14 Main Negotiation Techniques for Sales

Negotiation is a fundamental skill for salespeople, entrepreneurs, and any professional who deals with other people.

With that in mind, we’ve prepared this article with the 14 negotiation techniques you need to know!

Read the full article to learn everything about the topic:

What Are Negotiation Techniques?

Negotiation techniques are tools, methods, and behavior patterns used to persuade and convince others in order to achieve a desired goal.

In the case of sales, these techniques are applied to close a purchase or service deal.

What Are Negotiation Techniques For?

During a negotiation process, it’s essential to use techniques that allow you to understand the other side, grasp their needs and desires, and formulate a proposal that meets both parties’ interests.

In sales, the two parties involved are the company and the consumer.

These techniques help reach a consensus and provide sales representatives with tools to achieve the desired outcome — closing the deal.

14 Main Negotiation Techniques

To overcome customer objections and secure better business transactions, check out the 14 main negotiation techniques:

1. Plan the Sales Process

Planning is the first step toward a successful sales process.

This planning should include an understanding of sales dynamics, the customer’s needs, and how the solution offered can impact their daily life.

It also involves knowing your negotiation limits, such as delivery terms, deadlines, discounts, and payment conditions.

2. Choose the Most Suitable Negotiation Technique

We’ll present several negotiation techniques below.

That doesn’t mean you should try all of them at any cost to close the deal.

Knowing your decision-maker, analyze and combine the techniques best suited to each situation.

3. Define a Sales Methodology and Framework

The sales methodology and framework used also play a key role in successful negotiations.

For example, you might choose between Inbound or Outbound sales methods, and apply frameworks like BANT, SPIN, NEAT, or GPCT, each with unique characteristics.

To choose the best one, consider:

  • Situation;
  • Problem;
  • Implication;
  • Need.

4. Create Empathy

One negotiation technique used not only by salespeople but also in conflict resolution is rapport or mirroring.

This psychology-based method encourages the negotiator to create empathy by subtly mirroring the other person’s behavior.

Beyond verbal communication, make use of body language.

When applied subtly, this technique makes the other party feel more comfortable and open to negotiation.

5. Nail the Approach

Your plan won’t always match reality.

So, you need to read the flow of the negotiation and adjust if things aren’t going as expected.

Pay attention to your prospect’s signals, allow space for them to speak, and tailor your pitch to what they’re interested in.

This flexibility lets you try a different technique mid-conversation and guide the negotiation toward your desired outcome.

Also readAccountability: The Path to Success in Sales Teams

6. Allow the Customer to Walk Away

Of course, every sales rep aims to close the deal.

But high-pressure tactics are not effective persuasion methods and may drive away a customer who isn’t ready to buy.

Salespeople must develop the skill to distinguish between objections that can be overcome and those that signal a real end to the negotiation.

Letting the customer walk away respectfully helps build a long-term relationship and keeps the door open for future opportunities.

7. Be Friendly, but Stay Focused

During negotiation, the salesperson acts as someone genuinely concerned with solving the customer’s needs.

This empathy is important to close deals — but don’t forget that you also represent your company’s interests.

So, be friendly, but always defend your viewpoint and stay focused on your goal from the first contact.

8. Use Mental Triggers

In short, a mental trigger is a piece of information that causes an automatic reaction from the listener.

In sales, mental triggers are used to stimulate the buying decision.

In 1984, American psychologist and researcher Robert Cialdini published Influence: The Psychology of Persuasion, where he outlined six principles that act as mental triggers for sales:

  • Liking,
  • Authority,
  • Consistency and Commitment,
  • Scarcity,
  • Social Proof, and
  • Reciprocity.

These triggers are still widely used in sales techniques today, alongside others that have emerged over time.

We explore this topic in detail in the article 9 Mental Triggers That Still Work in Sales (2022)”.

9. Offer More Than One Value Proposition

Another negotiation technique is giving the customer a sense of choice.

Instead of presenting just one fixed offer, provide two or three variations and allow the customer to choose.

10. Be Ready to Overcome Objections

One trait that separates good salespeople from great ones is the ability to overcome objections.

Common objections often relate to price, timing, competition, mistrust, reluctance, or lack of interest.

Listening well, understanding the lead’s profile, and knowing how to argue effectively will help you stand out and navigate objections successfully.

Want to know the most complex objections and how to handle them?

Read the article “Sales Objections That Make Reps Panic — and How to Overcome Them.

11. Create a Sense of Urgency

Creating urgency is another core negotiation technique.

This is a type of mental trigger that taps into time scarcity.

When people feel time is running out, they instinctively believe the product is also about to run out.

12. Offer a Bonus

If possible, have some kind of bonus, gift, or special condition ready for customers who’ve shown interest but aren’t quite ready to commit.

This strategy makes the customer feel special and that they’re getting extra value with their purchase.

13. Review All Key Points

As the negotiation wraps up, review the most important points discussed to ensure clarity — especially in long or complex negotiations.

This is also the time to resolve any doubts and solidify the terms of the commercial proposal.

14. Make the Process Easier

The salesperson’s job is to mediate the interests of both the customer and the company.

With a clear understanding of both sides, you can either simplify or complicate the sales process.

Naturally, your goal should be to simplify it.

Be available when needed, communicate through the customer’s preferred channels, and reduce bureaucracy and steps where possible.

Customers appreciate ease — and the results will reflect your efforts.

Conclusion

With a well-planned process, the right tools, and by applying the main negotiation techniques, your chances of closing great deals will increase significantly!

Share this article with a sales rep, freelancer, or entrepreneur who could benefit from the tips we’ve shared here.

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