Sales concessions: keeping control

muskanislam25 · Post by **muskanislam25** » Sat Feb 22, 2025 8:13 am

Sales concessions are essential to closing a contract that is interesting for both parties.

In today's article, we'll understand a little more about how they work and how salespeople should deal with this frequent element in sales processes.

By making concessions in an intelligent and conscious way, it is possible to generate value for the negotiation and win over your prospect!

Therefore, it is essential to make concessions without giving up control of the process.

After all, in life, you don't get what you deserve. You get what you negotiate!

What are concessions in sales?
In sales, concessions occur when both parties (or one of them) in a negotiation give up something within their scope in order to reach an agreement and close a contract.

Concessions are fundamental in a sales process, as they are Malaysia telegram data what give the potential customer the feeling that they are gaining benefits and advantages.

This way, the seller can generate value in their negotiation.

Remember: concessions are extremely important, but the seller must have control of their process at all times and consciously give up elements of their scope.

Examples of concessions:

- Discount;
– Bonus;
– Scope changes.

The negotiation process is full of concessions.

So never start an offer with your final target. Have some negotiating room .

This way, you will be prepared to make changes to your scope so that your sales side is not harmed and you can reach your target, even giving in to requests from your potential client.

This margin of concessions is essential because prospects themselves already expect it to exist in a negotiation.

Therefore, if it does not exist, during the process you will probably behave in a more closed and inflexible way.

This stance can drive away customers and prevent many closings from occurring.

Sales concession techniques
1- Concessions also pose risks
When preparing for a negotiation and presenting a first offer in the concession range, it is possible that you will receive requests for a change of scope from the prospect, but it is also possible that he will simply give up on the purchase.

Therefore, it is important to observe the potential customer's posture to know what their reaction will be to the offer.

This way, you will know which is the best proposal to start the negotiation.

2- The other party may be offended
If you accept a concession and the other party does not act in the same way, the prospect may perceive this situation as offensive.

It is important to understand that not everyone has the same negotiator profile and, in fact, not everyone likes to negotiate.

There are people who are against offering or asking for a discount, for example.

Therefore, it is important to understand how the person deals with concessions and identify their negotiating profile to know how to approach the sales process with them.

3- Don't show despair!
Making a concession before the prospect even asks for it may seem like desperation.

If you are selling a product, for example, and you offer a 10% discount to advance to a stage in the process, it is important to wait for the person to respond!

If you offer an additional 10% discount without even hearing back from your prospect, they will assume that you really need to make the sale and will therefore probably give in to more concession requests.

4- Reaching the end of the negotiation
When concessions start to diminish, it's a sign that you're reaching the end of a negotiation, whether successful or not.

This is the time to observe the scenario and evaluate whether it is worth presenting counterproposals or other concessions.

Conclusion
Concessions are fundamental in the bargaining process of negotiation.

Therefore, know how to give in intelligently and without losing control of the sale.

By giving up consciously, you will generate value for your prospect and still guarantee profits for your company.

Do you want to become a negotiation expert and learn more about the process of bargaining and concessions? Then come and take our advanced course, Negotiation Mastery! We are in the last days of registration!