The era of collaborative selling
Posted: Wed Dec 11, 2024 9:21 am
Once we have overcome the era of consultative selling, which was very fashionable until the late 80s and in which the focus was on understanding the needs and reasons that the client had for buying , we are undoubtedly facing the era of collaborative selling , with a mentality among all the parties involved of collaboration and support, within the framework of win-win and far from the classic competitiveness.
A new reality in sales: collaborative sales
Our companies operate in markets of perfect competition where supply exceeds demand . Among the many consequences of this new reality, one of them is undoubtedly the difficulty of predicting the behavior of our customers , as well as the markets in which they operate. Today, technology has facilitated the emergence of new competitors, causing, among other things, the consumer to be much more selective and demanding.
Today's consumers tend to overseas chinese in worldwide phone number data demand more in aspects related to the quality and security of the purchase , but they also demand clarity in information, home deliveries , multiple forms of payment, different communication channels, 24×7 schedules, kindness in treatment, etc. And all this in the shortest possible time .
The power of consumer influence
Today's consumer has a great power to influence other consumers. Not in vain, social networks act as a great loudspeaker for their perceptions and opinions. In fact, according to the study " Global trust in advertising ", carried out by Nielsen, up to two thirds of consumers trust the opinions of other consumers much more than salespeople or even advertising messages broadcast by companies.
But that's not all, the distinction between product and service is no longer so clear , and companies are forced to build a value proposition based on the "product + service" binomial. For all these reasons, we live in times of unpredictable changes that require collaboration from all those involved. The relationship between the client and the supplier has to be based on trust and maximum transparency.
The supplier needs to know the critical points of the client's business , which will allow them to work together to improve the value proposition and, consequently, their competitiveness . For their part, the client needs to engage with their supplier. This will help them to be more effective and efficient in the product or service they offer.
A new reality in sales: collaborative sales
Our companies operate in markets of perfect competition where supply exceeds demand . Among the many consequences of this new reality, one of them is undoubtedly the difficulty of predicting the behavior of our customers , as well as the markets in which they operate. Today, technology has facilitated the emergence of new competitors, causing, among other things, the consumer to be much more selective and demanding.
Today's consumers tend to overseas chinese in worldwide phone number data demand more in aspects related to the quality and security of the purchase , but they also demand clarity in information, home deliveries , multiple forms of payment, different communication channels, 24×7 schedules, kindness in treatment, etc. And all this in the shortest possible time .
The power of consumer influence
Today's consumer has a great power to influence other consumers. Not in vain, social networks act as a great loudspeaker for their perceptions and opinions. In fact, according to the study " Global trust in advertising ", carried out by Nielsen, up to two thirds of consumers trust the opinions of other consumers much more than salespeople or even advertising messages broadcast by companies.
But that's not all, the distinction between product and service is no longer so clear , and companies are forced to build a value proposition based on the "product + service" binomial. For all these reasons, we live in times of unpredictable changes that require collaboration from all those involved. The relationship between the client and the supplier has to be based on trust and maximum transparency.
The supplier needs to know the critical points of the client's business , which will allow them to work together to improve the value proposition and, consequently, their competitiveness . For their part, the client needs to engage with their supplier. This will help them to be more effective and efficient in the product or service they offer.