The One-Up Negotiation

Every One-Down salesperson has a tell, something that reveals their low level of status and knowledge. A decision maker or a professional buyer will recognize this tell and command the One-Down salesperson to “sharpen their pencil,” or they’ll politely ask for a lower price or some other concession. The One-Down salesperson explains they will have to speak to their sales manager to see what they can do, and by saying those words, they inform the buyer that a lower price or desired concession will soon be approved.

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