Sales negotiation is tricky, with many twists and turns. Do you catch yourself wishing you’d had more sales negotiation training? Or that you could have predicted which verbal tactics the team on the other side would follow?
We wanted to determine if there was a pattern to sales negotiations. In a study in 19 countries that took over 3 years and involved Fortune 500 firms from many industries, we collected a list of the “most difficult” and “most common” verbal negotiation tactics. Guess what! The pattern of the buyers’ verbal tactics was consistent 97% of the time.
Buyers generally follow 2 options:
1. The Alternative (comparing your product/service to the alternative, most often your nearest competitor) and
2. The Price (asking for either a discount or a free service or product)
Sales negotiation training can now prepare you to anticipate not hundreds but only two general strategies.
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