Of course, make it a win-win. My observations on sales is that the mindset, starting at the top of the organization, is usually “I win and it’s ok if you win too”. This is where the art of convincing and psychological trickery comes in play.

With a collaborative win-win mindset, the objective is to work with the client to find their best solution, just as this article states. It eludes me why this is not more obvious. Probably because the “I win and it’s ok if you win” mindset often works.

Oh, and loving your customer? How many salespeople and their organizations see their customers as targets, problems, or people who are there to meet the salesperson’s objectives?