Page 64 - Consultative Selling

MANAGING PRICING NEGOTIATIONS IN CONSULTATIVE
SELLING

In some cases if the prospective future business opportunities with the
customer are huge and attractive, you might want to give in to your

customer’s expectation in this business deal and thereby strategize to
extend the relationship to becoming the most favored vendor and

thereby secure additional business opportunities.

Essentially when you are selling using a consultative mode, you are not
looking at a one time transaction or profit. You are looking at growing

your business exposure of your customer and thereby get to increase
your business share automatically.

There are several ways to work out tradeoffs without having to yield to

price reduction or in other cases you might trade off with the

customer on advances, payment terms, credit period and other options
like commitment on business share, financing options etc depending
upon the business case and achieve a win-win situation.

The objective as we have said is to reach a consensus and make
progress and walking away without gaining from the relationship is not

an option.

Consultative Selling - A new
2/5/2019 64
Approach