Lisa Cummings

Super short book, yet packed with great ideas

Revisado: 08-01-18

I loved all of the creative angles for song fodder. The blank page will never look intimidating again.

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If Your Buyers Are Focused On Price, Grab The Book

Revisado: 08-18-15

Where does Same Side Selling rank among all the audiobooks you’ve listened to so far?

I loved the idea of "Focus On Fit" - it gives you a lot of confidence to focus on whether your solution is a fit for this buyer and whether you can add value. That gives you and the prospect a clear question: is this solution a fit or not? And even if you're not a fit, you're likely gaining a fan who will refer you. I love the counterintuitive idea that when I step back and acknowledge that the prospect is better off with a different solution, it actually helps me sell more.

What did you like best about this story?

My favorite part is the concept of the "Adversarial Trap" - it's so common for us to sell from a competitive point of view. The authors do a great job of getting all parties on the same mission to solve a problem.

Which scene was your favorite?

My favorite section is where they give some example responses from buyers and then characterize them as "Adversarial Responses" or "Same Side Responses." It's a really practical way to rethink the typical responses from my prospects.

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