4 Great Ways to Invite Buyers to Collaborate in the Sale

If you can engage customers in the buying process, you are much more likely to find a solution that fits and to close the deal. Value selling training experts advocate this approach because buyers collaborate in defining the problem and feel ownership of the solution and next steps.

Here is how to involve buyers so they really want to buy:

1. Invite the buyer to explore possibilities with you. Ask them to consider what would happen if Problem A were not addressed. What would it look like if it were solved? What would the impact be either way?
2. Ask a few edgy questions that can move the buyer to decide that action is necessary. Why haven’t you handled this situation yet? Is inaction hurting you or the company? What is the risk of doing nothing?
3. Give them a vision of the solution and then ask them to help shape it with you.
4. Allow the buyer to describe the solution (including the investment required) in detail so that they own it. This will increase the chances that they will want to see that it is implemented.