How to Reduce the Power of Difficult People During Sales Negotiations

Reduce the Power of Difficult People During Sales Negotiations

Because high stakes sales negotiations can quickly get personal, many successful sales reps learn how to reduce the power of difficult people during sales negotiations.

In our experience, it is never be easy to quiet the noisy critic or recapture the attention of a chronically rude negotiator when an important deal is on the line.  Even worse, some negotiators can be aggressive, intimidating, demanding or even hostile. Yet some sales negotiators are able to turn confrontation into cooperation and even mutual respect.

When it comes to difficult people, here are three tactics from sales negotiation training best practices that help:

  1.  Use an “I” message when negotiating.  Rather than place blame with a statement that begins with “you,” state your own feelings in a statement beginning with “I.” The focus is on what you feel about someone’s behavior not on how terrible the other person is for causing it. Communicating your anger or frustration in this more controlled way is far more likely to defuse the situation and get your sales negotiations back on track.
  1.  Ask a question, simply and sincerely. If, as an example, in the middle of your sales negotiation, your counterpart brings up a new objection or request, ask something like, “Is there something that I have missed?” A thoughtful question can often make others aware of their irrational behavior and stop it on their own – especially if you can steer the conversation back to what matters most to them and how you are finding common ground for success.
  2. Meet privately whenever possible.  When it comes to difficult people, it is often best to avoid disagreements with them in front of others, where they may be afraid of losing face.

You never know when you will encounter difficult people during a negotiation, but now you have ways to reduce the power of difficult people during sales negotiations so they do not take advantage of you or the situation.

Want to know the two sales negotiation tactics your buyers will take 97% of the time?  Download our Sales Negotiation Whitepaper to Prepare for Them Now.

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