Whether you are a seasoned sales professional, an established business owner, or just getting your start-up off the ground, you will benefit from learning how to forge and strengthen collaborative relationships with your customers.
In Collaborative Selling: Collaborate, the fifth module of the Collaborative Selling curriculum, you will learn how to partner with your customer to identify solutions.
The following topics are discussed:
- Creating Options
- Selecting Options
- Proposing Solutions
Upon completion of this module, you will be able to:
- Create and present your options to your customer.
- Facilitate an option selection meeting with your customer.
- Propose a solution to your customer (if required).
If you have you have done a good job of Exploring, then you have gathered more information than you can possibly analyze while you’re sitting in front of the customer. It’s now time to to begin processing the information you’ve gathered, formulating some possible solutions and preparing for your next meeting with the customer.
Before you leave the customer’s office, though, set an appointment for a telephone call prior to your next meeting, and an appointment for your next face to face meeting where the two of you will select the options that will best meet the customer’s needs. Note how we are not trying to close the sale in the first meeting. Because of the complexity of the marketplace and the products we sell/services we offer, we usually require multiple calls to present and agree upon the best solution.