Following an exchange of documents and telephone calls, a client wrote to me unambiguously stating that their budget was fixed. Two days later we agreed an amount which was 15% higher. The customer got a more rounded solution and I achieved my aspiration goals for the project. A clear win-win. So, how does that happen when a customer has already clearly stated their budget parameters in writing?

Companies offer so many things to customers yet salespeople will often either psychologically under value, or even forget about them when negotiations start. For example, it’s common for companies to provide services such as training, data management and inventory management. Companies offer convenience encompassing speed to respond, help-lines, digital portals, consignments and flexible payment terms. They provide workplace help to implement, they problem-solve, they provide technical expertise, they innovate on behalf of customers and of course they often offer an extensive range of products.

In every circumstance, there are multiple variables which allow companies to; i) create a range of viable options and ii) move away from price and get the discussion focused on the best solution. If you don’t explore deliverable permutations, you will invariably sub-optimise the opportunities for both yourself and your customer – and that’s a lose-lose.

“Multiple option creation” is how one budget number transforms into another.