WHEN YOU COLLABORATE, EVERYONE WINS
While we’ve established that collaborative selling focuses on the buyer and their POWNs, WiifT does not mean that the seller and the seller’s company are unimportant. Instead, the winning solution or outcome benefits everyone involved.
In a traditional win-win situation, the goal is for two stakeholders—typically the buyer and the selling company—to win. With collaborative selling, the salesperson is also an important stakeholder.
I often hear sellers talk about feeling unimportant, caught between their company and their buyers. They express frustrations about being pushed to sell certain products, when they know a different solution will fit their buyer’s POWNs better. This puts the seller in an uncomfortable ...
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