Mastering Sales Negotiation Skills to Close More Deals

Learn how to master sales negotiation skills and improve your sales process to close more deals. Discover tips and strategies to negotiate effectively with prospects.

1. What are sales negotiation strategies?

Negotiating sales is an important part of the sales process, as it involves reaching an agreement with potential customers. Sales negotiation strategies are tips for effective communication that can help a sales rep in closing deals.

Successful sales negotiation can be compared to a dance between the seller (which is you) and the buyer, each with their own goals: the seller aiming for profit and the buyer seeking a lower price.

The negotiation process aims to find a middle ground where both parties are satisfied, leading to a “beneficial outcome”.

Many sales professionals may find the negotiation process stressful, but fortunately, there are numerous effective techniques that can make it easier and lead to positive results for all involved, basically a win-win situation.

2. 18 sales negotiation tactics to close more deals

Even an experienced sales professional can feel nervous before a negotiation, and in reality, not every discussion goes as planned. The positive aspect is that with these tactics, you can effectively manage any situation that arises.

Take a look at this mind map for a brief summary, of the tips we’ll explore more thoroughly:

Tips for how to behave during a sales negotiation

Prior to engaging in the negotiations, as a salesperson, it is crucial to ensure that you present yourself appropriately to build trust. Here are a few easy tips to achieve that.

1. Take a deep breath

Prior to the negotiation, pause and take deep breaths to relax to calm your nerves.

Review your preparation, the value you bring, and your capability to navigate the situation. Boost your mental state and approach the negotiation with a focused mindset.

Apps for breathing exercises can assist you in this process.

2. Be aware of your body language

As a sales rep, be aware that non-verbal signals such as facial expressions, body posture, and hand movements play a pivotal role in communication during sales negotiation.

Keeping an open and positive body language can be beneficial in building rapport and demonstrate your engagement and interest in the discussion.

Occasionally nod your head to indicate comprehension, smile when appropriate, and lean in slightly to display attentiveness. These signals motivate the speaker to keep sharing.

3. Establish a strong foundation of trust with the other individual

Feel free to start the conversation with casual chit-chat before diving into your sales presentation. This will help establish a connection and find common ground from the outset. During the negotiation, be truthful, maintain transparency, and follow through on any commitments you make.

4. Work on your skills in active listening

When engaging in negotiations, it is essential to attentively listen to the needs and concerns of the other party. Here’s how to accomplish that: When engaging in a negotiation, it is essential to utilize your ability to actively listen to the needs and concerns of the other party. Here are some tips on how to do so:

Be completely focused: Pay full attention to the person talking without any distractions, like your phone.

Maintain eye contact: Showing respect and active engagement in the conversation is conveyed through eye contact.

Avoid talking over: Allow the speaker to finish their thoughts before responding, as interrupting can disrupt their flow and make them feel unheard.

Paraphrase and summarize: To show that you are truly listening, restate or summarize what the speaker has said in your own words.

Ask broad questions: Encourage the speaker to elaborate on their thoughts by asking questions that cannot be answered with a simple “Yes” or “No”.

Manage emotions: Be mindful not only of the words, but also the emotions and sentiments of the speaker.

Refrain from making judgments and assumptions: Stay open-minded in order to fully grasp the perspective of the speaker.

Exercise patience and giving space: Some individuals may require additional time to collect their thoughts and convey their feelings. Demonstrate patience and refrain from hurrying or putting pressure on the speaker.

Express interest with verbal cues: Show your engagement through verbal cues. Use phrases like “I understand” or “Please tell me more.”

5. Take control of your emotions

During the negotiation, there may be times when you and the other party do not see eye to eye. It is important to avoid letting the conversation escalate into an argument when this occurs.

Instead, remain composed. Display a sense of tranquility through your body language, and maintain a gentle, amiable, and optimistic tone in your voice. This will help to alleviate any tension and prevent you from getting flustered.

6. Treat the other party like a partner, not a customer

You want to to establish a sense of equality with the other person. Rather than seeing them as one of your leads, consider them as a collaboration partner or coworker.

Next, concentrate on finding ways to come together to solve their problems and achieve their goals. This will make the negotiation seem less confrontational and more cooperative.

7. Have faith in your abilities

Trust that you are knowledgeable and skilled in your field. Be confident in the value of your offering, product or service and let that confidence show. Your passion and enthusiasm will inspire trust in the other party.

Tips on how to handle the conversation

Now, let’s dive into the discussion itself. There are various sales techniques and frameworks to guide the conversation in the proper direction.

1. Always come prepared

Prior to starting the conversation, make sure to adequately prepare for it. Investigate your potential customer’s needs, have a deep understanding of your product or service, and foresee any objections or questions. The better prepared you are, the more self-assured you will feel during the negotiation.

2. Speak to the right decision-maker

It is important to communicate with the right decision-maker who has the authority to make the final decision on purchasing. Otherwise, you will waste time presenting your sales pitch to someone who cannot make the decision.

One effective method to ensure you are speaking to the right person is to conduct a targeted search on LinkedIn, such as searching for “CTO in [company],” and reviewing the search results to identify the correct individual.

3. Customize your initial offer to fit their requirements

When pitching a sale, the first offer you present establishes the groundwork for the discussion. It’s crucial to do proper research and truly understand the worth of your product or service, as well as the other party’s needs, payment terms, and financial constraints. Strive for an initial offer that is fair, allows for negotiation, and demonstrates the worth of what you are offering.

4. Address concerns

As a sales rep facing objections (when someone doesn’t recognize the worth of your offer), keep in mind that this is a routine encounter! Approach their doubts and pain points with understanding and a mindset of finding solutions.

Acknowledge their emotions and demonstrate that you understand their perspective. Then, concentrate on sharing relevant details and alternative options. When managed effectively, objections can actually contribute to, rather than impede, the negotiation process. .

5. Consider offering win-win trades

When determining your pricing strategy, it’s best not to give in immediately. Instead, think about proposing exchanges that benefit both parties. For instance, you could offer a larger discount in return for a commitment to a longer subscription to your service, resulting in a loyal, long-term customer.

6. Remind them on what they will miss out on

If they are still undecided, it is acceptable to gently jog their memory about what they will miss out on without your product or service. This might help push them towards making the decision to choose your offer. It also serves as a refresher of the reasons they became interested in your sales process initially.

7. Share third-party knowledge to back up your pitch

Utilize external expertise to support your sales pitch and avoid coming across as biased towards your company. Consider sharing industry data and trends, as they can back up your sales pitch and establish your credibility in your field.

What to do after an unsuccessful negotiation

Despite our outstanding sales strategy, not every negotiation will result in a successful sales deal. This does not indicate any shortcomings on your part or that of your sales team; it’s just a reality of the business world! Here’s how to handle it when it occurs.

1. Understand that it’s okay (and even good!) to leave the situation

It’s possible that you simply weren’t a good match at this moment. Or maybe it wasn’t the right moment for your lead. In any case, you should never try to push through a deal that won’t benefit you. It’s much better to take a break and allow the prospect to return to you if they have a change of heart.

2. Stay connected for the future

Despite the current deal not coming to life, it’s important to think long-term. Keep a positive rapport with your potential client post-negotiation. Consider sending a warm follow-up email or engaging with their LinkedIn activity occasionally. This will ensure that you remain in their thoughts, and they may return in the future.

3. Review metrics and patterns in your CRM processes

Also, monitor the metrics in your CRM workflows. Pay attention to any recurring trends in your sales strategy. For instance, if there is a specific type of customer who consistently stops engaging at a particular stage in your sales process, it might be necessary to reassess your sales approach.

The bottom line

The key point is to remember that successful negotiations involve finding a mutally beneficial solution that meets the needs of both parties.

It’s not just about getting everything you want; it’s about considering the other person’s needs as well. Sales negotiation is a step-by-step process, and success comes from compromise and working together.

Hopefully, these communication skills and tools will help you close deals quickly.