NEGOTIATION AND THE CONSULTATIVE
SALES CYCLE FRAMEWORK
Negotiation in Selling The Planning Phase
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Trying to reach an agreement
Use a win-win approach
Negotiation takes place throughout
each phase of the selling process.
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Presentation,
Objections, and
Commitment Phase
Approach and Need
Discovery Phase
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Predict problems ahead of time
Talk to others that have worked
with the prospect
Information gathered will uncover the
real needs of the prospect
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Agreement that a problem needs a
solution sets the stage for negotiations
Both parties are searching for a
solution
The "nail down" or trail close
helps you confirm that needs are
being met