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<\/p>\nThe sales negotiation process can be intimidating at first. But with these negotiation techniques and resources, you can confidently approach every conversation.<\/p>\n
Sales negotiation is the part of the sales process where you aim to reach an agreement with your potential customer. <\/b>And sales negotiation strategies are the communication tips that can help you get there!<\/p>\n
Successful sales negotiation is like a dance between the seller (that’s you) and the buyer. Both sides have different goals: you want to make a profit, and the buyer wants a lower price.<\/p>\n
The negotiation process helps to find a middle ground where both parties are happy. And once you achieve this win-win situation, it\u2019s known as a \u201cbeneficial outcome\u201d.<\/p>\n
However, coming to the negotiation table can feel stressful for many sales professionals. Fortunately, there are plenty of effective negotiation techniques that can turn it into a piece of cake, with beneficial outcomes for everyone!<\/p>\n
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Even a seasoned salesperson can experience nerves before a negotiation, and in the real world, not every conversation always goes according to plan. But the good news is that with these strategies, you can handle anything that comes your way.<\/p>\n
Let\u2019s break this down into several categories:<\/b><\/p>\n Check out this mind map for a quick overview, then we’ll dive into the tips in more detail.<\/p>\n Before you launch into the discussion, it\u2019s important to make sure you come across the right way. Here are some simple tips to do that.<\/p>\n Before the negotiation, take a moment to breathe deeply and calm your nerves. <\/b><\/p>\n Remind yourself of your preparation, value proposition, and ability to handle the situation. Give yourself a mental boost and approach the negotiation with a clear mind.<\/p>\n Many breathing exercise apps, such as Headspace and Calm, can help you.<\/p>\n Non-verbal cues like facial expressions, posture, and gestures play a big role in communication. Maintaining open and positive body language can help build rapport<\/b> and show that you’re engaged and interested in the negotiation.<\/p>\n Nod your head occasionally to acknowledge understanding, smile when appropriate, and lean slightly forward to show interest. These cues encourage the speaker to continue sharing.<\/p>\n Don\u2019t be afraid to open the conversation with small talk before launching your sales pitch. This will build rapport and create common ground right away<\/b>. When the negotiation starts, be honest, stay transparent, and keep any promises you make.<\/p>\n When negotiating, listening to the other person\u2019s needs and concerns is crucial. Here\u2019s how to do that:<\/p>\n Be fully present: <\/b>Give your undivided attention to the person speaking. Put away any distractions, such as your phone.<\/p>\n Maintain eye contact:<\/b> Eye contact conveys respect and shows that you’re actively engaged in the conversation.<\/p>\n Avoid interrupting: <\/b>Let the speaker finish their thoughts before responding. Interrupting can disrupt their flow and make them feel unheard.<\/p>\n Paraphrase and summarize: <\/b>To demonstrate that you’re truly listening, paraphrase or summarize what the speaker has said in your own words.<\/p>\n Ask open-ended questions:<\/b> Encourage the speaker to expand on their thoughts by asking open-ended questions that can’t be answered with a simple “Yes”<\/i> or “No”<\/i>.<\/p>\n Reflect on emotions:<\/b> Pay attention not only to the words but also to the speaker’s emotions and feelings.<\/p>\n Avoid judgment and assumptions:<\/b> Keep an open mind to truly understand the speaker’s viewpoint.<\/p>\n Be patient and give space: <\/b>Some people need a little extra time to gather their thoughts and express themselves. Be patient and avoid rushing or pressuring the speaker.<\/p>\n Show interest through verbal cues:<\/b> Use verbal cues to demonstrate your engagement. Offer encouraging statements like “I see”<\/i>, or “Tell me more.”<\/i><\/p><\/blockquote>\n During the negotiation process, there will likely be moments when you do not agree with the other person. When this happens, the conversation can easily turn into an argument!<\/p>\n Instead, stay grounded.<\/b> Convey a sense of calm through your body language, and keep your voice light, friendly, and positive. This will defuse any tension and keep you from getting flustered.<\/p>\n You want the other person to feel like you\u2019re on an equal footing. Instead of visualizing them as another \u201clead\u201d, think of them like a work partner or colleague.<\/p>\n Then, focus on how you can collaborate<\/b> to address their pain points and achieve their goals. This will make the negotiation feel less like a confrontation and more like a collaboration.<\/p>\n Remember that you’re an expert in what you’re selling.<\/b> Have confidence in your knowledge and expertise. Believe in the value of your product or service, and let that confidence shine through. Your enthusiasm and belief will inspire trust in the other person.<\/p>\n Now, let\u2019s explore the conversation itself. There are several sales tips and structures to lead the discussion in the right direction.<\/p>\n Before you start the negotiation, take the time to thoroughly prepare for the negotiation. <\/b>Research the other party’s needs, understand your product or service inside out, and anticipate potential objections or questions. The more prepared you are, the more confident you’ll feel during the negotiation.<\/p>\n When it comes to decision-making, you must be sure that the person you\u2019re talking to is authorized to make the final call on whether to buy or not. Otherwise, you\u2019ll lose time presenting your sales pitch to the wrong person.<\/p>\n One way to be sure is to run a filtered search on LinkedIn, such as \u201cCTO in [company],\u201d and check the results. This can help you narrow down the right person.<\/p>\n At PhantomBuster, we\u2019ve created a Flow (automation sequence) that takes profiles from a LinkedIn search URL, and then automatically searches for their emails. So if you need to reach the right people at scale, the LinkedIn Search to Emails Flow<\/a> was designed for you.<\/p>\n The first offer you make in your sales pitch sets the tone for the negotiation. It’s important to research and understand the value of what you’re selling and the other person’s needs, payment terms, and budget. Aim for a reasonable first offer that leaves room for negotiation<\/b> but also shows the value of your product or service.<\/p>\n When you get an objection (where someone doesn\u2019t see the value of what you\u2019re offering), remember that this is normal! Approach their concerns and pain points with empathy and a problem-solving mindset.<\/p>\n Validate their feelings and show that you understand their perspective. Then, focus on sharing relevant information and alternative solutions. When handled well, objections can help, not hinder, the negotiation process.<\/b><\/p>\n For your pricing strategy, it is better not to concede right away. However, you could consider trades, offering something for mutual gain. <\/b>For example, you might offer a bigger discount, in exchange for a longer subscription to your service\u2014giving you a long-term client.<\/p>\n If they\u2019re still sitting on the fence, it\u2019s OK to gently remind them of what their life will look like without your product or service<\/b>. This could help to nudge them towards sealing the deal with you. It also reminds them of why they entered your sales cycle in the first place.<\/p>\n To avoid appearing overly biased towards your brand, you could always share industry trends and statistics. These metrics can back up your sales pitch, and present you as an authority in your niche.<\/p>\n Despite our best efforts, not every negotiation will end in success. This is not a reflection of you or your sales organization; it\u2019s simply a part of being in the real world! Here\u2019s what to do when it happens.<\/p>\n Maybe you just weren\u2019t a right fit, this time. Or perhaps it wasn\u2019t the right timing for your prospect. Either way, you should never try to force an unprofitable deal through<\/b>. It\u2019s far better to take a step back and let the prospect return to you if they change their minds.<\/p>\n If the deal didn\u2019t happen this time, take a long-term view. Maintain a good relationship with your lead after the negotiation.<\/b> Perhaps you might send them a friendly follow-up email afterward or like and comment on their LinkedIn posts from time to time. This will keep you in mind; one day, they might be back.<\/p>\n Scrolling through your phone can be a time drain. Fortunately, the LinkedIn Auto Liker Phantom<\/a> can automatically like people\u2019s posts for you! This means that your name will keep popping up in their notifications again and again.<\/p>\n And if you want to go one step further, you could also try the LinkedIn Auto Commenter Phantom<\/a> to leave thoughtful, pre-written comments, too.<\/p>\n Finally, keep an eye on your metrics in your CRM. Look out for any patterns. For example, if there is a certain buyer persona that regularly drops off after a certain point in your sales workflow, then maybe it\u2019s time to review your sales strategy. Perhaps you need to adapt your process to suit them better, or to target a different ideal customer profile.<\/a><\/p>\n With PhantomBuster, you can gather hundreds of leads on autopilot\u2014and then connect the results with your CRM<\/a>.<\/p>\n Here are several Phantoms which can connect your results with your CRM. Click on them for more detailed information and tutorials\u2014then try them for yourself!<\/p>\n Finally, sales leaders and beginners can always benefit from sales negotiation skills training! Here\u2019s a quick list of resources, online training, and tools to help you stay on top of your negotiation game.<\/p>\n You can also have role-playing activities with your sales team to practice your in-person negotiation skills.<\/p>\n Also, take a look at case studies from previous negotiations, and see what you can learn from them. It just might influence your methodology in the future.<\/p>\n As a bonus resource, look at Pipedrive’s handy guide to overcoming objections in sales…<\/p>\n\n
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<\/p>\nHow to behave during a sales negotiation<\/h3>\n
1. Take a deep breath<\/h4>\n
2. Think about your body language<\/h4>\n
3. Build trust with the other person<\/h4>\n
4. Use your active listening skills<\/h4>\n
5. Control your emotions<\/h4>\n
6. Treat the other person like a partner, not a customer<\/h4>\n
7. Trust yourself<\/h4>\n
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<\/p>\nHow to handle the discussion<\/h3>\n
1. Be prepared<\/h4>\n
2. Speak to the right decision-maker<\/h4>\n
Bonus tip: Find the right decision-maker\u2019s email on autopilot<\/h4>\n
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<\/p>\n3. Tailor your first offer to their needs<\/h4>\n
4. Handle objections<\/h4>\n
5. Consider offering trades<\/h4>\n
6. Remind them what they will lose<\/h4>\n
7. Share third-party knowledge to back up your proposal<\/h4>\n
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<\/p>\nWhat to do after an unsuccessful negotiation<\/h3>\n
1. Know that it\u2019s OK (even good!) to walk away<\/h4>\n
2. Keep in touch for the future<\/h4>\n
Bonus tip: Engage with LinkedIn posts on autopilot<\/h5>\n
3. Review patterns and metrics in your CRM workflows<\/h4>\n
Bonus tip: Add your PhantomBuster results to your CRM<\/h4>\n
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<\/p>\n3. Sales negotiation training programs and resources<\/h2>\n
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A new way to harness your leads<\/b><\/h3>\n