At this point you may be thinking, “Those are great examples, except what about this situation—or that? What about the scenarios I find myself in? Does the collaborative selling approach always work?”

I’d like to respond with an absolute yes, but that would be naive, and I can’t deny that there are some predicable situations where collaborative selling can be a particular challenge. What follows are some of the most common challenges you may encounter.

The Order-Dictating Buyer Challenge

While your intentions and approach may have evolved from “old school” selling, some buyers haven’t made the switch yet. Some are conditioned, or trained, to expect you to simply take their order or dictate ...

Get Conversations That Sell now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.