Sales negotiation

16 Ultimate Sales Negotiation Strategies To Close More Deals

Do you know that the ability to negotiate is the main factor that distinguishes top sales performers from the rest? Every business needs people who can negotiate effectively to close more deals and succeed in today’s competitive market. But knowing how to negotiate can be challenging. That’s why this blog post will provide you with the ultimate sales negotiation strategies to help you close more deals and increase your success rate. 

From understanding the psychology of negotiation to using technology to your advantage, we’ll cover all the critical elements of sales negotiation. Plus, we’ll provide you with the tips and tactics you need to become a master negotiator. So, if you want to close more deals and win more business, read on to learn the ultimate sales negotiation strategies.

What Is Sales Negotiation? 

Sales negotiation is the process of discussing, negotiating, and ultimately agreeing on the terms of a sale between a buyer and a seller. It is an integral part of every sales process and can be crucial to the success of a deal. Sales negotiations can be complex and require careful consideration from both parties. The buyer and seller should clearly understand the desired outcome and be prepared to compromise to reach an agreement that is best for both parties. 

Why Is Negotiation Important In Sales? 

In sales, negotiation helps by doing the following:

  • Reach a mutually beneficial agreement between the sales rep and the prospect. 
  • Help the sales rep secure a higher price for their product while allowing the buyer to get the best deal possible. 
  • Allow the sales rep to learn more about their buyer’s needs, which can help them create a better sales pitch and increase their chances of making a sale. 
  • Help build trust between the sales rep and prospect and can end up with long-term relationships. 

In short, negotiation is essential for sales professionals, and you can’t overlook it. 

4 Stages of Sales Negotiation

The 4 stages of the sales negotiation process are the following:

1. Preparation

While negotiating, you must prepare yourself for any questions that may come up while you are interacting with the prospect. Make sure you know what you want to discuss and how you will do it.

2. Initial exchange

Your sales team and the prospect must be ready with the deal’s terms and conditions. Make sure you ask questions related to the goals and objections of the prospect and discuss points at length where they are not ready to agree. 

3. Collaboration 

You will come across this agreement on some issues. This is where you need to put in your best effort so that both you and the prospect come to a satisfactory conclusion.

4. Commitment 

After you and the prospect agree to the terms, the most important step is to document it. You have to prepare your agreement and get the approval of everyone involved. 

So, that was about the 4 stages of sales negotiation. 

Sales Negotiation Strategies

Let’s begin with the top sales negotiation strategies,

1. Be prepared

When it comes to negotiation tactics in sales, being prepared is essential. Preparation involves doing your research, knowing the product or service you are selling, and anticipating the questions and objections that the customer may have. It also involves having a strategy in place for how you plan to approach the negotiation. Knowing what you want to achieve, articulating your value proposition clearly, and having a backup plan in case the negotiation does not go as planned are all key components of a successful sales negotiation strategy. 

Preparation will help you be confident and have a better chance of getting the desired outcome. It will also help you to be more organized and concise when communicating with the customer. And that will help them to trust you and ultimately make them more likely to agree to your terms.

2. Listen actively

Listen actively during sales negotiation

Listening actively is an essential sales negotiation strategy because it allows you to understand the customer’s needs and wants better. When you are a good listener, you will be able to

  • Identify their primary concerns and then craft an offer that meets those needs.
  • Pick up on subtle cues and body language that can give you insight into the customer’s feelings and attitude.
  • Show the customer that you are engaged and interested in what they have to say, which can help to build trust and encourage them to continue talking. 
  • Determine when to make a counter offer or close the deal. 

By listening attentively and responding appropriately, you can better understand the customer and ensure that both sides reach a mutually beneficial agreement.

3. Let prospects speak first

Letting prospects speak first is a sales negotiation strategy that can effectively get the best deal for both parties. By allowing the prospect to be the first to make an offer or express their needs you,

  • Can get an idea of their starting point and negotiate from there. 
  • Find out what the prospect’s expectations are, which can give you an advantage in the negotiation. 
  • Can help build rapport with the prospect, as it shows that you are listening and understanding their needs which helps create a more positive atmosphere for negotiating.
  • Can increase your chances of closing a deal, as prospects are more likely to accept a deal that looks fair to them. 

Overall, letting prospects speak first is a powerful sales negotiation strategy that can help you get the best possible outcome.

4. Bring forth the customer’s pain

Bring forth the customer’s pain

Bringing forth the customer’s pain point involves asking open-ended, probing questions to gain insight into the customer’s wants and needs. These questions should focus on the customer’s unique situation, so that you can determine which of your products or services best meets their needs. 

Once you have identified their pain points, you can then customize your solution to better fit their requirements and make a more compelling case for why they should purchase from you. 

By bringing forth the customer’s pain point, you can also create a sense of urgency. Plus, you can demonstrate that you are listening to their concerns and addressing them quickly and effectively. This can build trust and increase the chances of a successful negotiation.

5. Use numbers to explain product value

Using numbers to explain product value is an effective sales negotiation strategy because it helps to make the value of a product or service tangible and quantifiable. In addition, by using numbers, you can provide concrete evidence of the product’s worth, which can help build customer trust. 

You can use numbers to illustrate the cost savings or return on investment that a customer can expect. This type of data makes it easier for the customer to make an informed decision and can help to create a sense of urgency that may lead to a faster sale. Furthermore, with numbers, you can explain the features and benefits of a product in a simple and easy-to-understand way. This makes it easier for customers to understand how the product will be helpful and helps convince them that it is worth the investment.

6. Handle objections

Handle objections during sales negotiations

An objection is a statement of doubt or disagreement from the customer about your product or service. Sales objections can range from a simple “no” to more complex questions or hesitations. Listening to the customer’s objections and addressing them professionally and thoughtfully is essential. A good way to do this is to acknowledge the customer’s concern and provide a solution. 

For example, if the customer expresses concern about the price, you could explain why your product or service is worth the cost and offer a discount or other incentive. You can build trust by addressing the customer’s objections and demonstrating your commitment to meeting their needs. You can turn objections into opportunities to close the deal with the right sales negotiation strategy.

7. Build value

Building value is one of the greatest negotiation techniques in sales because it helps create a win-win situation for both parties. When you build value in a negotiation, you make the other party feel like they are getting a good deal. 

This is important because it helps foster an environment of trust and mutual respect. When the other party feels like they are getting a good deal, they are more likely to be open to compromise and accept your offer. 

Building value also allows you to demonstrate the value of your product or service, which can help make the other party more confident in their buying decision.

Finally, building value in negotiations can help you get better pricing and other favorable terms. By showing the other party they are getting a good deal, you can ask for more without alienating them. All in all, building value is a great strategy to use in sales negotiations.

8. Manage emotions

Manage emotions during sales negotiations

Managing emotions is an essential part of any successful negotiation in sales. When you keep emotions in check, it allows both parties to focus on the details of the deal and come to a solution that is beneficial for everyone involved. It also helps prevent arguments and disagreements from escalating, which can lead to an unfavorable outcome for either side. 

Lastly, it allows for a more open dialogue between the two parties, leading to better understanding and more creative solutions. By managing emotions, both parties can leave the negotiation feeling satisfied with the results.

9. Observe non-verbal cues

When it comes to sales negotiations, non-verbal cues can often tell you more than words. You can gain valuable insight into the prospect’s feelings and intentions by paying attention to body language and facial expressions. This can help you understand their motivations better and how they might respond to different proposals. It also allows you to anticipate their reactions and adjust your negotiation strategy accordingly.

In addition, observing non-verbal cues can be an excellent way to build trust. By noticing facial expressions and body language, you can show that you are carefully listening and understand their position. This helps create a more amicable atmosphere, making it easier to reach an agreement.

10. Clearly define concessions

Clearly define concessions

A concession is simply an offer or agreement to give something to the prospect in exchange for a desired outcome. You can create an atmosphere of trust and understanding by clearly outlining them. This can help you reach a mutually beneficial agreement with the prospect.

Additionally, clearly defining concessions helps to ensure that the negotiation process is efficient and that any agreements reached are reasonable and beneficial to both parties. Finally, by defining concessions in advance, you can avoid wasting time and energy discussing points that you already agreed to before. Therefore, clearly defining concessions is a crucial part of an effective sales negotiation strategy.

11. Identify decision-makers

By identifying the decision-makers, you will be better able to tailor your sales pitch and present solutions that meet their needs. This is important because decision-makers often have different goals and objectives than other stakeholders in the negotiation. 

For example, they may focus more on cost savings, whereas other stakeholders may be more interested in product quality. By targeting your sales pitch to the decision-makers, you can demonstrate that you understand their needs and make an offer that is most likely to be accepted. Additionally, by engaging with decision-makers directly, you can avoid situations where other stakeholders have conflicting interests and complicate the negotiation process.

12. Talk beyond money

Talk beyond money during sales negotiation

When it comes to sales negotiations, it is essential to remember that money is not the only factor that matters. In fact, focusing solely on money can often lead to a bad deal for both parties. That’s why it is essential to look beyond money and explore other areas of the negotiation. By talking about other issues such as timelines, terms and conditions, product quality, service guarantees, and more, you can give yourself more leverage and come to an agreement that both sides are happy with. Plus, you’ll be able to build a better relationship with your customer and create a more positive impression of your company. Ultimately, talking beyond money can help you make better deals that are profitable in the long run.

13. Have a light conversation

Having a light conversation helps to create an atmosphere of trust and understanding, which can be key to successful negotiations. It also makes the other person feel more at ease and encourages them to open up and talk more freely. Furthermore, such a conversation allows you to get to know the other person better, which can help you better understand their needs and interests. This, in turn, will enable you to tailor your negotiation approach to their individual needs, increasing your chances of coming to an agreement. In short, having a light conversation is essential to any successful sales negotiation.

14. Meet face-to-face once

Meet face-to-face once

Meeting face-to-face once is a great sales negotiation strategy because it allows you and the prospect to understand each other better. It’s much easier to read someone’s body language and facial expressions when you’re in the same room. This can give you insight into what they really want and how they feel about the negotiation. Furthermore, it’s harder to hide the truth when you’re talking to someone in person, and it’s easier to build trust and rapport. Finally, meeting face-to-face can help set a reasonable timeline and ensure both sides remain committed to the negotiation. 

15. Use humor

Using humor is one of the best sales negotiation tips as it is a great way to break the ice and build rapport with the person you are negotiating with. It can also create an atmosphere of trust and understanding, which can benefit both sides. Humor also has the potential to lighten the mood and help diffuse any tension that may arise during the negotiation. Finally, humor can make the conversation more dynamic and engaging, encouraging both parties to think more creatively and come up with better solutions. 

In short, humor can be a part of the most compelling sales negotiation tactics. It helps create a friendly atmosphere that is conducive to productive dialogue and helps both you and the prospect to come up with solutions that will benefit them both. So, next time you sit down to negotiate, consider injecting some humor into the conversation – it could be your best asset!

16. Walk away when required

Walk away when required during sales negotiation

When it comes to negotiations, a few key strategies can help you get the best deal. One of the most important ones is the ability to walk away when required. This means having the courage to say “no” when the prospect isn’t offering the right terms. 

This strategy works because it shows that you’re serious about getting the best deal and aren’t afraid to walk away if things don’t go your way. It also helps to keep negotiations moving forward as everyone knows you won’t be afraid to move on if they don’t agree. Being able to walk away when required is a great way to ensure that both parties get the best possible deal in any negotiation.

With this we come to an end of the top sales negotiation techniques. 

Sales Negotiation Skills

Here are the top sales negotiation skills every rep must have to close more deals:

Active Listening

The ability to truly listen, understand, and respond to a client is essential in a negotiation. This skill can provide valuable insight into the client’s needs, concerns, and decision-making processes.

Communication Skills

Clear, concise, and persuasive communication is critical. This includes the ability to express your points convincingly, to understand and respond to objections, and to ask intelligent questions that bring clarity to the negotiation.

Emotional Intelligence

Recognizing, understanding, and managing your own emotions and those of the client can significantly impact the outcome of the negotiation. Empathy and patience are both elements of emotional intelligence.

Preparation and Research

Doing your homework about the client, their business, their needs, and their market gives you a significant advantage. It allows you to tailor your offerings and arguments to align with their specific situation.

Problem-Solving Skills

The ability to think creatively and offer viable solutions to meet both your and the client’s needs can set you apart in a negotiation. This also includes a ‘win-win’ mindset where the goal is mutual satisfaction rather than victory at the other party’s expense.

Flexibility and Adaptability

Negotiations can be unpredictable. Having the ability to adjust your strategy on the spot is crucial to navigating these twists and turns.


This is about confidently expressing your position without being aggressive. It involves standing your ground and not easily giving in to pressure.

Ethics and Integrity

Building trust is integral to successful negotiation. This means being honest, respectful, and sticking to commitments made during the negotiation process.


Not all negotiations are quick or easy. The ability to persevere through difficult or lengthy negotiations can be a crucial asset.

Understanding of Value and ROI

A successful sales rep must clearly understand and communicate the value of the product or service they’re selling. They should be able to articulate how it will deliver an ROI for the client.

All of the above skills take time to develop which is why they have to a part of sales negotiation training.

Start Using Our Sales Negotiation Strategies To Seal Deals Faster!

Sales negotiation is an essential skill for any salesperson. It requires a keen understanding of the customer’s needs and an ability to think on your feet and address pain points. By following the sales negotiation techniques outlined in this blog post, you will be well-equipped to negotiate the best possible deal on behalf of your customers. As a result, you can close more deals and increase your commission with practice and patience. With the right sales negotiation training, skills and attitude, you can become a successful negotiator and boost your sales career. 


1. How to prepare for a sales negotiation?

To prepare for a negotiation, first, it’s essential to do your research and understand what the prospects need and what they value most. Also, create an agenda for the negotiation & be sure to leave time for questions. Finally, plan for different scenarios & have backup strategies.

2. Are there any psychological tactics to use during sales negotiations?

One of the most effective tactics is to read the prospect’s body language. Another tactic is to use mirroring, where you match the other person’s body language & words as a way of establishing trust. Finally, it’s essential to remain calm & confident during negotiations to appear in control.

3. What are the most common mistakes sales reps make in sales negotiations?

One of the most common mistakes is focusing too much on the price, not on the value and how the product or service can benefit the customer. Other common mistakes are not being prepared, not knowing the customer’s needs, not understanding the dynamics of a negotiation, & being too eager to make a deal.






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