Page 62 - Consultative Selling

MANAGING PRICING NEGOTIATIONS IN CONSULTATIVE
SELLING

Consultative selling has become the norm of the day in almost all industries.
Customers are having a field day. Today s customers are well informed,
demanding and difficult to please. Their buying criteria have changed along

with their perceptions of value. Therefore keeping in line with the customer
demands calls for reaching out to the customers in a manner that is effective.
Traditional forms of selling can no longer give you the results that you hope

for.

Consultative selling is all about engaging with the customer and

building relationship with the customer. By engaging with the customer
you hope to be able to empathize and understand his needs as well as
business better. This knowledge will help you design a solution around your

product or service and thereby deliver value to the customer.

The corner stone of consultative selling is the relationship with your
customer. As salesman you do not look at one time sales transaction with
the customer and walk away. You will always attempt to win the customer,
bind him into a long term relationship. Every decision at every phase of your

consultative sales process is made keeping this fact in mind.

Pricing is one important factor in every sales process. In a
consultative sales process, pricing as the main agenda of discussion
usually happens after you have presented the solution to the

customer and closed addressing all of his concerns and objections.

Consultative Selling - A new
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Approach