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What are some tips for negotiating with clients who have a different sense of time?

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Negotiating with clients who have a different sense of time can be challenging, especially if you are used to working with deadlines and schedules. Time perception and management can vary across cultures, industries, and personalities, and can affect how clients communicate, prioritize, and make decisions. As a sales coach, you need to help your sales team adapt to different time perspectives and avoid misunderstandings, frustrations, and missed opportunities. Here are some tips for negotiating with clients who have a different sense of time.

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1 Understand their time orientation

Before you start negotiating with a client, try to understand their time orientation and how it influences their behavior and expectations. Time orientation refers to how people view the past, present, and future, and how they allocate their attention and resources accordingly. For example, some clients may be more focused on the past and rely on tradition and experience, while others may be more oriented to the future and seek innovation and growth. Some clients may be more present-oriented and value spontaneity and flexibility, while others may be more deadline-driven and plan ahead. Knowing your client's time orientation can help you tailor your communication, presentation, and proposal to suit their preferences and motivations.

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Tami Swanson

Vice President - Multi Family Massey Services, Inc. Pest Prevention - Termite Protection
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This is all accurate, however, closing is the name of the game so you establish their time orientation early on as it pertains to what you’re offering. It must come from them verbally. Along the fact finding stage and presentation, you must continue to gain their agreement and reinforce what they “told” you so when you go into the close, they can’t disagree with their own thoughts. While overcoming objections and asking for the close again, you’ve already established their urgency and can gain the close without fear of lag due to time constraints.

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Noah Berk

Co-CEO @ Aptitude 8 | HubSpot Elite Partner | UpYourStack Podcast Host | We're Hiring!
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Aligning timelines with clients, before or during projects, is challenging, especially when they're eager for the outcome. It's crucial to know if the client has prior project experience. Understanding their past can help manage expectations. Kahneman and Tversky's concept of The Planning Fallacy, highlights the underestimation of task completion times. Negotiations are tougher with inexperienced clients that are prone to wishful thinking. Clear expectations are key. Before setting timelines, consult your team for a realistic schedule, including buffer time for unexpected issues. If a client wants a faster completion, address the impact to quality and the reason for urgency. Providing "the why" can help align expectations.

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Jack Dicker

12 years experience of placing Permanent and Contract staff into Construction jobs in the UK & Europe
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For me it's always about clear expectations from the off. As sales people, our value easier to realise if everyone is on the same page and thus setting out clear timescales from the point of initial communication sets the tone in the right way. It also gives an opportunity for credibility by sticking to the timescales.

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2 Set clear and realistic expectations

One of the most common sources of conflict in negotiations is mismatched expectations about time frames, deliverables, and commitments. To avoid this, you need to set clear and realistic expectations with your client from the beginning and confirm them throughout the process. For example, you can use a written agreement or a calendar invite to specify the date, time, duration, and agenda of each meeting or call. You can also use a project plan or a proposal to outline the scope, milestones, deadlines, and responsibilities of each party. You can also ask your client for feedback and confirmation on these expectations and address any questions or concerns they may have.

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3 Adapt your communication style

Another way to negotiate effectively with clients who have a different sense of time is to adapt your communication style to suit their pace and frequency. For example, if your client is more fast-paced and responsive, you may need to communicate more often and more concisely, using multiple channels such as phone, email, text, or chat. If your client is more slow-paced and deliberate, you may need to communicate less frequently and more thoroughly, using more formal and detailed methods such as reports, proposals, or contracts. You can also use cues such as tone, body language, and silence to gauge your client's level of interest, urgency, and readiness.

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"(Ventas directas)" Vilán

?Directora de Proyecto de Ventas | Experta en Ventas y Negociación |Nominada a "Closer del a?o 2021".
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Hay que tener en cuenta que otra característica fundamental de toda negociación es que parte del principio de que cada parte implicada debe ver satisfechas sus exigencias, de manera parcial, pues nadie puede obtener el total de lo que pedía, porque eso significaría que otro lo estaría perdiendo todo. Por el contrario, todos tendrán que ceder, aunque sea en parte. Hay que distinguir las necesidades reales, la toma de decisiones depende del pérfil del interlocutor si es el tomador de la decisón; por tanto efectivamente debemos tener en cuenta todas las se?ales para medir no solo el nivel de urgencia sino previamente la necesidad bien aterrizada.

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Ravi Pandey

HEADING SALES IN EUROPE AND AFRICA ll SAAS ll ENTERPRISES II BUSINESSES DEVELOPMENT II GROWTH II SALES II STRATEGIES.
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Adapt your communication style when negotiating with clients who have a different sense of time. Tailoring your approach to match their pace and preferences fosters better understanding and collaboration. Whether they prioritize efficiency or deliberation, adjusting your communication ensures smoother negotiations and stronger rapport.

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Ravi Pandey

HEADING SALES IN EUROPE AND AFRICA ll SAAS ll ENTERPRISES II BUSINESSES DEVELOPMENT II GROWTH II SALES II STRATEGIES.
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When negotiating with clients who have a different sense of time, it's crucial to adapt your communication style. Tailoring your approach to match their pace and preferences helps bridge any time-related gaps and fosters effective communication. Whether they prioritize urgency or take a more relaxed approach, adjusting your communication style demonstrates understanding and facilitates smoother negotiations.

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4 Be flexible and respectful

Finally, negotiating with clients who have a different sense of time requires flexibility and respect. You need to be prepared to adjust your schedule, strategy, and tactics according to your client's needs and preferences, while still maintaining your professionalism and integrity. You also need to respect your client's time culture and values, and avoid imposing your own standards or judgments. For example, you can acknowledge and appreciate your client's time perspective and management, and express your gratitude and enthusiasm for working with them. You can also use humor, empathy, and rapport to build trust and rapport.

Negotiating with clients who have a different sense of time can be a rewarding and learning experience, as long as you are aware, prepared, and adaptable. By following these tips, you can help your sales team overcome time barriers and achieve win-win outcomes.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Larysa Kalyta, MBA

Professor at George Brown College
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In any negotiations it seems wise to apply the concept of "reflective listening". After every discussion point, when your counterparts have expressed their thought, you would start with: "If I understand you correctly..." you would then rephrase what you were said, to enable the other party confirm or adjust your understanding. This communication incorporates respect, mindfulness, inclusiveness, and ultimately - success in building trust and genuine meaningful relationships between the negotiating parties.

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Marcia Souza

Gerente de Treinamento | Desenvolvimento Organizacional | Cultura de Alta Performance | Treinamento Corporativo | Treinamento de Vendas | Universidade Corporativa | Educa??o Corporativa
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Acordo é Compromisso | A??o chave e genuíno Para negociar com clientes que têm percep??es diferentes sobre o tempo, é fundamental adaptar sua abordagem. Primeiro, entenda e respeite suas no??es de tempo, ajustando suas expectativas. Comunique claramente cronogramas e prazos, destacando a importancia de cada fase. Seja flexível, mas estabele?a limites razoáveis para evitar atrasos prolongados. Priorize a comunica??o eficaz, utilizando lembretes gentis e atualiza??es regulares para manter todos alinhados. Adaptar sua estratégia para acomodar diferentes percep??es de tempo pode fortalecer rela??es com clientes e facilitar negocia??es mais suaves.

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What are some tips for negotiating with clients who have a different sense of time?

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1 Understand their time orientation

2 Set clear and realistic expectations

3 Adapt your communication style

4 Be flexible and respectful

5 Here’s what else to consider

Sales Coaching

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What are some tips for negotiating with clients who have a different sense of time?

1

2

3

4

5

1 Understand their time orientation

2 Set clear and realistic expectations

3 Adapt your communication style

4 Be flexible and respectful

5 Here’s what else to consider

Sales Coaching

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