The Most Powerful “Word” in Sales Negotiation

Written by: Russ Sharer

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.

Written By

Russ Sharer

Russ is the Director of Sales Strategy Excellence at The Brooks Group. Russ combines his 30+ years in B2B Sales and Marketing with his in-depth facilitation experience to deliver high-impact training programs as well as lead The Brooks Group’s team of talented facilitators.
Written By

Russ Sharer

Russ is the Director of Sales Strategy Excellence at The Brooks Group. Russ combines his 30+ years in B2B Sales and Marketing with his in-depth facilitation experience to deliver high-impact training programs as well as lead The Brooks Group’s team of talented facilitators.

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