Collaborative Selling: Where Every Conversation Matters and Everyone Wins

“I’m convinced that the world changes, conversation by conversation.”

—DANIEL PINK, author

Imagine this scenario. You’re in a conversation, sitting across from another party—maybe one person, a couple, or a business team—with a wide desk or kitchen table between you. The surface between you is covered with documents, a computer, a telephone, and stacks of paperwork. Your prospective buyer is avoiding direct eye contact, afraid that you’re there to sell them something or tell them something they have to do.

Now imagine a different scenario. You enter a conference room, office, or living room and your buyer smiles at you and greets you with a warm handshake. They invite you to sit next to them to share ideas and information. They are open when responding to your questions and engage with you collaboratively to discuss how you and your solution might help them, or provide something they want or need.

In which scenario do you have a better chance of succeeding? The second one, of course!

How do you make that happen? How do you create such a setting? You approach each sale using the collaborative selling approach you’ll learn in this book.