Mastering Sales Negotiation: A Repeatable Framework for Success

In sales, negotiation isn’t just about closing a deal—it’s about creating mutually beneficial agreements that lead to long-term success. But how can sales teams ensure they’re negotiating effectively every time? The key lies in a repeatable negotiation framework—a structured approach that brings consistency, confidence, and better outcomes.

In the latest episode of StreetSmart, we dive deep into this topic, uncovering practical strategies to help sales professionals win more deals without unnecessary concessions.

Why a Negotiation Framework Matters

For many sales reps, negotiation can feel unpredictable. Each deal has its own challenges, and without a clear structure, it’s easy to fall into common pitfalls—like discounting too quickly or failing to align with the buyer’s priorities.

A repeatable negotiation framework helps sales teams:
✅ Stay in control of the conversation
✅ Maximize value while protecting margins
✅ Build trust and long-term customer relationships
✅ Overcome objections with confidence

Key Takeaways from the Episode

In this must-listen episode, we cover:
🔹 How to structure negotiations for consistent success
🔹 The biggest negotiation mistakes sales reps make—and how to avoid them
🔹 How to speak the language of procurement to drive better outcomes
🔹 Real-world strategies to handle pricing discussions without giving too much away

Listen Now

If you're in sales and looking to sharpen your negotiation skills, this episode is packed with actionable insights you can apply right away.

🎧 Tune in here:https://closemode.media/episode/streetsmart-building-a-repeatable-negotiation-framework

Don’t forget to share this with your sales team and drop a comment with your biggest negotiation challenges!

#Sales #Negotiation #SalesSuccess #CloseMoreDeals #Podcast

Mastering Negotiation: The Power of Anchoring

Negotiation is an essential skill in business and everyday life. Whether you're closing a sales deal, discussing a raise, or even bargaining at a flea market, one psychological strategy can significantly impact the outcome: anchoring.

In the latest episode of StreetSmart, Brian Dietmeyer and Carrie Welles explore how anchoring works, why it’s so powerful, and how you can leverage it to your advantage.

What Is Anchoring in Negotiation?

Anchoring is a cognitive bias where the first number or piece of information introduced in a negotiation serves as a reference point for all further discussions. This initial figure influences expectations, counteroffers, and final agreements—often without the other party even realizing it.

For example, if you're selling a product and you start by quoting $10,000, the discussion revolves around that number. Even if the final price drops to $8,000, it still feels like a reasonable deal compared to the anchor.

Why Does Anchoring Work?

The human brain naturally relies on the first piece of information it receives when making decisions. Even if the anchor is arbitrary or extreme, it still plays a role in shaping the perception of value. This effect is so strong that even experienced negotiators can be influenced by it.

How to Use Anchoring to Your Advantage

Here are a few ways to use anchoring effectively in your negotiations:

1. Set the First Number

If possible, be the first to propose a number. The initial figure will serve as the benchmark for all further discussions.

2. Use Strategic Anchors

Set an ambitious but reasonable anchor that leaves room for negotiation. If your anchor is too extreme, it may backfire by making you seem unreasonable.

3. Counter Anchors Effectively

If the other party sets the anchor first, don’t accept it at face value. Reframe the conversation with data, alternatives, or a new reference point.

4. Justify Your Anchor

Support your anchor with solid reasoning, such as market research, industry benchmarks, or unique value propositions. A well-supported anchor is harder to dismiss.

Final Thoughts

Understanding anchoring can help you become a more confident and strategic negotiator. Whether you’re in sales, business, or job negotiations, mastering this technique will give you a competitive edge.

Want to learn more? Tune in to the latest episode of StreetSmart to hear expert insights on how to apply anchoring effectively.

🎧 Listen now: https://closemode.media/episode/streetsmart-the-impact-of-anchoring-in-a-negotiation

What’s your experience with anchoring in negotiations? Share your thoughts in the comments below!

#Negotiation #SalesStrategy #Anchoring #StreetSmartPodcast #BusinessGrowth

Mastering Negotiation: How to Prepare 3 Paths Forward

Negotiation isn't just about getting what you want—it’s about guiding the conversation toward a solution that benefits both sides. In our latest episode of StreetSmart Negotiation, we explore a powerful strategy: "How Can I Prepare 3 Paths Forward?"—a method that helps you stay in control by giving your counterpart clear, strategic options.

Why Offering Multiple Options is a Winning Strategy

When negotiators present only one solution, they risk creating a "take it or leave it" scenario—forcing the other party into a defensive stance. Instead, presenting three paths forward gives your counterpart a sense of control, increasing the likelihood of a positive outcome.

The Three Paths Approach

1️⃣ Premium Option – The highest-value solution that offers the most benefits. This sets an anchor for the conversation and positions the other choices as reasonable alternatives.

2️⃣ Balanced Option – A middle-ground solution that provides solid value while requiring some compromise. This is often the most attractive choice for both parties.

3️⃣ Basic Option – A simpler, no-frills version that still meets the core needs of the deal. This serves as a fallback, ensuring the negotiation doesn’t result in a complete loss.

Why This Works

By providing structured options, you shift the negotiation dynamic from "yes or no" to "which of these works best for you?" This keeps discussions moving forward and helps close deals faster with less friction.

Listen to the Full Episode

Want to master this approach and improve your negotiation skills? Tune in to our latest podcast episode:

🎙 Street Smart Negotiation: How Can I Prepare? 3 Paths Forward
🔗 Listen now

The best negotiators don’t just push for a deal—they make it easy for others to say yes.

#Negotiation #SalesStrategy #StreetSmart #Podcast #DealMaking

Mastering Commoditization Pressure: How to Win in a Competitive Market

In today’s fast-moving business world, it’s easy to feel like your product or service is just another option in a crowded marketplace. Competitors slash prices, customers demand discounts, and before you know it, you’re trapped in a race to the bottom. Sound familiar?

The truth is, commoditization pressure is real, but it doesn’t have to define your business. Instead of competing solely on price, you can shift the conversation, establish your unique value, and take control of negotiations. In this episode of StreetSmart, we break down practical strategies to help you rise above the competition and protect your worth.

What You’ll Learn in This Episode

Why commoditization happens – Understanding the forces that make customers see your offering as a commodity.
- How to differentiate your product/service – Proven tactics to highlight unique value beyond price.
- Negotiation strategies to push back on price pressure – How to turn conversations away from discounts and towards real value.
- The mindset shift you need – Why confidence and positioning are key to overcoming pricing battles.

Who Is This Episode For?

• Business owners looking to escape the “price war” trap.

• Sales professionals tired of constant price objections.

• Anyone who wants to improve their negotiation skills and secure better deals.

Don’t let commoditization define your business. Instead, take control, set yourself apart, and win on value—not just price.

Listen to the full episode now: https://closemode.media/episode/streetsmart-negotiation-question-2b-mastering-commoditization-pressure

Let us know in the comments—what’s your biggest challenge when it comes to negotiating your value?

#NegotiationTips #SalesStrategy #StreetSmart #ValueOverPrice

How to Tackle the "I Can Get the Same Thing Cheaper" Tactic in Negotiations

Negotiations are an integral part of any sales process, but they often come with challenges that can make or break a deal. One of the most common and effective tactics that buyers use is the “I can get the same thing cheaper.” It’s a simple line, but one that’s frequently used to put pressure on sellers to drop prices or offer discounts. In a recent episode of StreetSmart, Brian Dietmeyer sits down with Carrie Welles, Vice President and co-founder of Think Inc., to discuss why this tactic works, why it’s so dangerous, and how sales professionals and negotiators can combat it effectively.

Why Does "I Can Get the Same Thing Cheaper" Work?

At its core, the statement "I can get the same thing cheaper" plays on a few psychological triggers that most salespeople will recognize:

1. Fear of Losing the Deal: No one wants to be left behind in a competitive market. This tactic preys on the salesperson's fear that if they don't match the price, they’ll lose the deal entirely.

2. Perception of Value: It challenges the perception of value that the seller has created. If a potential customer believes they can get the same product or service elsewhere for less, the seller risks losing credibility or appearing overpriced.

3. Simplicity: It’s a straightforward, no-frills argument. By simplifying the conversation down to price, it pushes the seller into an emotional and tactical corner. A buyer may not be saying it outright, but the message is clear: "Price is the only thing that matters."

Brian explains that this tactic can be particularly effective because it puts the salesperson on the defensive. However, while it may seem like a simple move, it’s also dangerous because of the financial implications it can have for companies that buckle under pressure to reduce prices. In fact, businesses lose millions every year by conceding to this tactic without understanding the broader consequences.

The High Cost of "I Can Get It Cheaper"

One of the biggest problems with caving to this negotiation strategy is that it can often be a race to the bottom. The moment you agree to drop your price, you are not only reducing your margin but potentially setting a precedent for future deals. This can have a long-term negative impact on profitability, not just for that particular sale but for future sales with that customer or others who hear about it.

Additionally, lowering the price without justifying the discount can hurt your brand’s perceived value. It can send the message that your product or service isn’t worth the original price, which can undermine the reputation of your offering and affect your long-term relationships with clients.

Strategies to Combat the “I Can Get It Cheaper” Tactic

So, what can sales professionals and negotiators do when faced with this common line? Brian offers several strategies to counteract this tactic effectively:

1. Differentiate on Value, Not Price: When a buyer says, "I can get it cheaper," shift the conversation back to the unique value that you bring to the table. Talk about the quality, the experience, the support, or any other aspect of your offer that makes it more valuable than just the raw product or service itself. Show the buyer why the total cost of ownership is a better deal in the long run.

2. Ask Questions: Instead of simply defending your price, dig deeper into the buyer’s objections. Ask questions like, “What is it about the other offer that is appealing?” or “What kind of support are you getting with that cheaper option?” This allows you to uncover potential weaknesses in the competitor’s offer and highlight the strengths of yours.

3. Don’t Just Drop the Price: If the buyer continues to press on price, resist the urge to simply lower it. Instead, consider offering additional value that aligns with the buyer’s needs. This could be through bonuses, added services, or extended support, all of which can increase the perceived value without reducing the price.

4. Use Social Proof: Share testimonials, case studies, or examples of how your product or service has positively impacted other customers. This will help reinforce the idea that your price is justified and that other customers are willing to pay for the value you provide.

5. Know Your Bottom Line: It’s critical to understand your own bottom line before entering a negotiation. What’s the lowest price you’re willing to go? Knowing this will help you stay firm and avoid unnecessary discounts, ensuring you maintain profitability.

6. Stay Confident: Confidence in your product and its value will resonate with buyers. If you can calmly and clearly explain why your offer is worth the price, buyers will be more likely to accept your terms.

Conclusion

The “I can get the same thing cheaper” tactic is a classic negotiation strategy, but it doesn’t have to result in giving up profits or reducing the value of your offer. By shifting the conversation to the value you provide, asking the right questions, and staying firm in your pricing, you can avoid falling into the trap of unnecessary discounts.

For sales professionals and negotiators looking to protect their deals and maintain the integrity of their pricing, these strategies are key to navigating this common and often dangerous tactic.

Be sure to check out this insightful episode of StreetSmart with Brian Dietmeyer and Carrie Welles, where they dive deeper into this negotiation challenge and offer even more valuable advice for tackling tough negotiations head-on.

StreetSmart episode: https://closemode.media/episode/streetsmart-negotiation-problem-2-price-pressure-k9vh

StreetSmart Podcast

Brian Dietmeyer, CEO, sits down with Carrie Welles, Vice President and co-founder of Think Inc., to discuss the real-world challenges of B2B negotiation. In this podcast series, they break down practical, street-smart strategies designed for today’s fast-paced, data-driven market. Tune in and discover actionable insights you can apply to your next negotiation.

https://closemode.media/episodes