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Common Sales Negotiation Mistakes to Avoid

Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner... even getting your kids to go to bed.

Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, "Much of the advice from parenting experts is flapdoodle." We feel the same about sales negotiation advice. Not only is it flapdoodle, it is often directly the opposite of what a seller should do.

A lot of "experts" and those who believe themselves well-versed in negotiations take the liberty of sharing all kinds of recommendations for succeeding in sales negotiations.

5 Common Sales Negotiation Mistakes

Here are 5 of the most common bad pieces of sales negotiation advice we see:

  1. Let the buyer make the first offer
  2. Keep emotions out of negotiations
  3. Always use a win-win approach
  4. Always get what you can
  5. Always hold your ground on price

To help you avoid these mistakes and set your team up for negotiation success, we’ve developed the report, 5 Common Sales Negotiation Mistakes. In this white paper, Mike Schultz and John Doerr identify 5 common pieces of sales negotiation advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.

Specifically, you’ll learn:

  • How to decode what's behind the 7 types of price pushback
  • How to maintain and strengthen relationships during a negotiation
  • 4 mistakes to avoid when responding to money objections
  • The one question you shouldn't ask in a sales negotiation

Click here to download 5 Common Sales Negotiation Mistakes.

Additional Reading
How to Maximize Prices and Improve Margins

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.

At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.

6 Essential Rules of Sales Negotiation

When watching sellers negotiate, perhaps the easiest things to see are the mistakes. Having now spent two decades studying sales negotiation, observing negotiations, and coaching and training sellers to negotiate, we've distilled the common areas that the best sales negotiators consistently get right.

[On-Demand Webinar] 6 Essential Rules of Sales Negotiation

Negotiating a sale is never easy, and more often than not you'll be faced with price pushback, lengthy delays, excuses, purchasing nightmares, and more—even after you think you've done a solid job making your case.