After dealing with shrewd business owners for over 35 years, the next article in my Sales Secrets series focuses on how to handle aggressive negotiators.

In sales, you have come across that buyer that yells at you during the negotiations, sometimes even before they even start. They say, “I’m absolutely not buying today” or, “we can not go over this amount” or any other number of positions.

Of course, you have seen this aggressive “grinder-type” negotiator. They are almost overwhelming to the underprepared salesperson.

However, handling them is simple and will result in some of your best deals.

Aggressive negotiators are better than passive ones

First, understand the aggressive buyer is almost always able to buy. I would much rather have this buyer than the one that is complacent.

Complacent means they aren’t moving towards a sale.

Second, you must avoid getting overwhelmed or becoming argumentative. That is the easiest way to make the prospect seize up on now buying. You have to agree with them.

Once you start agreeing, you can then bring third-party data to validate why the price is too high, why these are the terms, etc. Sometimes these objections transform into reasons they should buy — but you have to agree first.

What’s behind the protest?

Lastly, consider that the buyer’s insistence to not do something is covering up a desire to do that exact thing. Otherwise, why such a strong response? Often, they are arguing with themselves, working out if they can make sense of their purchase. Let them.

Today, when I get a very strong insistence to not do something, I know I have a buyer.

In fact, I have a buyer that will actually do what they so strongly claim they will not.

Consider the last time you told your kids “don’t ask me again” and just moments later you were doing exactly what you swore you would not do.

In the sales game, everything starts with this mindset — “The more the buyer insists they won’t, the more likely they will.”

Want more of my personal negotiating strategies? Connect with my team today to find out what Cardone University is all about.

To wrap everything up, this approach to handling aggressive negotiators is incredibly important to grasp and master.

If you get really good at turning the adamant no buyer, you will close more deals and make more money.

Be Great,

Grant Cardone

Disclosure: This content is intended to be used for educational and informational purposes only. Before investing, you should always do your own analysis based on your own financial and personal circumstances before making any investment. Grant Cardone is an industry expert who has been investing for over 30 years and his opinion is based solely on his own personal experience and circumstances. Individual results may vary. You should perform your own due diligence and seek the advice from a professional to verify any information on our website or materials that you are relying upon if you choose to make an investment. Investment involves great risk and there is no guarantee of performance or results.

We are not attorneys, investment advisers, accountants, tax professionals or financial advisers and any of the content presented should not be taken as professional advice.  We recommend seeking the advice of financial professional before you invest, and we accept no liability whatsoever for any loss or damage you may incur.

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Star of Discovery Channel’s “Undercover Billionaire,” Grant Cardone owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is the Top Crowdfunder in the world, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing, and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including “The 10X Rule,” which led to Cardone establishing the 10X Global Movement and the 10X Growth Conference, now the largest business and entrepreneur conference in the world. The online business and sales educational platform he created, Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million plus following to give back via his Grant Cardone Foundation, a non-profit organization dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.

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