In this episode of Decoding Sales, we're going to talk about how to handle curveballs in the middle of a high-stakes negotiation.

When something throws you off, how do you handle it

in a way that keeps your credibility, lets it keep momentum?

Well, not keeping away things you don't really want to share.

That's what this episode's all about.

My name's Alex, and I am the engineer. My name is

Peter and I'm the salesperson for this podcast. All right, Peter. Well, let's dive right in.

When somebody throws you a curveball, when you're this close to getting the deal done.

How do you handle it?

I actually like to think out loud over a call with the prospect to handle those curve balls.

You know, brainstorming in real time, showing that you're able to think on your

feet and be nimble is really effective because it does a couple things. One is it builds credibility on the other

side that you are in fact bringing unique solutions to the table and that you're not just simply parroting or repeating what your manager or your organization might want you to say.

So that trust building factor I think is really important. or your organization might want you to say.

So that trust building factor I think is really important.

The second thing I think that thinking out loud and getting on the phone to negotiate in real

time helps with is it really helps unstick some of the hairy negotiating points that are really hard to replicate

in tone and dynamic over an email or written form or in piecemeal other forms of communication.

So that's what I would do is just get on the phone

and really go through this negotiation ping pong

in rapid fires so that you're able to get through the curb

balls that may come about.

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