QUICK TIPS FOR COLLABORATIVE SELLING
• To keep your focus on the buyer throughout the selling process, remember the acronym—WiifT—which stands for “What’s in it for Them?” Them is your buyer, spelled with a capital T because the focus is on Them.
• Keep a WiifT focus for each part of your selling process. This includes making their problems, opportunities, wants, and needs—POWNs, the items you work with your buyer to address or achieve—the focus of your conversations and the reason for your solution.
• Strive for a collaborative approach in your sales conversation by involving your buyer in connecting the solution to their POWNs; this will increase the probability of the triple win—Win3—for the stakeholders, which includes you, your buyer, and ...
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