One of the enduring myths of negotiation is that it is back and forth struggle with your customer that occurs in the final stage of the sale, the “close.” Negotiation, at its best, is comprised of open, honest and straight-forward communication based on mutual respect and mutual trust.
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value.
Thoughtful article by Jeff Thull on Jonathan Farrington’s blog talking about the “death” of solution based selling. He makes some good points – although I think he’s somewat over-egging the point and deliberately painting solution selling in an old fashioned way that is rarely used.
Good takeaway from Paul McCord’s post. The referral you receive tells you how well the client understands what you do. So while you talk “solutions” – make sure it’s clear what problem you really solve.
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