Certain attitudes can cause a negotiation to fail, even well part. Identifying them makes it possible to put all the chances on his side. In this article from HubSpot you will find 7 things you should never say in a negotiation : traps and mistakes to avoid.
Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them, and protecting your company’s interests.
By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s product into their hands. It’s a joint effort, and you should be working with your buyer -- not fighting with them -- to reach an ideal solution.
This doesn’t mean you’re at your prospects’ mercy. Negotiation isn’t a battle, but you can still win. If you can establish and maintain a strong position throughout the conversation, you'll be able to strike a deal that's good for both your customer and for you.
By definition, a negotiation is multiple parties talking to each other -- so be careful of what you say. Avoid the following problematic words and phrases to increase your chances of a successful outcome.
1) "This call should be pretty quick."
Assuring your prospect the negotiation will be quick and easy won't put them at ease -- in fact, it'll do the opposite. In a negotiation, people feel more comfortable knowing there's plenty of time to discuss the terms and come to a decision. If they feel like the clock is ticking, they'll become more guarded and tense. You don't want that: Once your prospect is in risk-aversion mode, they will make conservative choices.
Want the buyer to stay open? Start by saying, "We've got [X minutes] on the agenda. That should be enough time, but I'm happy to discuss further if we need to."
If you give your prospect a price range from $12,500 to $15,000, guess what’s going to happen? They’re going to ask for $12,500. Not to mention that the lower price “anchors” your prospect's perception of your product's value. They may have previously thought $15,000 was a good price, but as soon as you say $12,500, the higher number will seem extravagant.
To read more: