Consultative Sales Negotiation
Training

Reaching the end game of a sale – the negotiation stage - is more difficult than ever for sellers in the current climate. If care is not taken, the desire to get there faster can overtake other factors such as pricing. In the heat of battle, to get the sale, sellers can be tempted to give in on pricing rather than focusing on the value of the product or service to address the customer’s fundamental needs. Even a small discount offered at the point of sale can have a more substantial knock-on effect on the company’s margins. Many times it is not even necessary to offer a discount. If solutions are found that provide the customer with good value, are of higher quality and even address issues the buyer had not previously recognised, there is a good chance the buyer will be willing to pay more. By managing the perceptions of value, sellers can protect the price point or possibly increase the size of the purchase.

When a sale is made, the thought process should be that this sale is just the beginning, and the longer-term relationship should be in mind. So, precedents set during the negotiation phase will have an impact on future purchases. If you offer discounts now, the customer will expect the same in the future.

Preventing this scenario requires the seller to turn demands into needs. Demands can be immovable, whereas needs can be addressed in ways that preserve the pricing structure. Achieving this successfully means the seller has remained in control throughout the process, and by using the consultative methods we teach, sellers will have a fuller understanding of the customer’s fundamental needs and challenges. Consequently, sellers can remain in control of the result by linking the value of the solution to the customer's needs and not be forced to give way on pricing.

Turnkey Solutions Ltd’s Consultative Sales Negotiation Training course caries out exercises that sellers can use in future negotiations. The methodology can be applied to numerous situations as it is grounded in basic human psychology, which is common to all when making decisions. These ideologies help focus the customer’s perception of value as the seller moves towards a mutually favourable result.

By using social psychology, collaborative learning, and adaptability, course participants leave with the tools, abilities, and conviction to move to the close.

• Convincingly support value to preserve or increase the sale
• Boost win percentages and speed up the sales cycle by successfully driving the negotiation with conviction and control to a mutually favourable result
• Defend the price structure and circumvent discounts while enhancing the business relationship

Give your sellers the ability to:

• Limit their urge to make a deal too soon by demonstrating how the offering addresses customer needs
• Utilise thorough preparation to groom the customer, thereby fostering trust and capitalising on the result
• Drive the negotiation with an opening that sets out the value of the solution
• Protect or increase sales by turning demands into needs
• Discover how to realise mutually favourable results
• Transform a commitment to a close by surmounting the status quo
• Carry out active follow-up to firm up the deal and maintain the impetus