Developing your collaborative sales process

  • Carefully target your customers
  • Collaborative selling takes a lot of effort and time, so invest the time before hand to properly qualify your future customers.
  • Make contact with your future customers, in a professional and cost effective way.
  • Use various methods to connect with them, so that you can already create a perception of high-perceived value:
  • The most effective is always via some kind of networking opportunity. Create your own events for maximum impact
  • Use a combination of telephone, letter, social media and other means of personal contact, to connect with your future customers.
  • On making contact, with your future customer, set the tone for cooperation, solution seeking and long-term relationship building.
  • Invest the time to really explore innovative mutually beneficial solutions.
  • Conduct meaningful research to really dig deep and uncover ways to integrate into your future customers businesses.
  • Meet with future customers regularly to deliver insights and uncover needs.
  • Explore and uncover as much information as possible to support you to become an expert on your future customers business.
  • Consistently show your commitment to be of service
  • Ensure that as you uncover innovative way to collaborate and form a meaningful partnership and that all discussion around your product is customer centric.
  • Allow your future customers to play an active role in the identification of and acceptance of all solutions. It is crucial that you ensure that a spirit of “Lets go do it” prevails at all times.
  • Ensure that you communicate effectively throughout the process.
  • As you move from one phase of the collaborative sales process to the next, ensure that there is complete understanding and buy-in from your future customer, before moving on to the next phase.
  • The cornerstone of collaborative selling or partnership selling is one of ongoing support.
  • Collaborative selling is never about closing the sale. It is all about initiating a partnership, between two people, who will find mutual benefit in the relationship. This is the time that the sales person starts to over deliver on all the commitments they have made. 
  • Collaborative or partnership selling is one of the best ways you can use to differentiate yourself in the market. It is a philosophy and practice that is used by true sales professionals, who want to build long-term mutually beneficial relationships that stand the test of time.

This philosophy allows sales professionals to build a large, loyal customer base that supports them to generate sales into the future. This sales philosophy allows sales professional to build lifetime annuities, in the form of repeat sales.

Get to know people

Invest the time to get to know the people you are dealing with. Businesses do not buy products, people do. I am sure you have heard the old adage, which says “People don’t care how much you know, until they know how much you care” Learn to show real caring and approach every customer with an authentic intention to find innovative ways to “HELP” them.