How the Pros Deal with 3 Dirty Sales Negotiation Tactics

Dirty Sales Negotiation Tactics

An Example of Dirty Sales Negotiation Tactics
My friend’s father ran a used car dealership.  To my chagrin, they used the stereotypical and dirty sales negotiation tactics you would see in movies or read about in cartoons.

One day when picking him up for a trip at his dad’s office, I learned that most of our fears associated with used car salesmen and their dirty sales negotiation tactics are true.  I was shocked to learn their sales people placed recording devices in every office.

When they told their prospective buyers that they were going to check with their boss, they went into another room, had a soft drink and listened to the private conversation that would ensue to determine their sales negotiation strategy and tactics.  While I’m told that no longer happens…

The Best Negotiation Strategy is to Be Prepared
Whenever you are in sales negotiations, you should be prepared for a few dirty sales negotiation tricks from the other side. Hopefully you won’t encounter them but in case you do here are some “counters” that will bring you all back to the table and provide better chances for a win-win agreement:

Three Sales Negotiation Counter-Tactics That Work

1. Starting with an Unreasonable Offer
This dirty sales negotiation trick begins with unreasonable demands and continues with less and less unreasonable requests until the besieged side finally acquiesces…tired of saying no and landing somewhere in “the middle”. Many sales negotiation experts use this technique to “anchor” the negotiation in their favor.  Anchoring is the cognitive bias that occurs when people rely too heavily on the first piece of information offered (the “anchor”) when making decisions.

For example, my friend’s father instructed his sales team to always make an initial low-ball offer when buying a used car to set the tone for the rest of the sales negotiation.  This enabled them to eventually offer less even though the unsuspecting seller felt they had done a good job getting a “higher than originally offered” price.

There are three well-know counter tactics for dealing with an aggressive negotiation anchor.

  • The first is to reject their anchor as being too extreme to form a basis to mutually negotiate.
  • The second is to ask effective questions to better clarify their offer.  Your objective is to understand the other party’s position and motivations without letting their anchor set the tone or control the agenda.
  • The third is to offer a similarly aggressive anchor of your own.

The three approaches can also be combined.  Whichever tactic you choose, the more information you have about what matters most to your buyer and what the market values – the better.

2.  Asking for Just One More Thing
Sales negotiation training experts tell you to beware of the last minute request. This comes just as you are prepared to wrap up the deal. This tactic is typically either a sign of incompetence or a tactic to test if they are getting the best deal possible. The worst thing you can do at this point is to give in without getting something of equal value in return.

Counter this tactic by reconfirming your value, stating they are getting the best deal and making sure they know there is no agreement until everything is agreed to and finalized.

3.  Checking With a Higher Authority
All seems good until the other side says they just have to check with their boss. This should never happen.

Counter this tactic by establishing upfront that you are dealing with the final decision maker and clearly understand the decision making process and decision making criteria.

The Bottom Line
Prepared sales negotiators are effective sales negotiators.  Be prepared for the most common dirty sales negotiation tactics to improve your odds for a win-win agreement:

Want to better prepare your sales team to negotiate?  Download the 2 Research-Backed Sales Negotiation Tactics that You Will Face 97% of the Time to learn more.

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More