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

Avoid The Trap of Talking About Your Products or Services

August 24, 2022

Have you explained your products or services after a client asks without first asking about their situation? If so, you have probably fallen into a common sales trap. Without finding out the potential client’s problem, their urgency or how you can solve it, you are setting yourself up for the dreaded silent follow up. In…

Stop Ruining LinkedIn By Doing This

August 17, 2022

Are you doing your research before reaching out to potential connections on LinkedIn or are you making the common mistake of sending mass messages? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before…

The Hidden Trap of Slam Dunk Sales Opportunities

August 10, 2022

Have you ever had a potential client come to you and say, “we spoke before about what your company does, we are ready to buy, just send us a quote and we will get right back to you because we are excited to start”? Afterward, you hang up the phone pumped thinking you just scored…

Biggest Mistake in Sales Training

August 4, 2022

If you invest in a program and don’t see results, you are hurting your sales organization because they begin to think that the trainings are a waste of time. When you invest in a program, there are key factors you want to consider beforehand. In this week’s episode, I dive into how you can understand…

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…