Sales Negotiation Skills: How To Know When To "Stick With No" Video Lecture | B2B Sales: Tips and Strategies

Hey, it's Ago here and welcome to another
episode of Sales Talk TV. And in this week's
episode, I want to tackle one of the probably
trickiest questions in sales is when do you
know when to keep negotiating and when to
walk away? And this is tricky.
Now at first sight it's easy, right? Develop
a BATNA, a Best Alternative To Negotiated
Agreement early on in the process and you'll
always know when to walk away. But in reality
it's not so simple. Right? Because we all
have pressure. Pressure from our boss. Pressure
from our colleagues. Pressure from our result.
Pressure from the quarter we need to make.
Pressure from that big client that we'd like
to work with. Pressure from that additional
logo that we'd like to be able to put in our
presentations. And so what ends up happening
is very often somewhere down the line, we
start gradually shifting our BATNA a little
bit, right? We start making concessions that
we initially didn't think that we would want
to make and that is a real problem.
Now, I'm certainly not saying that you should
never, ever walk away from your BATNA. If
there's a good reason, there's a good reason
and you should use your judgment at all times.
However, walking away from your BATNA, walking
away from your walking away point should be
a last resort in all cases. It should be something
that you do in maybe one to ten, one in ten
of all your negotiations, certainly not more
than that. Generally speaking here's what
I would recommend. If you want to become a
better negotiator, try early on to identify
the terms on which you will walk away, you
will rather, you would rather not do a deal
than do a bad deal and stick to those and
stick firmly to those.
Hopefully that helps. I'll see you soon. I'll
see you in the next video. Bye.