Jul 01 2009
When Buyer and Seller Act as Partners, They Are Building a Bridge to Profitability
Successful selling is definitely not about the “hit and run” sale.
Top sales achievers regard their relationships with key customers as a partnership and cultivate it as such.
When customers face tough business challenges and complex technological choice, they rely on sales people who can assist them in making the right decisions.
The primary objective of a sales partnership has to be, to create and sustain a mutually productive relationship, which serves the needs of both parties, now and in the future.
The key word here is symbiotic.
Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully.
So Why Do We Need A Fresh Approach To Selling?
Most organisations have developed without objective analysis of their purpose and structure.
The buying power in many industries is no longer evenly distributed – in a large number of markets a few big firms control the majority of purchases.
The development of new marketing techniques and the arrival of Sales 2.0, has meant that many tasks traditionally performed by the sales team, can be more effectively handled by other methods.
The prime objective of all sales staff is to gain business. From an organisational point of view, however, how they all achieve their goals must be defined in order to identify what kind and the quality of skills that are required.
Successful selling today is all about “bridge building”
Today’s News:
Message just in from Mr Sales 2.0, Nigel Edelshain.
Dear Jonathan,
I’ve got some new resources for you to check out:
1. I just launched a Free 26-week e-course Don’t Cold Call. Social Call. It’s a deeper dive than my ebook into the “how to’s” of prospecting the Sales 2.0 way. Check it out here
2. There’s a recording of my webinar from this month by the same name here
3. I also participated in a webinar with Gerhard Gschwandtner, Prospecting 2.0: The Cold Call is Dead, Part 2. You can check out the recording of that one here.
4. Meanwhile if you haven’t noticed we launched a completely new website. The same 350 hand-picked articles are on there but now there are also videos.
Nigel Sales 2.0
