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The Center for Sales Strategy Blog

Negotiating: Use Your Power for Good, Not Evil

Use Your Power for Good, Not Evil

Negotiation is an art, often perceived with a mix of hesitation and intrigue. It's a dance that occurs in various aspects of life, from buying a car to brokering major business deals.

Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

The Art of Negotiation in Business

In business, negotiation is not just about striking a deal; it's about forging a partnership. As a salesperson, your interactions should not be a battleground but a platform for mutual benefit.

The ultimate goal? A solution where both parties emerge as victors.

The Best Sales Negotiation Tactics

1. Be Patient: Delay Concessions

Patience is a virtue, particularly in negotiation. Rushing to make concessions can signal desperation. Instead, take your time. This approach doesn't just buy you time to think but also communicates confidence in your position.

2. Reciprocity: A Give and Take

Never give something for nothing. If you grant a concession, ensure it's reciprocated. This tactic is about balance and fairness, ensuring that both parties feel valued and respected in the transaction.

3. The Power of Silence: Let Them Speak First

Silence is a powerful tool. Often, the first party to break the silence in a negotiation reveals their hand. By staying silent, you encourage the other party to speak first, potentially revealing information that can be advantageous to your position.

4. Stay Calm Amidst the Storm

Negotiations can get heated. Emotions run high, and tactics like anger or frustration are often used to unbalance. Your best defense? Calmness. By maintaining your composure, you not only keep the upper hand but also steer the negotiation away from emotional pitfalls.

5. The Strength to Walk Away

Sometimes, the best negotiation tactic is to be willing to walk away. This doesn't mean giving up; it's about recognizing when a deal is not beneficial. The willingness to step back often leads the other party to reconsider their stance, potentially leading to a more favorable outcome.

Working Together to Overcome Challenges

Negotiating is part of business, especially in sales. But your mindset and how you approach it make all the difference. It's not about beating the other party; it's about working together to overcome a common challenge. By using these tactics, you ensure that your negotiations are not just successful but also pave the way for lasting and fruitful business relationships.

Remember, use your power for good, not evil.

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Topics: sales process