Negotiation in Sales

1. Negotiation in sales – 10 skills that top salespeople in India use (2025) Struggling to close deals even after all the hard work? Here’s why... and how India’s top salespeople use negotiation skills to turn tough conversations into closed deals. 1. Active listening Before you talk, listen like your deal depends on it—because it does. Most salespeople jump into product pitches. But the top performers pause, ask questions and carefully listen to what the customer is really saying (and not saying). Why it works: ✅ Builds trust ✅ Helps you tailor your pitch ✅ Makes the customer feel heard Real-world cue: Top FMCG sales managers like Himanshu Mahajan (Dabur India) swear by this. His ₹1.5 crore targets? Hit through active listening and relationship building. 2. Analysing your prospects Don’t just call blindly. Do your homework. ✅ Check their industry, role, purchase history ✅ Predict their likely objections ✅ Understand their pain points Why it works: You’ll walk into the conversation prepared. And the prospect will notice. Example: Rahul Singh Rathore (Café Coffee Day) doesn’t pitch until he’s done a deep dive on the client’s needs and buying behaviour.

2. 3. Persuasion with credibility Selling insurance to someone like it’s a school project? Won’t work. Persuasion isn’t about pressure. It’s about trust + logic + emotion. ✅ Understand what motivates your buyer (Fear? Aspirations? FOMO?) ✅ Use stories, data and benefits ✅ Stay authentic — people spot fake enthusiasm a mile away Pro tip: Nikhil Nijhwan (Woo Study India) uses the SEE Model → Smile, Eye Contact, Enthusiasm → Simple but super effective. 4. Negotiation tactics: BATNA and ZOPA Good salespeople wing it. Great negotiators use proven frameworks like: ✅ BATNA (Best Alternative to a Negotiated Agreement): If this deal doesn’t close, what’s their next best option? Frame your offer as better. ✅ ZOPA (Zone of Possible Agreement): Find that sweet middle ground where both sides feel like winners. Example: Dr. Manpreet Kaur (former Woodland Shoes Sales Manager) used these frameworks daily while handling high-pressure B2B deals. 5. Problem-solving attitude You’re not just selling. You’re solving a problem. ✅ Listen to their challenge ✅ Propose customised solutions ✅ Be resourceful Why it works: People don’t want your product. They want their problem gone. Example: Amit Kumar (Life Fitness) doesn’t just sell gym equipment. He recommends custom solutions for

3. gyms based on floor size, client profile and budget. 6. Empathy and emotional intelligence Before being a salesperson, be a human. ✅ Understand their stress, hesitation or confusion ✅ Respond with care, not aggression ✅ Build a genuine emotional connection Example: Shruti Gautam (AdPushup) credits emotional intelligence for her ability to turn cold leads into warm relationships. Quick test: Next time a prospect says, “I’m confused,” don’t pitch harder. Pause and ask, “What part is unclear? Let’s sort it out.” 7. Value creation mindset Don’t sell features. Sell outcomes. ✅ Quantify the benefit: Time saved, risk reduced, revenue gained ✅ Always highlight what’s in it for them ✅ Help them visualise the result Example: Aman Gupta (boAt) built an entire brand on perceived value: Premium audio at affordable pricing. In your case → Create that same perception for your product/service. 8. Clear and confident communication If you sound confused, your customer will feel confused. ✅ Be direct ✅ Avoid jargon ✅ Summarise key points ✅ Confirm mutual understanding after every important discussion Tip: Follow the 7Cs of communication: Clarity, Conciseness, Concreteness, Courtesy, Correctness,

4. Consideration, Completeness. Example: Akshay Dogra (Info Edge) climbed from sales executive to assistant manager in one year, thanks largely to sharp communication skills. 9. Patience (and knowing when to wait) No… doesn’t always mean never. ✅ Respect their decision-making time ✅ Follow up at the right intervals ✅ Stay persistent but not pushy Why it works: Rushed sales pressure pushes people away. But steady, patient follow-ups build trust. Example: Simran Nagpal (Naukri.com) talks about how patience with slow-moving clients eventually led to big- ticket closures. 10. Reflection and self-analysis If you don’t review what went wrong (or right)… you’ll repeat mistakes. ✅ After every lost deal → Ask yourself why ✅ After every won deal → Note what worked ✅ Use this intel to improve next time Why it matters: Because negotiation is a skill you sharpen with every single conversation. Final pro tip: Keep a personal sales journal. Document objections, counter-tactics, customer emotions and closing triggers. Conclusion: Negotiation = Becoming the person they want to say YES to This isn’t about manipulation. It’s about becoming trustworthy, prepared, empathetic and effective.

5. You don’t need cheap tricks. You need these 10 skills. Master them → Practise them → Reflect → Improve. And in the next negotiation, you won’t be “trying to convince.” You’ll be the obvious choice. Want to read more? Read the whole article here: Negotiation in Sales by Top Salespeople in India.