May 27, 2020

Clients’ Intimidation Tactics

Every salesperson has run into certain negotiation problems. It’s quite common when you’re dealing with someone who’ll do anything to come out ahead. Oftentimes, they’ll resort to intimidation tactics to push you into a corner.
One of the sales people we train have encountered this many times before. During our sessions with them, we managed to help them understand how these tactics work and what they can do to counter.
More specifically, we focused on the importance of using a “positive no.”

Here’s the thing…
Your client might tell you that a competitor will agree to their terms to pressure you into doing the same. This is classic.
They think they can lowball you and make you capitulate to all their terms. If not, they’ll just find someone else – at least that’s what they’d like you to believe.

Don’t fall for this.
There are several things going on in the background here.
First of all, the competition might be overpromising. Much like the client’s attempt to manipulate you, the competition might be doing the same to them. They might be making impossible promises just to land a client.

What do you think is going to happen then?
Even if the client ends up picking them, they’ll be disappointed. They’ll understand that it’s a mistake to focus on the bottom line.
But it doesn’t even have to come to that. It might well be that the client is just bluffing to get you to lower your price.

This is when you have to put your foot down and say “no.” Don’t avoid the issue. In this way, you’ll retain the power they’re trying to take away from you. This is vital to coming out ahead in any negotiations.
I can help you sidestep intimidation tactics and achieve the best outcome. Click here to get in touch.