We’ll conclude the explanation of our Authentic Selling model with the ninth, and final,characteristic of the AUTHENTIC acronym. C stands for Collaboration.
To quickly recap the first eight: We started with the game-changing idea of being an Advisor to your clients. Next, I encouraged only Undisputed Results. I urged you to be Trustworthy and Helpful and Empathetic and to always be yourself—a Natural approach to your job is the best way to work. We talked about the importance of being a Thought Leader, and I challenged you to value and always protect your Integrity.
Now, let’s look at the significant benefits of Collaboration.
As I said before, today’s buyers are educated. They know what they want. They might, in some cases, understand your product or the application of your product/service better than you do! This is especially true if they are the actual user of what you offer.
With that in mind, you gotta realize they want to talk. Interaction is key; they want to give their ideas and their insights regarding what they want—and what you sell. When the invisible buyer of today allows you into their world, on their time and their terms, they likely are ready to collaborate. You need to be ready, too.
In a business application, collaboration is defined as this: “A cooperative arrangement in which two or more parties work jointly toward a common goal.” That common goal, of course, is success in business. I’m talking about your client’s business! Focus on their goals and needs. Work with them to reduce their costs, increase their revenue, save them time and limit their risks. Certainly, working jointly is key.
Again, it’s all connected. Collaboration comes easy when you’re an Advisor to your client. It’s a Natural way to work when you are truly Helpful and Empathetic to your client’s concerns. And it’s most definitely a great way to get Undisputed Results. With buyers more sophisticated and knowledgeable than ever, it just makes sense to collaborate with them.