Collaborative selling is a cooperation between a customer and a company based on a partnership relationship. It involves joining forces to identify a need and assess the benefits of a sales solution. The next stage is a decision-making process conducted in a side-by-side model instead of head-on.
When is it worth moving from consultative to collaborative sales?
1) Both parties have built a business relationship based on trust.
2) The organisations need each other to succeed.
3) There is a potential risk in one company but threatening the welfare of both companies.