I think many of us have heard and adhere to the motto: “Prescription before diagnosis is malpractice.” I first heard this term in Dr. Tony Alessandra’s book, Collaborative Selling. This motto refers to the sales process that involves true collaboration to reach the sale. It’s a win-win sales process which takes a lot more time than the “I’m only out for me” technique of arm-twisting hardline sales (does anybody like to be treated this way??).

I’m not going to try and sum up collaborative selling, or even give you my viewpoints on it in this post. I only want to leave those of you who believe in collaborative selling with a thought:

How do you continue the collaborative process in the implementation of the product or service you’ve sold?