For me, the Win / Win approach to selling is where the outcome of the sales relationship strategy is a win for the buyer or customer and a win for the salesperson and the company that they work for.
Both the needs and the wants of both parties have been taken care of and both parties are happy with the transaction outcome.
The Win / Win sales scenario can be achieved through listening and closely working with the customer and their team to see what is classed as a “Win” for them and then working on achieving it.
Wins for your customer can come in a lot of different forms, it could be a better GP through discounts for volume buying or continuing discounts for high sell through items, it could be an easier / better service model for them to make your brand easier to sell, it could come in the form of rebates, it maybe something as simple as staff education on a new product line and it may come as advertising campaigns for their store, just to name a few scenarios.
A win for your company may also come in many different forms too, a better GP for the company, higher volume sales to hit sales targets for the month, lower involvement service model with a high turnover = lower cost for the company, new customer, increasing product lines held by customer, and effective sell ins of new product releases, also just to name a few.
Every customer and every company will have different views on what is a win for them, it is the job of the sales person to look, listen and learn what works for both parties involved, if you find this out and can effectively and easily provide solutions that work for both, your well on the way to getting the Win / Win approach to selling across the line and it is a very good approach for long term sales relationships and also a good long term relationship with your employer too.
The Win / Win approach to selling, it’s one of the best for you and your customer.