Solar At Scale - Solar Closer Mastery

5. Handling Objections

Negotiation

A sales negotiation is a discussion between a buyer and seller, ideally leading to a mutually agreeable deal. It often entails some back-and-forth conversations involving buyer concerns, concessions, established value, and compromise.

First rule: Win before you negotiate

This means that you want to get agreement from the prospect that, provided you agree to their terms or you come to a mutually agreeable arrangement, they are ready to move forward. This can be done with the following questions:

Let’s say that we can come up with terms that are agreeable to both parties, what would you want the next step to be?

In this case, you can replace “terms” with whatever term they named. For example, let’s say they ask you for your “best price”. You can say:

Let’s say that I can get my boss to agree to a price that works for you, what would you want the next step to be? OR Would you be ready to move forward at the right price?

If they haven’t named any specific terms and are just asking if we are negotiable, you can ask to clarify their ideal terms. For example, a client that already has their course written and filmed and wants us to put it on the platform and build out the funnel may ask for a discount, which may be okay with us. You can use this question in that case:

What would your ideal agreement look like? Considering that we might have to be realistic due to our costs and team, what would you want the terms or pricing to look like?

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