Sales negotiation training programs focus on how to stay engaged in the negotiation and keep things moving forward. But there are times when it’s smart to step away for a bit and to take a break from a difficult sales negotiation.
Sales negotiations can be exhausting. They require absolute focus. You need to be watching the other side’s body language and to listen carefully for any shifts in position. You need to be clear on what you need and what you want out of the discussion to feel satisfied with the negotiated result. And yet you need to be cognizant of what would be an agreeable outcome for the person on the other side of the negotiation. Your language has to be conciliatory and tactful while still showing strength and purpose. It’s a balancing act that takes a lot of concentration and energy. Sometimes, you just need to step aside for a bit and recoup. This is a good time for a break…whether for 20 minutes or a day or two. Likely, the other side will welcome a chance, too, to let things rest for a while.
Another reason to take a break from a sales negotiation can be when you are blind-sided by a new demand or surprising new information. You may need to take time to consider this unexpected development and gather with colleagues to figure out how this affects the conversation going forward.
A third reason is when your emotions are getting the better of you. There is nothing to be gained, and much to lose, if show your anger. You need to calm down. Losing your temper would destroy all the negotiation progress you have made so far in coming to a satisfactory agreement. You need to find a way to get the sales negotiations back on track. Maybe you misunderstood the last comment. Maybe the other side was just tossing out an option that they knew would not work but might make their next idea less objectionable. Maybe you need to re-focus the sales negotiations on the common goal that put you across the same table in the first place. Whatever the reason, suggest a timely break and agree upon when you will reconvene.
According to sales negotiation training participants, some sales negotiations move along smoothly; others are lengthy and somewhat confrontational. Don’t forget a useful sales negotiations tool in dealing with those problematic negotiations…taking a smart break. It’s a situation where you are better off going slow to go fast and then reach a successful conclusion.
Download the 2 Most Common Sales Negotiation Tactics to Prepare For
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