It never fails to surprise me.
During a sales negotiation, you ask a salesperson, “How much would that cost?” They answer you. You remain silent or make a disappointed face. Then they keep talking and offering to provide additional services, rationalize their fees, or drop the price. And you have not said a word.
While it seems like common sense, make sure that your sales reps never negotiate against themselves.
Once you make a clear offer, wait. Give your prospect time to absorb your proposal and ask clarifying questions. Do not suggest additional services. Do not justify the price. Do not lower your price.
By pausing, you avoid offering unnecessary concessions, create the potential to learn something valuable, and dodge the mistake of responding to inaccurate resistance.
Besides, if you were willing to do the deal for less than your original bid and want to build a trusting and long-term relationship, then you should have started at the lower price in the first place.
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