Traditional Or Collaborative Salesperson?

Traditional Or Collaborative Salesperson?

Traditional commercial methods are being relegated to the annals of history. The new, more discerning customers of today have seen to that. They now wield greater bargaining power, demand more value for money and have become more knowledgeable and professional when it comes to decision-making. This is why we need a new type of approach for a new type of customer.

Are you practising traditional or collaborative sales techniques?

Find out here - take the test:
a b
1.
How do you see yourself?
a. I supply a product/service
b. I am a collaborating business partner

2.
How do you judge success?
a. Number of orders
b. Improved profit for the customer

3.
What cues you to action?
a. Competitive drive
b.Opportunities in changing markets

4.
Is your sales cycle tight but productive?
a. No
b. Yes

5.
Are your customers co-operative?
a. No
b. Yes

6.
Discussions with customers focus on:
a. Price negotiation
b. Long-term plans, ROI, growth & earnings

7.
Do you...
a. Present information
b. Facilitate discussion

8.
How do you view ‘making a sale’?
a. The successful completion of a customer interaction
b. The starting point for measuring outputs and follow-through on
customer growth and satisfaction

9.
Whom do you work with?
a. Buyers and purchasing managers
b. Upper level management and operations management

10.
Where is your focus in the sales process?
a. On what you sell
b. On who you are

11.
Where is your training and expertise?
a. Sales techniques
b. Broad-based business operations knowledge

12.
Which is your best meeting skill?
a. Questioning
b. Building consensus


http://www.topsalesworld.com/assessments/traditional_collaborative.php

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Result

You’re already consulting! In the tradition of all consultants, how can you take your current consulting success and make it even better by increasing your skills by selling consultatively?