Time Your Sales Negotiation Moves Carefully

In sales negotiations, timing matters.

Your position in a sales negotiation can be considerably enhanced simply with a better understanding of when (and when not) to make a move.

Strategic timing can make all the difference between success and failure. Here are some tips on timing your sales negotiation moves to create an advantage.

• Bide your time. Do not be in a hurry to agree on price or any other major item too early in the negotiation. Wait until all the cards are on the table and you know all that is at stake.
  
  
• Do not postpone resolving a conflict. It is better to uncover a major obstacle early rather than waste time and effort in a negotiation that will never work.
  
  
• Do not be pressured into a premature agreement. If you need to check with a superior before committing to a contract, do so without any embarrassment over the delay.
  
  
• Be patient. If there are major decisions to be made, consider requesting a recess or postponement so you can confer with your team members. Then arrange a follow-up session.