Have you ever talked yourself out of a deal before your customer even said “no”?
I have.
One of the biggest mistakes salespeople make is mistaking silence for rejection. Before the customer even objects, we start offering discounts, concessions, or different options—all because we’re negotiating with ourselves.
Sometimes the customer isn’t rejecting your offer.
They’re simply thinking.
Present the numbers. Stay quiet. Let the silence do the heavy lifting.
Don’t negotiate from your wallet. Negotiate from their goals.
🎙️ Watch the full episode of What’s Your Problem? to learn how “Wallet Share” could be costing you more deals than you realize.
#marshbuice #sales #selling #negotiation #salestips