Two speakers discuss why fractional CFOs lose ground in sales calls. The core mistake: ceding power to buyers and treating them as the expert. Sellers should push back when a buyer's approach might harm the client or block their goals.
What are some of the things that you see people get wrong when they try to start doing collaborative sales?
I think the thing that people get.
Wrong is that they.
Think by collaboratively selling that they're.
Giving the buyer all of the power to do like, they're the ones who are ultimate rule.
Because the new golden.
Rule is that, you know, they who have the gold make the rules, and that's our buyers. However, you.
Also need to.
Remember that.
They'Ve never either.
Dealt with this problem before or dealt with it successfully.
They're not the expert here.
You are.
And so a lot of times, we think collaborative selling is just asking the.
Questions, but never challenging or never pushing back.
And it's our ethical.
Responsibility to push back when people.
Are either thinking in.
A way or taking steps in a way that's actually going to either harm them or prevent them from actually reaching their goals.
