WHY COLLABORATIVE SELLING WORKS
Buyers and sellers often approach a sales situation as if they are on opposing sides of the table—or opposite sides of a negotiation. That’s what you saw in the first scenario.
Collaborative selling is about being on the same side, working side-by-side with your buyer to achieve something you both want. They want a solution; you want a sale. That’s what you saw in the second scenario.
How then do you achieve what you both want? By focusing on the buyer.
When you focus on helping your buyer solve a problem, capture an opportunity, or get what they want or need, you give them greater value, build a trusting relationship, earn their loyalty, and end up with more sales. That’s a situation where you both achieve what ...
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