Buyer and Seller Relationships
Bryan McDonald is a partner with onPurpose Growth and has grown revenue for small and mid-sized businesses for over 17 years. He helps businesses achieve ambitious single year or multi-year goals. In this interview, Bryan talks about how to set up a framework for win-win buyer and seller relationships and navigating the sales process and beyond with this at the forefront of your mind. He also discusses the benefits of having deeper client relationships.
This Sales Expert Interview covers:
Framework for win-win buyer and seller relationships
- Create peer-to-peer relationships within the sales process. Be transparent and vulnerable.
Transparency and vulnerability
- Come in with a level of humbleness and humility. Be honest if your product or service isn’t a good fit.
- Bryan talks about how this approach affects buyers.
- Move together in the sales process. You want mutual power and control.
- Get your buyer to take action. This will help you determine the validity of an opportunity.
- Buyers will go out of their way to pull in other resources to help the sale.
Dangers of the negotiation phase
- Never present a proposal that hasn’t been already agreed upon between the buyer and seller.
- Consistency is key in buyer and seller relationships.
Handling points of contention
- The sales process has to be flexible. Rather than react immediately, it’s better to investigate.
Customers as advocates
- Deeper relationships with clients can yield multiple great things including more referrals, and customers are more willing to work out problems together.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.