side…

Pipeline Traps

July 6, 2022

You gather all this information from meetings for your pipeline reports, but do you keep falling into the trap of the client choosing another vendor, pricing difficulties or they ghost you? If so, you may be falling into these common pipeline traps that don’t actually ask or measure the necessary information to move the needle. …

How to Approach the VP of Business Prevention

June 29, 2022

Have you encountered the VP of Business Prevention, the person who always finds a way to kill a deal? Instead of complaining about this person, you need to alter your approach to selling your product or service. You want to focus on discovering what key factors are important to this key decision maker and how…

How To Build The Best Customer Experience with David Avrin

June 23, 2022

The customer experience has changed over the past few years. The expectations for access, immediacy, flexibility and convenience as customers have shifted and we must learn how to differentiate ourselves from competitors.  In this week’s episode, Ian is joined by David Avrin. David is one of the most in-demand Customer Experience speakers and consultants in…