Consultative Selling: Win Your Customers

Sellers today must work harder than ever to reach the final stage in pursuing a sale: The Negotiation. Therefore, the urge to close can overwhelm other considerations, namely price. At that moment, many sellers concede to pricing pressure, rather than explore the customer’s underlying needs to protect the value of the sale.   McKinsey’s research shows that a 1% increase in discount results in an 8% decrease in operating margin. However, research shows that this price concession isn’t necessary. In fact, in many cases, customers are willing to pay more. In a survey, 82% of respondents stated they “strongly agree” that they would pay an average of 4.2% more for a “high-quality” product. By controlling perceptions of value, negotiators can preserve or even increase the deal size. This 2-day Consultative Selling Negotiation Program teaches your team the mindset and skills needed to reach the best win-win solutions for your company and your customers and improve sales pricing and profitability. When your team has done the sales negotiations right, it can strengthen your relationship with your customers instead of weakening them.