IS COLLABORATIVE SELLING WORTH THE EFFORT?

There are potential challenges with any approach to selling, and collaborative selling is no different. My belief is that as you read through the tips and strategies outlined in the remaining chapters, you’ll decide that it’s in your best interest to adopt and adapt these collaborative and WiifT-focused strategies. And, as a client recently reminded me, they are also in the best interest of the buyer.

These strategies may seem like extra work at first, and I won’t say that collaborative selling is easier. What I have found, though, is that it’s a matter of transferring energies and actions, rather than adding more; it’s a matter of getting comfortable with the new techniques—and adapting them to make them your own.

If you believe that deep buyer relationships are important—relationships that lead to repeat business, referrals, and loyal customers—then you will find that the effort of collaborating is well worth it.