How can you negotiate with growth-focused decision makers in outside sales?

1 Understand their goals

Before you enter a negotiation, you need to do your homework and research the decision maker's goals, challenges, and priorities. What are they trying to achieve in terms of growth, revenue, market share, customer satisfaction, or innovation? How are they measuring their success? What are the main obstacles or risks they face? How does your solution align with their goals and help them overcome their challenges? By understanding their goals, you can tailor your value proposition and show them how your solution can help them grow faster, smarter, and better.

2 Build rapport and trust

Growth-focused decision makers are not interested in generic sales pitches or features and benefits. They want to work with someone who understands their industry, their market, and their needs. They want to trust that you are an expert, a partner, and a problem-solver. To build rapport and trust, you need to communicate effectively, listen actively, and ask insightful questions. You need to show them that you care about their success, that you have done your research, and that you have relevant case studies or testimonials to back up your claims. You also need to be honest, transparent, and respectful. Don't exaggerate, lie, or pressure them. Don't make promises you can't keep or ignore their objections. Be confident, but humble. Be assertive, but flexible.

4 Handle objections and questions

Growth-focused decision makers are not afraid to challenge you or ask tough questions. They want to test your credibility, your knowledge, and your solution. They want to make sure that you can deliver what you promise and that you can address their concerns or issues. To handle objections and questions, you need to be prepared, calm, and positive. Don't take them personally or get defensive. Don't avoid or dismiss them. Acknowledge them, empathize with them, and answer them confidently and clearly. Use evidence, examples, and logic to support your answers and overcome their objections. If you don't know the answer, admit it and follow up later. If you can't resolve an objection, agree to disagree and move on to the next point.

5 Ask for the commitment

Growth-focused decision makers are not going to make a decision on the spot. They need time to evaluate, compare, and consult with others. They need to weigh the pros and cons, the risks and rewards, and the costs and benefits of your solution. However, they are also motivated to act quickly and decisively if they see an opportunity to grow. To ask for the commitment, you need to create a sense of urgency, scarcity, and exclusivity. You need to show them that your solution is in high demand, that it has limited availability, and that it offers a unique value proposition. You also need to show them that you are ready, willing, and able to help them implement your solution and support them throughout the process. You need to ask for the commitment in a clear, direct, and confident way. Don't be vague, passive, or tentative. Don't assume that they will come to you. Don't leave them hanging or give them too many options. Ask them what they think, what they need, and what they want. Ask them to take the next step, whether it is a trial, a demo, a proposal, or a contract. Ask them to commit to a specific date, time, or action. And follow up until you close the deal.

6 Here’s what else to consider

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