Negotiation can be the most nerve-wracking part of the sales process for reps. You’ve poured blood, sweat, and tears into this deal, and the last thing you want to happen is the prospect walking away in the home stretch.
For this reason, salespeople often offer discounts or other freebies during negotiation too quickly — sometimes, even before the prospect asks. Anything to get the signature on the contract and the deal closed.
But being overly eager or conciliatory in a negotiation can come back to bite salespeople. Not only do discounts affect the company’s margin, but demonstrating a willingness to cede a prospect’s each and every demand lays the groundwork for an unreasonable — and perhaps even unprofitable — customer.
Sales expert Mark Hunter has compiled his top 12.5 sales negotiation tips in the infographic below. Use these commandments to stand your ground, negotiate at the right time and with the right person, and work out win-win deals every time.