Negotiating or Lying – How to Tell the Difference with Buyers

One thing I’m consistently asked is “How do you know if the prospect is being truthful with you or just flat out lying to you?”

Nothing like a little controversy to start the new week! Truthful negotiation tactics or just flat out lying to get you to do something? That is the issue at hand today.

Okay, first let’s take a quick look at truthful buyers. These people just tell you up front – “no. Not today. Get out of here. Please leave you’re wasting my time.” The directness of the statements tells you they mean it. They do not or are not going to do business with you. No doubt, no replay, and no reason to continue at the moment.

By the way, this response is most often triggered by your price being higher than they expected or are getting from your low priced competitor. Therefore, no deal or real negotiation. Other than an occasional – “Is this your best price?” When you say yes – the negotiation is officially over. Move on and be thankful for the direct answer.

There are three ways a buyer will provide tips to you that they are not being fully truthful with you at the moment. Especially during price negotiations.

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B2B Sales Negotiation Tip

Recently I have observed several interesting sales negotiations taking place whereby I could make the call on who would lose any major points. Strong statement? Yes, I know it is. The reason for my prediction was quite simple. One of the players broke rule number one of b2b sales negotiation tips. Okay, so what is … Read more…

How to Handle Tension during Sales Negotiation

Got a question the other day about sales negotiation and what to do when the negotiation goes almost hostile? Stress and tension increase is the norm during these events.

The key is for you to remain calm and buy time to think. This is particularly true when the buyer becomes aggressive with you during the session and wants an immediate answer or for you to give in.

Here what you do while “Buying Time to Think.”

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Barriers to Customer Cooperation

Recently I did some Negotiation work with a client and it reminded me of common issues that come out during the negotiation process between b2b sales people and customers or prospects.

I call these the barriers to customer cooperation which are rooted in the negotiation world, yet, are present in almost any area where cooperation is needed to be successful.

So, let’s explore the five barriers to cooperation…

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