The Collaborative Sale by Keith M Eades & Timothy T Sullivan

Author:Keith M Eades & Timothy T Sullivan
Language: eng
Format: mobi
ISBN: 9781118872376
Publisher: Wiley
Published: 2014-03-20T18:30:00+00:00

“Looking.” The buyer is actively exploring ways to solve a problem or take advantage of an emerging opportunity. Vision state. The buyer has begun to form ideas for addressing a problem or an opportunity, but has not yet identified all the capabilities required.

Evaluation state. The buyer has a fully formed vision and has begun a formal review of potential alternatives.

Even if buyers in a “not looking” state are aware of a problem or potential opportunity, they may be so overwhelmed with data about potential options that they do not know whether or how they might improve their situation. Today, buyers who remain stuck in an admitted state are usually confused and paralyzed into inaction, because they do not fully understand the implications of continuing to maintain the status quo. In other words, they do not yet have a clear vision in their minds, and the Visualizer can help them to create one.

For buyers who already have developed an initial vision, the Visualizer should think of it like an elastic band. An elastic band has little value on its own; however, once it is stretched, it has many applications: to hold things together, to shoot across the room, or to secure an item in place. The self-discovered vision of a buyer is analogous to an as-yet-unstretched elastic band. The Visualizer's job is to stretch the vision of buyers—to let them see new or additional possibilities of what could be.

At no point should a Visualizer criticize buyers for their vision. The Visualizer does not openly challenge a vision or create conflict, but instead seeks to understand the buyer's current vision and then collaborate with the buyer to share and explore useful ideas for improvement. Only then can great things be achieved.

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