User:Salescallexpert/Collaborative sales

Selling has earned itself a bad reputation and is often recognised by consumers as a type bullying and sellers as a profession that focusses heavily on handling rejection.

As consumers become ever more sophisticated, sellers need to develop their skills accordingly and collaborative selling is a technique that is founded in a common desire for a win win outcome.

In the past, consultative selling has suceeded by its emphasis on asking questions of the potential customer to confirm willingness to buy. In this respect, we have moved away from the bullying tactics of the past but the seller is still left with a great deal of rejection to handle because the potential customers who are willing to answer these confirmation questions are usually those who were ready to buy in the first place and these typically amount to approximately only 10% of any target market.

Collaborative selling is a method of increasing the percentage of potential customers who can actually enjoy the buying process while decreasing the number of times a seller is rejected.

By identifying the emotional connection that a potential customer has with a product and/or service we introduce the concept of enjoyable, sustainable and manageable sales where the potential customer does not feel bullied and the seller rarely faces rejection.

The key to identifying the emotional connection a potential customer has with a product and/or service is the Transderivational search emphasised by Richard Bandler and John Grinder of NLP fame.

If the seller adpopts an Audience Specific Language when speaking to the potential buyer there is approximately a 30% chance that they will explain how they feel with regard to the product and/or service being sold.

This feeling or emotional connection with a product and/or service is a strong and enjoyable reason for buying and the seller can continue to offer this gift to other potential customers in a style known as collaborative selling.

Simon Bell 09:46, 24 March 2010 (UTC)