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 BATNA stand for in negotiation?
Answer: Best Alternative To a Negotiated Agreement
BATNA is your best course of action if a current negotiation fails, and knowing it gives you confidence and a walk-away point.
In a sales negotiation, what is the 'anchor' effect?
Answer: The tendency for the first number offered to heavily influence the final outcome
The anchoring effect means the first offer made in a negotiation disproportionately shapes subsequent counteroffers and the final result.
When is the best time to discuss pricing in a sales negotiation?
Answer: After establishing the value the product/service delivers to the customer
Discussing price after establishing value ensures the customer evaluates cost in relation to the benefit received, making the price more defensible.
What is a 'concession strategy' in sales negotiation?
Answer: A planned approach to giving up certain terms in exchange for something of equal or greater value
A concession strategy involves deliberately trading value — giving up something of lower cost to you in return for something of higher value.
Which negotiation style focuses on maximizing value for both parties rather than just winning for one side?
Answer: Collaborative (win-win)
Collaborative negotiation seeks mutual gain and is most effective for long-term sales relationships where ongoing business is desired.
A customer says 'your price is too high.' What is the most effective initial response in a sales negotiation?
Answer: Ask clarifying questions to understand what they are comparing your price to and what value drivers matter most
Asking clarifying questions uncovers the real objection — whether it is budget, competitor pricing, or perceived value mismatch — before making any concession.