Sales Negotiation Flashcards
6 cards from real SPC practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 Sales Negotiation flashcards as text
What does 'silence' as a negotiation tactic accomplish?
Answer: It creates discomfort that often prompts the other party to fill the gap with concessions or additional information
Strategic silence after a proposal or counter-offer often causes the other party to speak first, sometimes softening their position or revealing their priorities.
What is the purpose of a 'summary close' at the end of a sales negotiation?
Answer: To review and confirm all agreed terms, reducing ambiguity and creating psychological commitment to the deal
A summary close recaps what both parties have agreed to, confirms mutual understanding, and creates forward momentum toward final commitment.
In negotiation, what is 'logrolling'?
Answer: Trading concessions across multiple issues so each party gets what they value most
Logrolling involves giving the other party what they value highly in exchange for what you value highly, creating mutual gains across multiple issues.
What does it mean to 'negotiate on value rather than price'?
Answer: Shifting the conversation from cost to the total benefit and ROI the solution provides to the customer
Negotiating on value reframes the discussion from 'how much does this cost?' to 'what is this worth to you?', protecting margin while addressing the customer's true concerns.
What is the 'nibble' tactic in sales negotiation?
Answer: Requesting a small additional concession after the main deal is essentially closed, when the other party is reluctant to reopen negotiations
The nibble exploits the other party's desire not to lose a deal that is almost done by asking for a small extra item at the last moment.
Which of the following best prepares a sales professional for a negotiation?
Answer: Researching the customer's business, needs, budget constraints, and decision timeline before the meeting
Thorough pre-negotiation research enables the sales professional to anticipate objections, identify trade-offs, and frame value in terms meaningful to the specific customer.