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Infographic: 16 Tactics Buyers Use in Sales Negotiations

Good negotiators have the ability to recognize the negotiation style of the other party.

When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides.


But what about when your buyer takes a different approach? What if your buyer is just trying to get the price reduced, get more from you for less, or something else altogether?


Despite the benefits of a partner-style negotiation, you need to know how to deal with positional buyer tactics when they arise.

In this infographic, we share 16 of the most common tactics a buyer might use, what they look like, and how you can be prepared for and respond to each so you can successfully negotiate with buyers on their terms.

After taking a look at the infographic, make sure to enroll in our RAIN Sales Negotiation online training program. You'll get the tools and develop the skills you need to take control of every negotiation so you walk away with not just a good deal, but the best deal possible. Enroll now.

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.

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