Negotiation tactics vs traditional sales techniques in 2024

[BenjaminJJ]

Okay, here's a confession. I’ve been in sales for about six years now, mostly B2B mid-market stuff, and I always thought I was pretty good at closing. But I recently moved into enterprise sales and I’ve realized I don’t actually know how to close a complex deal. Like, at all. The old tricks—the assumptive close, the alternative choice, the sharp angle—they just bounce off these groups. Nobody cares about a discount and nobody makes a decision in the room. So my question is very specific. In a multi-stakeholder negotiation where the final signer wasn’t even in the final presentation, what technique actually gets a verbal commitment before they go dark for two weeks? Not a trial close. Not a next step. I mean the specific language you use when you have five people on Zoom, you’ve handled all objections, and the VP says “we’ll talk internally and get back to you.” How do you bridge from that moment to a yes without sounding pushy? I’ve read Challenger. I’ve tried MEDDIC. None of it tells me the actual words to say at that exact inflection point.

[OliverC]

Closing complex deals is all about reading the room. If your VP says they’ll talk internally, ask what their biggest concern is about moving forward.

[LoganR]

In my experience, pushing for a commitment can be tricky. Instead, I’d suggest saying something like, 'I understand the need for internal discussions, but can we schedule a follow-up with the decision-maker? That ensures the momentum doesn't fade.'

[Chloe.R]

YMMV, but I think it comes down to building personal relationships with each stakeholder. A story about how you helped a similar company might make them feel more comfortable moving forward.

[Sofia8]

When I transitioned into enterprise sales, I struggled for a while, but I found that emphasizing the value your solution would bring—beyond just ROI—can shift perspective. It's about framing it as solving a critical issue for them.

[Stephen77]

It’s not just about words; it’s also about timing. After addressing objections, pivot by saying something like, 'Given everything we’ve discussed, what are your thoughts on moving forward together?' This can lead to a more proactive conversation.