Things to avoid when negotiating with a potential client

by Vinny Hassan in October 19th, 2022
cover image/man in suit reading newspaper

No one likes to walk away from a negotiation feeling like they've been taken advantage of. Unfortunately, there are some things you can do wrong in a negotiation that will make the other person feel like they won't get a good deal. Here are five pieces of advice you need to know when negotiating with a client.

Don't be afraid to negotiate but always stay professional

Negotiating is an essential skill in both personal and professional contexts. When done correctly, it can help you to get what you want while maintaining positive relationships. However, negotiating can also be difficult, and it is vital to approach negotiations carefully.

When negotiating with others, always be respectful and professional. Although it is essential to be assertive, avoid being aggressive or demanding. Instead, try to find a compromise that is acceptable to both parties. If you can effectively negotiate, you can achieve your goals while building solid relationships with others.

person wearing suit reading business newspaper

Don't agree to anything you're not comfortable with

Negotiating with a potential client can be a delicate process. As a salesperson, it is essential to remember that you are not obligated to agree to anything you are uncomfortable with. The client may be pushy and try to get you to agree to terms that are not in your best interests, but it is essential to stand your ground. Keep in mind what your goals are and what you are willing to compromise on.

It is also essential to be assertive without being confrontational. Remember that the goal is to reach an agreement that benefits both parties. If you are not comfortable with the client's terms, be honest and explain why. With a bit of give and take, you should be able to reach an agreement that works for both of you.

Don't be afraid to walk away from a deal that's not right for you

As a salesperson, knowing when to walk away from a sale is essential. If a client is being unreasonable or demanding more than what you're selling is worth, it's better to walk away than to try to force the deal through. Not only will this save you time and energy, but it will also protect your reputation.

Clients who feel they've been taken advantage of are unlikely to return, and word of mouth can quickly damage your business. So if you find yourself in a situation where the deal isn't right, don't be afraid to walk away. It could be the best decision you make.

Don't be the only one doing all the work make sure your client is contributing as well

Salespeople are always looking for ways to close more deals and increase our sales numbers. But sometimes, they can get so caught up in the process that they forget about the most crucial part of the equation: the client. Without a willing and able client, there is no sale to be made. That's why it's vital to ensure that your client is contributing as much to the process as you are.

The sales process is a partnership, and both parties need to be invested in succeeding. As the salesperson, you must ensure that your client understands what they need to do to move forward. This might include providing information or signing paperwork. But beyond that, your client also needs to be invested emotionally in the process. They need to believe that working with you is the best decision for their business.

If you find yourself doing all the work in a sales situation, take a step back and assess whether or not your client is genuinely invested. If they're not, it might be time to move on to someone who is. Remember, a sales partnership requires two committed parties - only then can it be successful.

two people shaking hands

Don't forget to ask for what you want in return

Salespeople are often so focused on closing a deal that they forget to ask for what they want in return. It's important to remember that while salesmanship is about persuasion, it's also about relationships. When establishing a rapport with a client, you must be clear about what you want and are willing to give in return. Otherwise, you may find yourself feeling taken advantage of or, worse, stuck with a deal that doesn't benefit you.

So, the next time you're negotiating with a client, ask for what you want upfront. It may seem like a small thing, but it could make all the difference in the deal's outcome.


Sales can be a difficult process, but by understanding how the human brain works and using neuroscience sales tips, you can make it easier. Remember to be assertive with clients, but not confrontational. You should also walk away from any deal that's not right for you. Finally, don't forget to ask for what you want in return during negotiations. With these tools at your disposal, you're sure to increase your sales numbers!

Your cart