Negotiation: A Cycle Elite Sellers Master
Mike Macioci
Linkedin Top Sales Management Voice | Sales Coach helping teams accelerate sales and improve customer experience. Author of "Cognitive Selling"
When sellers hear the word “negotiation,” they picture tense deal-closing moments: price debates, term compromises, or contract concessions.
But here’s the reality:?Elite Sellers treat negotiation as a?continuous process—not a one-off event.?
The real work? It’s goes beyond winning the deal.?
It’s about ensuring alignment with client expectations at every stage of the relationship.
Why?
Because misaligned expectations do more then just kill deals—they erode trust, strain the partnership, and turn wins into losses over time.
Think of it like this:
The reality: The need for negotiation never really ends.?Elite Sellers don’t just “set” expectations—they refine, and reinforce?them consistently.
How?
1???Negotiate?before?the ask. Use regular check-ins to determine: How are we jointly tracking against Client’s vision of success?”?This allows to uncover shifts in priorities before they become emergencies. And emergencies leads to emotional responses, more times than not.
2???Renegotiate when the goalposts move. New stakeholders? New Resource constraints? Treat them as opportunities to reset expectations, not as threats.?Engage to assess that the roadmap aligns with these changes.
3???Celebrate milestones to reinforce your value. After hitting a target, communicate how?it was achieved.?Ensure that whatever credit you as a Seller deserve , it is being recognized in some way. Even if it’s a simple stakeholder acknowledgement.
4???Trade value?beyond?the contract. If a client asks for “just a little favor, above what you committed, negotiate for something in return. Referrals, or public recognition. It an opportunity to turn a small ask into a mutual win.
The bottom line?
Negotiation isn’t confined to a conference table or a contract.?For Elite sellers, It’s woven into every conversation, email, and update.?It translates into less firefighting and more partnership building.
If you are running a Sales team discuss with your reps about building?expectation alignment?into their daily workflow.
???Your thoughts
What’s your playbook for having a “always-on” negotiation cycle?
Let’s share ideas below! ??
#SalesLeadership #B2B #NegotiationSkills
Point to Ponder
How do you keep expectations aligned?after?the deal closes?
Quote of the Week
The expectations of life depend upon diligence; the mechanic that would perfect his work must first sharpen his tools - Confucius
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?? Thanks for reading!
I consider feedback a gift. So, feel free to offer suggestions and comments.
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VP Business Development at Ideovee Business Solutions
1 周Thank you Mike Macioci! We appreciate the call out.
Sales and enablement leader | Strategic Business Advisor | LinkedIn Top Voice | Mentor and coach | Advisory Board Member | Infinitely curious
1 周Excellent points, Mike - negotiation is certainly not an "event". The world is just too dynamic for one-and-done negotiations to be effective. An additional perspective: people often treat negotiation as a win/lose proposition, where one side "wins" and the other "loses". In reality, negotiation is the art of finding a way to help everyone get what they deem most important. Otherwise, it's just a compromise where everyone ends up unhappy.
Sales Performance and Capability building Mgr
1 周Thanks for sharing this precious piece
Sales Performance and Capability building Mgr
1 周Negotiation is a dynamic, ongoing process that involves continuous communication, active listening, and adaptation. It starts before the initial meeting and continues after the agreement is signed, requiring a deep understanding of all parties' needs and goals. Viewing negotiation this way helps manage expectations, risks, and opportunities, and fosters stronger, sustainable relationships. Mike's perspective is invaluable for improving negotiation skills and professional success.