Have you ever thought you closed a deal only for the prospect to want to “talk about the details?” It’s a frustrating position to be in. It doesn’t mean you’re at the prospect’s mercy, though. Negotiation is all about achieving a mutually beneficial outcome. Plus, at this stage in the game, Leslie Ye, the editor of the HubSpot Sales Blog, says prospects want to get your offering into their hands.

You can maintain the high ground and strike a good deal for both parties – just be careful about the phrases you use. Ye says salespeople should avoid some problematic phrases when negotiating. We outline her guidance on what you should avoid saying in this issue of PromoPro Daily.

  1. “This call should be pretty quick.” Instead of putting prospects at ease, this phrase may set them on edge. People feel more comfortable knowing there’s plenty of time to discuss the terms and come to a decision, Ye says.
  2. “Between.” This word can be problematic in price negotiations because prospects will always go for the lower price. Plus, Ye says the lower price anchors your prospect’s perception of your offering’s value.
  3. “What about a lower price?” If a promo buyer can’t pay full price, you can consider offering a price reduction – but only if you get something in return. For example, can they sign today or commit to buying more products? Your product is priced the way it is for a reason, Ye says, so don’t lose sight of its value in your desire to get the deal done.
  4. “I have the final say.” Even if you have the authority to move a deal forward, you don’t necessarily need to show your hand. Stepping away from the negotiation can give you time to review if the terms are truly acceptable to you and your company.
  5. “Let’s work out the details later.” Just like you wouldn’t hire a contractor to work on your house without knowing the details, you shouldn’t leave the negotiation table without fully understanding the terms.
  6. “I really need to get this done.” If the prospect knows you need the deal to make your quota, they have the power. Don’t reveal you’re under pressure.
  7. “Let’s split the difference.” This can substantially decrease your margins, Ye says, and can make your offering appear much less valuable. Always try to resolve the difference in another way.

Every salesperson hopes for a quick trip through the sales pipeline, but that doesn’t always happen. You can set yourself up for more success by watching the language you use in negotiations. When you eliminate the phrases above, you can make the sometimes-uncomfortable negotiation process go much smoother.

Compiled by Audrey Sellers
Source: Leslie Ye is the editor of the HubSpot Sales Blog.