Sales techniques can—and should—align with your unique offerings and personal values; use these 7 tips for negotiations on your terms.
Successful negotiation is not about getting to ‘yes’; it’s about
mastering ‘no’ and understanding what the path to an agreement is.
—Christopher Voss
In the summer of 2001, I wrote my first real estate offer.
I had just become a licensed broker and had spent the day out with my first Buyer clients. After several hours of looking at properties, my clients left for the drive back to their home in Atlanta. Shortly after dark, they called me and said they wanted to put in an offer on one of the homes I had shown them.
I was elated. And then I panicked.
I took down all their pertinent offer information as I sat in my makeshift office (a desk pushed up against the front door in the entryway of my house—a story for another day). I stared at my laptop screen.
The (First) Offer
I pulled up an offer template and reviewed each line in the contract. I was so worried I would make a mistake, I triple-checked each entry. My Buyers signed the papers, and I submitted the offer.
Turns out, that was the easy part!
The next day, I received word from the broker representing the Sellers that they would be countering our offer within an hour or so. My son, Adam, had just turned two years old, and I knew I would need to keep him entertained while I negotiated.
The Art of Negotiation
I flipped to the back of one of Adam’s favorite Curious George books and followed the directions on how to make paper boats. Using old newspapers, I quickly made about ten boats. I dug his old plastic baby tub out of the closet, put it out on the deck, and filled it with water. I rounded up all of Adam’s favorite plastic men, superheroes, and action figures.
I was ready.
The broker called and delivered the counter. I captured all the particulars on my notepad. Before I called my clients, I showed Adam the tub, plastic men, and one of the paper boats.
“You can be just like Curious George sailing boats in the pond. You can even put your men in the boats!”
Adam was thrilled out of his mind.
I left the door to the deck open, and I sat on the floor next to the threshold with my notes and phone. I dialed my clients and delivered the counter.
As my Buyers and I discussed our response, I kept a close eye on Adam and the state of his paper boat. When the boat became too water-logged to float, I’d grab another from my stash and replace the downed ship.
I was on the phone for about an hour going back and forth between my clients and the broker representing the other party. We got to a critical point in the negotiations, and I could feel both parties getting weary and edging toward a stalemate.
I was also down to one boat.
I decided to switch from staying in the back-and-forth dynamic and bring in a fresh set of sales techniques. I asked the Sellers’ broker what his people really wanted apart from getting their price. Were there any special circumstances that my clients could help with?
It turned out there was!
His clients wanted to stay in the house after closing so they could finish construction on their new house and not have to move twice. I knew immediately I could put the deal together—the new sales techniques would work.
My clients quickly agreed to let the Sellers stay in their home for two months after closing. As I put the last boat in the tub, the Sellers’ broker said we had a deal.
7 Sales Techniques for Your Next Negotiation
Negotiation is the heartbeat of entrepreneurial and creative success.
Whether you’re landing a dream client, collaborating on a project, or securing funding, your ability to navigate the give-and-take of negotiation shapes your opportunities.
But what if the traditional playbook feels too rigid or outdated for your vision? Let’s explore innovative sales techniques that align with your unique approach and values.
1. Reframe Negotiation as Collaboration
Many view negotiation as a tug-of-war, but the best outcomes often come from reframing it as a collaboration. Instead of entering a discussion with a mindset of “winning,” focus on co-creating solutions that serve both parties.
Ask open-ended questions like, “What’s most important to you in this agreement?” or “How can we make this a win-win?” This approach not only reduces tension but also builds trust, opening the door to more creative solutions.
2. Use Storytelling to Build Connection
Numbers and logic are important but don’t underestimate the power of storytelling. Share a personal anecdote or the origin story of your business to create an emotional connection. For example, if you’re pitching your services, explain the “why” behind your work and how it impacts clients. Stories humanize negotiations and make your position memorable, giving you an edge when decisions are made.
3. Employ Uncommon Trade-offs
Think beyond the obvious. If budget constraints arise, offer alternative value. Can you provide additional services, extend timelines, or collaborate on marketing efforts? For example, a graphic designer could offer a case study feature for a client’s portfolio. Non-monetary trade-offs demonstrate flexibility while preserving your worth.
4. Harness the Power of Silence
Silence is one of the most underused negotiation tools. When faced with an offer or counteroffer, pause before responding. Silence can create space for the other party to fill in gaps, often revealing additional insights or even improving their offer. It also signals confidence, encouraging others to take your terms more seriously.
5. Lean on Empathy and Curiosity
Empathy isn’t weakness—it’s strategic. By deeply understanding the other party’s needs and concerns, you can craft solutions that resonate. Use active listening to uncover hidden priorities. Respond with curiosity, such as, “Say more about what’s driving that concern.” This not only uncovers valuable information but also positions you as a partner rather than an adversary.
6. Prepare, but Stay Adaptable
Preparation is key, but so is flexibility. Come equipped with data, alternatives, and a clear understanding of your priorities. However, stay open to pivoting in the moment. A path to success often arises when you’re willing to explore unexpected angles or ideas.
7. Close with Integrity and Optimism
End every negotiation with integrity, even if the outcome isn’t what you’d hoped. Express gratitude for the opportunity and leave the door open for future collaborations. Optimism leaves a lasting impression and may turn today’s “no” into tomorrow’s “yes.”
Crafting a Partnership is the New “Closing a Deal”
Negotiating with innovation means stepping away from rigid formulas and embracing creativity, connection, and empathy.
As an entrepreneur or creator, your ability to think differently is your superpower. Use it, and the sales techniques that bolster it, to shape deals that don’t just work on paper but resonate deeply with your goals and values.
The next time you step into a negotiation, don’t just aim to close a deal—aim to craft a partnership that propels you both forward.
