Getting on Your Customer’s Wavelength

While the competition is intense for today’s sales organizations to acquire new clients, it’s equally important to retain current clients. One of the strongest advantages of Q4 collaborative selling is building strong interpersonal relationships that can withstand outside efforts to entice clients away. It’s not difficult to learn the key concepts. Here’s an application of just one technique.

The Situation

After lagging behind for several years, Erika’s company is rolling out a new product that’s better than anything her nearest competitor can offer. She is excited to show the new model to all her customers as quickly as possible, as we can see in her conversation with Dennis:

Erika:

The materials are at the factory now. The line is up and running. So, we’ve started taking orders on the new model for delivery this spring.

Dennis:

Spring? I’ll need delivery before that.

Erika:

Oh, no, I meant spring for delivery of the new model.

Dennis:

Good, because I can’t wait till spring. Fourth quarter makes or breaks my year.

Erika:

No problem. We can deliver what you need immediately.

Dennis:

You’re sure? Because right now, I need to replenish inventory.

Erika:

Absolutely. But I really would like to show you this new line today.

Dennis:

But I can’t get it till spring? I need to see product that can be shipped now.

Erika:

I think you’ll like the new features we’ve added.

Dennis:

I’ll bet I won’t like the new price.

Erika:

I’ll admit, the new model does cost a little more.

Dennis:

What a surprise. How much is “a little”?

Erika:

Well, we’ve made big improvements on the new model.

Dennis:

Just let me cover my reorder levels — before those prices go up!

Erika:

Can I show you the new one first?

Dennis:

Do I have a choice? Okay, show me.

Won the Battle, Lost the War?

Erika’s relentless pursuit of her goal has apparently succeeded. Or has it? Do you think Dennis is ready to consider the new line? What Q4 collaborative technique would help Erika to conduct this call more successfully?

Related Insights

sales tip

Corralling Your Customers to Get Down to Business

The Situation Bridget is in a position to land a hefty contract with Builtwell Industries. She has a good working relationship with Dave, the company’s purchasing agent. That’s helpful, because

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