My bet is that you’ll do better than you think!

[rifat28dddd]

If your customer hasn’t executed a deal like yours before, this might be a good time to share some of the things you’ve seen hold up other deals. It’s also a good time to ask them about the questions, concerns, or roadblocks their internal approvers are likely to raise as they escalate your deal internally (I call this, preparing for the “Puppy Conversation“).



Bonus Tip: Forget what you know and aim higher
Have you ever tried to negotiate anything with a child? What is it about kids that makes them killer negotiators? It’s simple.


They have little to no awareness of what a good deal is and are relentless in pursuing their desired outcome. What does that mean for you when it comes to striking the best deal at the end of your fiscal period? Don’t be encumbered by your previous success or failure in the negotiating arena.

The sales rep who sits beside you may have just given away a 20% discount and you may have done ten deals yesterday with the same terms…but guess what? The customer you’re speaking to this afternoon doesn’t know that! On your next call, see what happens if you wipe the slate clean, forget what you know, and act with conviction as if a 5% discount is an incredible month-end deal.





Negotiating a deal at the end of your quota period can be kazakhstan telegram data challenging and stressful. The key is staying focused, selling value, asking the right questions, knowing when to push back, and approaching each situation with a beginner’s mindset.

So how did I respond to the buyer in the first example? I didn’t take the bait and instead appealed to his sense of satisfaction by saying:

“Hey, I totally understand where you’re coming from. You want the best price and believe me when I say, the offer on the table is the best we can do.