The value of mutual discovery and lifelong relationships are impossible to overstate, yet they are rarely embraced by buyers and sellers because a typical buyer-seller relationship is adversarial instead of collaborative.

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Let's Break It Down:

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If a seller is compensated by commission or bonus based on what they sell, they are motivated to sell a buyer more than the buyer needs. Many years ago, Home Depot entertained using commissioned people in their appliance division but rejected it based on the lifetime value of a customer as compared to the short term behavior.

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What Are The Results Of These Types Of Relationships

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Whenever buyers and sellers enter into a relationship it will be either adversarial or collaborative. What are the results of these types of relationships is the question.

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Adversarial

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In an adversarial type of relationship, it's either "my way or no way". When a buyer and seller enter into this type of relationship it's very possible that one of the parties involved is going to feel taken advantage of at some point. When a buyer and seller relationship is adversarial it is difficult to trust the other party because you will always feel like the other party is only looking out for their own well-being.

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Collaborative

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In a collaborative type of relationship, there is a lot more teamwork. It's not "my way", it's "our way"! When buyers and sellers enter into this type of relationship, trust is strong because both parties feel that they are being supported by the other. In this type of relationship, business flourishes because everyone has each other's best interests in mind.

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Our Solution

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At CedarCreek, we do not conduct business with our customers in that adversarial fashion. Our sales consultants are all non-commissioned professionals that begin ever sale with a mutual discovery. They help their customers identify which solution will solve their issues and they form the beginning of a long term relationship. Alignment is our secret to referenceable customers.