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.

Silence!

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."   @JebBrooks

WRITTEN BY

Jeb Brooks

As the Chief Culture Officer of The Brooks Group, Jeb Brooks is responsible for the initiatives that create and maintain a strong company culture. Jeb believes fervently that companies don’t grow, people do. The purpose of The Brooks Group is to help team members grow as people and professionals so that they can help clients do the same. Jeb’s work is centered around identifying opportunities for everyone to push their comfort zones and extend beyond their limits.

Published on June 29, 2010

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