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Three Key Strategies For Handling Price Negotiations For Your Consulting Services
By Tessa Stowe



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Strategy Three

With this strategy you reduce your price in exchange for a larger sale. You effectively say “If you give me a larger commitment/sale, then I will give you a reduced price.” That’s a win/win.

“If you commit to 1000 hours of computer consulting, then I’ll reduce my rate from $250 to $200 an hour.”

What are some financial commitments your prospects/clients could give you in exchange for a reduced price?

I hope you're starting to see that when people ask for a discount, it creates a great opportunity for you. Next time you are asked for a discount, and money is not really the issue, try increasing the total value of your sale.

In fact go one step further. Be proactive. Don’t even wait for your prospects/ clients to ask for a discount and approach them with your own “If…then” offer to increase the value of the sale. You will be surprised at how easy it can be to get larger sales of your consulting services with minimal extra effort!


© 2008, Tessa Stowe, Sales Conversation. Tessa Stowe helps her technology clients grow their sales revenue with less effort. To obtain her list of the ‘Top 10 Sales Mistakes When Selling Technology Products and Services – and How to Avoid Them’, subscribe to the FREE Technology Sales Conversation newsletter at www.salesconversation.com.