Collaborative salespeople move on to the next phase of the sales process only after they have received assurances that their customers are in agreement with them on everything that has been discussed. Most objections have surfaced long before this point. If resistance does occur, the salesperson simply gathers more information or clarifies a detail. With collaborative selling, the sale is a matter of when and not if . This phase of the collaborative sales process begins immediately after the sale has been confirmed.
Collaborative salespeople keep in touch after the sale.
They communicate regularly about delivery dates, installation, training, and other relevant matters. They make sure their customers are satisfied with their purchases. They help customers track their results and analyze the effectiveness of the solution. Collaborative selling is the key to differentiation on the micro level. It represents an obsession with quality and customer satisfaction.