Descriptions:
I am going to reveal one of the most powerful tools in negotiation. Once you know this, you’ll understand how to close deals at the right price. I am Lavanya Udayakumar, a sales coach.
One of the most powerful tools in negotiation is silence. The silence after you state the price is uncomfortable. Most salespeople panic and fill that silence with justifications or discounts — and that is the biggest blunder during negotiation.
In that silence, your buyer is actually processing your price and validating it internally. They are doing all the mental work you want them to do. But when you break the silence first, you are indirectly signalling that your price is not firm. That’s when the buyer feels the need to negotiate again.
In high-value deals, sophisticated buyers are trained to use silence deliberately. If you open your mouth too soon, you hand over your power and let them control the situation.
This is what separates an average salesperson from an expert. So think again — what are you going to do during your next sales closure?
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