To success today, sellers need to be worthy collaborators with the highly knowledgeable buyers they encounter with increasing frequency. No longer can sellers drive and control the sale, just because many buyers are too empowered and savvy. Global economic uncertainties and the recent global recessions have also made individual buyers as well as the companies they represent realize, perhaps once and for all, that they must see results and maximize their return on investment in every purchase. All this means buyers are more cautious than ever and they are aware of the risks of making bad decisions.
Sellers must align with where the buyers are in their buying process and collaborate with them openly and transparently. The sellers who do this are winning business, and they are transforming selling forever.