Ever Felt Emotionally Rattled in a Deal?
May 20, 2025Buyers Play Games and Great Sellers Stay Calm.
Let’s be honest some buyers know exactly how to push your buttons.
They delay. They ghost.
They say things like:
“You’re too expensive.”
“We’re reviewing other options.”
“Procurement says no.”
And boom you’re off your game.
This isn’t just negotiation…
It’s psychological warfare and if you’re not ready, it can shake your confidence and erode your value.
Here’s how top sellers neutralise the noise:
Recognise the Game
Is it a real objection or a tactic?
Don’t react emotionally. Stay curious:
“Can you help me understand what’s driving that feedback?”
Stay Anchored in Value
When buyers challenge you, don’t drop your price raise your proof.
“Here’s how we’re solving this for others in your industry.”
Confidence is contagious.
Don’t Make It Personal
Buyers may test your resilience, but it’s not about you.
It’s about pressure, politics, and posturing. Stay professional. Stay cool.
Use Time to Your Advantage
If the tension rises, pause. Buy yourself space to reframe.
Silence is often your most powerful tool.
The best sellers don’t avoid tough negotiations they master their mindset so they can lead under pressure.
Remember: if they’re trying to shake you, it means you’re close to winning.
Training your team to spot these buyer games early can be the difference between a win and a wipe-out. https://youtu.be/wZatrXwlybc
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