Sales Negotiation Phrases & Techniques to Close More Deals

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As a sales professional, you have enough on your plate. But without proper deal-closing sales negotiation techniques, you might lose a prospect on the verge of saying yes. In this guide, we share expert sales negotiation techniques, essential sales negotiation phrases, and a comprehensive sales negotiation conversation example—all designed to help you seal the deal and handle negotiations like a pro.

A mere 30% of sales qualified leads are closed by the top businesses, while others hover around the 20% range. Moreover, 80% of prospects say they resisted a deal four times before finally saying “yes,” while 92% of sales professionals give up after hearing “no” just four times.

How do you negotiate a sale? Closing a deal is no walk in the park—it requires patience, persistence, and advanced sales negotiation skills. You might think the prospect isn’t interested, but with the right sales negotiation phrases and techniques, there’s still a strong chance to close the deal. You’ve worked day and night to reach this point, so giving up now is not an option.

Even the most experienced salespeople feel the pressure when deal-closing time arrives. However, you can transform that pressure into a decisive advantage with proven sales negotiation techniques and a solid sales negotiation conversation example.

Closing the deal: New-age sales negotiation techniques that professionals must try

Lanskap penjualan modern membutuhkan teknik penutupan penjualan yang baru. Dan di sini, kami memberikannya untuk Anda. Dengan meningkatnya penjualan inbound dan hilangnya teknik-teknik yang biasanya dianggap terlalu "menjual", teknik-teknik era baru yang mempertimbangkan pelanggan modern ini akan membantu Anda di setiap titik dalam siklus penjualan, bukan hanya pada saat pembelian akhir.

Through the sales engagement course, you - the salesperson - must keep track of the potential customer's discovered needs and speak to those needs in subsequent interactions. Ensuring that you record these needs will also serve to close deals faster and better. Megan Dunn, Lever’s Megan Dunn, says personalization is key.

The assumptive close

This deal-closing technique takes advantage of positive thinking, which helps you channel your inner confidence into every interaction with your prospect. It emphasizes your belief that the current prospect will close the deal with you from your first outreach to them.

This can astound your interactions with the prospect, making it more confident, authoritative, and well-directed from the get-go!

The question close

The question close is an effective strategy to instill confidence in your prospect while probing further if the prospect isn’t convinced yet. You can find out if any objections arise by asking if they are satisfied with your solution.

If they say yes, then you know you have nailed it. But if their response is a no, throw another question to investigate further, such as ‘May I know why we cannot proceed on this path?’.

This shows you care and you are still interested in providing a solution. It gives you the time to address their objections. Brian Tracy, author, and CEO of Brian Tracy International, says simply asking ‘why won’t you give the product/service a try’ is an effective closing technique.

The soft close

Simply asking if selling aligns with their business’s vision can help you learn more about your prospect. If you want to keep the conversation light yet know more about their needs, you can ask them whether the solution aligns well with their current business goals.

Julianne Gsell, the enterprise sales director of Box.com, can help you build a relationship with them while not throwing anything unexpected their way. You can outline the benefits of what you are selling, but as you aren’t asking them to commit, they are more likely to show interest.

The take away close

This closing technique is based on negotiation. Let us say your prospect is asking for a discount. Rather than saying yes, you can offer to remove certain (unneeded) parts of the solution. This technique is a psychological one because they might not need that part of the solution anyway, so they think they struck gold.

They will likely take up the offer, especially if they object due to the price. This technique works wonders when you have a multi-tiered platform, and removing certain parts and features is possible.

Closing the deal: Tried and tested sales negotiation strategies that haven’t lost their charm

While modern sales negotiation strategies might be the rage now, some traditional techniques are still being used by sales leaders worldwide. They worked then, and they work now, provided you know the right situation to use them in.

The now or never close

Your prospect will be interested in what you have to say if you convince them of an instant reward if they sign on the dotted line immediately. An example of a now or never close would be ‘If you purchase the solution today, you instantly become eligible for a flat 10% discount’. You want to make your prospect unable to resist your offer.

The sense of urgency can convince even the most challenging prospects because they must decide now. Otherwise, the deal will slip away from their hands. This technique works best when you know the prospect is interested in buying but isn’t giving their final nod.

The summary close

In this close technique, you want to clarify why your solution is of value. Reiterating the product features is one thing but showing how the solution can provide high value is even more important.

The summary close makes it clear in your prospect’s mind what they are getting out of the deal. Jill Konrath, author, and speaker, says it works. You can run through the points you discussed earlier in your conversation with your prospect, and this sets them up as they visualize that solution in their life.

This can help motivate them to close the deal. They can get convinced faster when they hear all the reasons why your solution is beneficial. This can help nudge them to decide and say yes to your deal.

The sharp angle close

The sharp angle close can be a win-win situation if you play your cards right. But yes, it requires preparation from your end. Your prospects know they are powerful; the ball is in their court because they need to sign. You can still outsmart them by attaching a condition while agreeing to their negotiation.

For example, let us say your prospect is asking for an add-on. You can say yes and then present a new condition to signing the contract within a stipulated time. You can make them happy by catching them off-guard while closing the deal on the same day.

Advanced sales negotiation skills used by experts

Sales are challenging, but if your prospect asks for negotiation, it can get more complicated unless you are armed with some sales negotiation skills that sales leaders use. Here are some sales negotiation techniques to help you negotiate without losing out.

1. Make them feel heard by paying attention to what they say

Raymond Gunn, the managing partner at Wingspan Capital partners, recommends being the best listener to win. Jill Angelone, Lyft Corporate Travel Emerging Markets account executive, agrees that sometimes being quiet is the best, they talk.

You can convince the prospect if you make them feel heard. The negotiation will be a disaster if you cut them mid-sentence or start countering what they say before they complete what they need to say.

Instead, show respect and let them ultimately say what they need to before starting your counter-argument. This gives you time to think of the negotiation and gives you more perspective on how you want the negotiation to proceed. Moreover, if you speak too early, you might give more than they were going to demand.

2. Responding isn’t equal to reaction.

Kedua istilah ini berbeda, namun keduanya dapat membuat perbedaan besar dalam negosiasi.

A reaction won’t get you far because you will say whatever comes to mind in the spur of the moment. Expert negotiators don’t let their prospects slip away so easily. Instead, try and slow down the conversation by responding to what your prospect is saying.

You want to take time before responding rather than blatantly refusing what they are saying. This gives you time to negotiate better, so both of you win instead of infusing your conversation with bitterness.

3. Lean towards a level playing field

Negosiasi harus saling menguntungkan.

You don’t want to make your prospect feel dejected at the end of the negotiation. You want them to feel like they got the best deal possible. But you don’t want to lose out either. If they demand something, put something on the table from your side, such as a request.

When you show that you have heard them and are considering what they are proposing, you show them that you care about them benefitting too. You want it to make it seem like you are considering something because of what they have said.

4. Be prepared because your prospects will ask for discounts

Your prospects know you are expecting them to ask for a discount. You don’t always need to give a discount when your prospect asks you to. But you can give them other benefits rather than decreasing the price of the solution you are selling.

For instance, let us say they ask for a discount because they think your solution isn’t worth the full price. You can show your prospect how the item you are selling is of high value. Rather than transactional talk, you can steer it to value conversation, which can help you get a better deal while offering something in exchange, so your prospect doesn’t seem like they lost.

5. Don’t rush the sales negotiation process.

Negosiasi tidak akan berakhir dalam sekali jalan, jadi bersiaplah untuk pertempuran.

As a salesperson, you will find it ideal for negotiating the terms and calling it a day. It can take some time in real life, maybe even weeks, before both of you agree on the terms. Before that, don’t rush to change the contract.

Not everything from the prospect will make sense, and some ideas can even seem preposterous. You want to verbally agree on mutual terms before it comes to revising the contract and making changes. The result should be mutually acceptable before closing the deal.

Not all deals close, and while that’s a dismal reality in sales, it doesn’t mean you shouldn’t try strategies to close the deal. Sometimes, it is best to walk away if you are running around in circles with negotiations. But at other times, it is best to give people time, according to Steli Efti, CEO of Close.io, because following up can show you care, and they might convert.

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100 Unique sales negotiation phrases to crack sales deals

Here are 100 different sales negotiation strategies to make it easy for you under other conditions. So, let's dive in and explore the world of sales negotiation!