Bonnie Blue may compare dick sizes but in sales and deal negotiations it's not a strategy to use!

"My client is significantly more wealthy or well known than yours"

Queue the eye rolls.....because let's face it, if you as a broker, sales person or whatever genuinely believe the broker/sales person on the other side doesn't hear that every single week then I've got some magic beans to sell you!

At least once a week, I'll hear that sentence, someone on my team will or I'll have a coaching client come ask me how to deal with that type of sentence because they've just heard it too. It's incredibly common in the luxury or high-ticket space because you're dealing with big numbers and largely powerful people. Brokers/sales people want to get results, they want to get deals done and they (wrongly) think that throwing their weight like that will get them somewhere.

The funny thing is 9 times out of 10 it's actually being said by someone who has zero idea who the client on the other side is, they don't actually know if their client is richer, better known etc.

Let's call it what it is, LAZY! Because you can't actually call it a strategy, it simply isn't one. Sure, many moons ago maybe, but not now.

The best way to handle a negotiation, deal, and get the result you desire is to actually negotiate and actually handle the deal. No dick size comparison is necessary. In fact, by throwing out that sentence you're way more likely to get the backs up of the other party and end up tanking the deal entirely or find yourself in a situation where the other side won't give you an inch.

Then you have to go and tell your client that you couldn't get a deal done because you were plain lazy in your handling of it! Ouch, right?

Here's what to do instead:

Focus on Value: Articulate the unique value proposition of your client's offer. What makes it compelling beyond just the price? Highlight the specific benefits for the other party.

Understand Their Needs: Ask questions to deeply understand the other side's motivations, priorities, and desired outcomes. What are they really trying to achieve?

Find Common Ground: Identify areas of shared interest and potential synergies. Look for creative solutions that can create a win-win scenario.

Build Rapport: Focus on building a professional and respectful relationship with the other party. Trust and rapport are essential for navigating complex negotiations.

Be a Problem Solver: Approach the negotiation as a collaborative problem-solving exercise. Focus on finding solutions that address both parties' needs.

And if you're on the other end of it, just stand your ground:

Acknowledge and Redirect: "I'm sure your client is important, as is our client to us. Let's focus on the merits of the offer and how we can create a mutually beneficial outcome."

Don't Engage in the Comparison: Refuse to be drawn into a "bigger client" contest. Keep the conversation focused on the deal itself and creating a win-win scenario.

Learn the secrets to effortless selling, even in the most challenging negotiations. Based on the principles in my best-selling book "She Sells Effortlessly", I offer tailored coaching and consulting to help you or your team close more high-value deals with authenticity and ease. Message me for details.