3 Sales Negotiation Tactics to Watch Out For

Summary:

• Prospects sometimes use negotiation tactics to gain an advantage when you’re making a sale. Recognizing these can be the key to staying in control of the conversation and closing the deal successfully.
• The "Higher Authority" tactic involves acting as a gatekeeper and preventing access to the main decision-maker. Instead of negotiating, use this as a chance to understand the prospect’s goals and aim for a meeting with the actual decision-maker.
• In "The Last-Minute Nibble," prospects request additional perks at the last minute. Maintain boundaries by only conceding on non-monetary items or adjusting the agreement if necessary.
• With "Short Time Frames," decision-makers may try to limit negotiation time so that you make concessions under pressure. Use a concise, value-focused pitch to earn more time or set up a future discussion.
• PhoneBurner provides tools like integrations, automations, and lead distribution features to support agents when navigating negotiations. Our platform can help you and your team maintain control during phone conversations and improve sales outcomes.

Part of making more successful sales calls is having a good grasp on the ins and outs of negotiation.

If you don’t, prospects can take advantage of you or waste your time. You can also end up devaluing your products or services by selling closer to the floor price instead of the ceiling price.

Chances are, you're already aware of many sales negotiation tactics and have some experience for overcoming them. But even the best salespeople can be blindsided by good negotiators from time to time.

When you get put on the back foot in phone sales, it’s easy to lose control of things. Some negotiators play on your desire to ink a deal, get out of a slump, or keep the door from slamming shut—and unless you know how to respond, you can end up giving the game away.

So today, we’ll give you 3 sales negotiation tactics to watch out for, along with a plan to overcome each one of them. Let’s dive in.

Tactic #1: The Higher Authority

You’re talking to a prospect and realize that they aren’t the main decision-maker. And so, by trying to negotiate terms with them, you’re merely creating a starting point for the decision maker… if the conversation even gets to them.

How to overcome it:

• Understand the role of who you’re talking to and what they're really in a position to do.
• Respectfully help them accomplish the role they’ve been given—as their input is likely valuable to the real decision-maker.
• Don’t negotiate on things like price or terms. Rather, find out their goals, objections and pain points, and move toward a meeting with the decision-maker.

Example:

“If we are able to [get that result, handle that issue, accomplish that goal], would we be able to move forward?”

For more information on getting past gatekeepers, check out this article: Gatekeeper Script: Turn Gatekeepers Into Advocates Instantly.

Tactic #2: The Last-Minute Nibble

You’ve got a deal in place and all seems to be going well. But before the deal is finalized and signed, the prospect makes a few last-minute “nibbles” or requests for small additional things—that weren’t originally included in the initial deal.

How to overcome it:

• Offer small concessions on non-monetary things—like delivery time. Speak to how these can add value to the prospect without requiring you to come down on price.
• Avoid “caving in”, as it sets a bad precedent for the relationship. The prospect is essentially trying to milk you for extras that weren’t in an original agreement—an agreement that they seemed pretty happy with in the first place.
• Consider offering to accommodate their last-minute request with a reasonable adjustment to the deal. That way they can either see the fairness in the new deal, or realize that they can do without their new request, and were okay with the initial agreement after all.

Example:

“I understand you’d like [extra service]. In most cases, this would require an adjustment to the agreement to account for the added value. If it’s essential, we can discuss how to incorporate it fairly, or I’d be glad to confirm the original terms we both agreed on.”

This approach reasserts your value, keeps the agreement fair, and subtly tests whether the "nibble" is essential to the prospect—or merely an attempt to gain more without paying for it.

Learn more by checking out this article: 8 Surefire Negotiation Tips to Supercharge Your Skills.

Tactic #3: Short Time Frames

Let’s say you do get a decision maker on the phone, but that decision maker is only giving you a few minutes to talk—not enough time for you to make a proper pitch for your product or service, nor to negotiate the right price.

Something like...“Okay, I’m listening, but I only have 10 minutes before my meeting.”

How to overcome it:

• Don’t let decision-makers pressure you with short time frames. In all likelihood, without the proper amount of time you’re not going to get far enough to ink a deal—and you may not get another shot.
• Instead, tell them that you respect their time and don’t want to rush them. Then use a strong, specific solution-oriented pitch to “earn” you another conversation.

Example:

“My company is helping [other people like you/businesses like yours] to [achieve this specific, much desired benefit/solve this big problem]. Would you be willing to carve out 30 minutes tomorrow to learn how, and see if we’re a good fit?”

There’s plenty of time for that! And with the right value statement, you’ll earn yourself an opportunity to get the job done right. Find out how to get even more chances by checking out this article: 9 Tips for Getting More Sales Meetings with Prospects.

Better Negotiations Start with Higher-Quality Conversations

Staying in control of sales negotiations isn't easy, but it's vital. It pays to be aware of situations in which your prospect has wrestled away control, and then to use value, patience, and mutual respect to get back on good footing.

Remember, successful negotiation means both parties walk away feeling like they've got a good deal. By focusing on solutions and real value, you'll ensure your prospect wants to keep moving forward—and that you don't have to offer unjust concessions to make that happen.

The way you start each sales conversation also matters. Tools that let you reach more prospects for high-quality live conversations give you more promising opportunities to put your best foot forward and follow-up effectively, reducing the risk of being derailed by one of the tactics above.

Find out how PhoneBurner can support you during prospect negotiations. Start your free trial here.

‍