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6 Strategies Buyers Use to Negotiate Price

blog author
Written by Mike Schultz
President, RAIN Group

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It's tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their concerns are valid, or a bluff.

Download Now: [Infographic] 16 Tactics Buyers Use in Sales Negotiations

Here are some common negotiation tactics buyers might use to gain a positional advantage, and ideas for how to respond.

Now that you can identify these buyer strategies, prepare for your next negotiation by giving some thought to how you will respond if any arise. It's your job to dig deeper into the real issues, separating the buyer's valid concerns from their bluffs and manipulations.

For more negotiation tips, check out 6 Essential Rules of Sales Negotiation >>

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RECOMMENDED READING >> The #1 Way to Decrease Anxiety and Gain Leverage in  Sales Negotiations


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Topics: Sales Negotiation