April 24, 2020

Multiple Points of Leverage

Starting a negotiation is tricky business when you’re in sales.

Obviously, you want to achieve a desirable outcome for yourself. That usually means achieving the sale but it could also relate to accomplishing other goals.

The issue I see with many salespeople is that they negotiate from the standpoint of achieving what they want. That means they make no effort to understand what the client wants.

So, I want you to ask a simple question of the client at the start of a negotiation:

What do you want?

How you phrase this will depend on who you’re talking to. For example, if you’re trying to sell a property investment opportunity, you may say something like:

“What do you look for in an investment property?”

That’s going to prompt the prospect to give you three or four things that they look for. These just so happen to be the things that they’re looking to achieve out of the negotiation.

Some call these the key values. However, I consider them to be your points of leverage.

The idea here is to establish multiple points of leverage at the beginning of the negotiation. 


Having several points of leverage means that you have more opportunities to create value for the client when negotiating.

Each point is something that you can come back to when making your case.

And the best thing is that you can often expand from each point of leverage.

In the property investment example, the client may tell you that location is important to them. That doesn’t just mean how nice the location seems. It also means that they want a property that offers good transport links and that’s in a growth area.

All of that extra stuff matters, which means you create even more points of leverage.

Having points of leverage means you have more options when trying to keep someone engaged in a negotiation.

Frontier Performance can show you more about finding those points.

Send or click here to get a copy of my 7 Psychological Mistakes That Sales People Make and How to Fix Them.