Remove the “Thorns” to Move a Sales Negotiation Along

Many salespeople dread the difficult people at the negotiating table, the “thorns” that lengthen the sales cycle while irritating and distracting others from paying attention to the true value that you are offering.

Experienced negotiators, however, have some simple sales negotiation tactics that work to overcome these critical, negative, and often abusive people acting as barriers to your success.

Here are two tips to handle people acting as roadblocks:

• Make it About You, Not Them. Do not fall into their trap. Be careful not to judge or get defensive. You do not want to negatively escalate the situation and shine the spotlight on them. It will only overshadow the value that you are trying to provide and lower yourself to their level.
  
  When someone is making it difficult to move the deal forward you need to make them feel heard and get back to the core issues at hand.
  
  Say something like, "I’m so sorry to hear that. I know this project is really important to you and your company and want to make sure that you are set up to succeed."
  
  
• Cut Through the Crud. Have the courage to thoughtfully and respectfully steer the conversation to the question behind the question.
  
  For example, if a prospect keeps bringing up how your price is way too high you might say, “I share your concerns and also want the pricing to make sense so that we have a long-term relationship and solve your problem at a fair price. When you say that the price is too high, what are you comparing it to?" A direct question helps get to the heart of the issue and hopefully sidesteps any potentially rude or destructive behavior.

Done right, often the thorns in your sales process will be disarmed by your direct approach, will change their behavior, and settle down to objectively assess and support your project.