At the beginning of a sales engagement, tell the prospect, "Our number one overriding through line... is collaboration." This sets expectations, frames the relationship as a partnership, and differentiates you from transactional sellers. You must, however, live up to this promise.
In an age of AI-generated proposals, the human element of collaboration is a key differentiator. The gesture of working *with* the client to build the proposal creates deep trust and relationship equity. The process of collaborating is often more valuable than the resulting document.
Instead of asking for a meeting, demonstrate your value by providing it upfront. The most powerful way to do this is to introduce a warm, qualified customer to the company you are prospecting. This act of giving establishes you as a true collaborator and partner from day one.
Partner with a non-competing expert, like a CPA, to create a content series. This collaborative effort grants you access to their audience and them to yours, generating warm leads for both parties without direct financial obligation or being in business together.
Many salespeople avoid any hint of negativity. However, genuine collaboration requires being comfortable with conflict, pushback, and resistance. Proactively addressing these potential issues builds deep trust and shows you are a partner, not just a vendor trying to smooth-talk their way to a deal.
Send a short survey before a sales call. The quality and detail of a prospect's responses directly indicate their seriousness. Vague or one-word answers signal a lack of commitment, allowing you to disqualify them and save valuable time, as demonstrated by prospects tapping out.