The Most Powerful "Word" in Sales Negotiation

The most powerful word you can learn in any sales negotiation training program is this: "___." That’s right! Say nothing. Nada. Zilch. Zero.


When a prospect says, for example, "You’re price is WAAY too high."

Respond with, "___."

You might feel awkward. But your prospect will have to say something.

And that means they’ll tell you why they think it's too high. That's what you're after, isn't it? There must be a reason for saying your price is too high. And, if you're quiet, they'll have to tell you what their reason is.

Then, you can address their objection.

Okay, if you're not comfortable with silence, you might also simply respond with, "Why do you say that?"

You'll get the same result: They'll tell you why they think it's too high.

This is just one of the negotiation strategies and tactics contained in the Sales Negotiation Training book called, "How to Sell at Margins Higher Than Your Competitors."




Jeb Brooks

As the President and CEO of The Brooks Group, Jeb Brooks is responsible for carrying forward the nearly 40-year legacy of building world-class sales organizations. Having grown up in the business, helping organizations reach their full potential through transformational change is a part of Jeb’s DNA. Jeb's passion for sales and sales management developed at an early age when he began attending sales conferences with his father (and The Brooks Group's Founder) the late Bill Brooks.

Published on June 29, 2010

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