Negotiating Contract Changes with a Sales Coaching Client Understand the Client's Needs: Begin by actively listening to the client and understanding the specific changes they are requesting in the contract. Ask probing questions to uncover the underlying reasons and their desired outcomes. Assess the Impact: Carefully review the proposed contract changes and evaluate the potential impact on your services, deliverables, timelines, and overall profitability. Determine which changes you can accommodate and which may be dealbreakers. Prepare Your Negotiation Strategy: Develop a negotiation strategy that balances meeting the client's needs with protecting your business interests.

Negotiation isn't about winning; it's about aligning goals and finding mutual ground. I once had a sales coaching client ask for changes mid-contract. Instead of reacting defensively, I invited them to a discussion, asking, "What's driving the need for these changes?" This opened up a space to understand their concerns and priorities. I laid out the implications of each change and suggested alternatives that kept both our interests intact. We landed on a revised agreement that included a phased approach to new terms. Negotiation is a dance—stay firm on value, flexible on terms, and always aim for a win-win that strengthens the relationship, not just the deal.

Listening skills in any negotiation are key, and the sales persons friend is SILENCE. Ultimately you are looking for a win-win situation or at least a good compromise. To active this consider; 1. Understanding the problem /concerns 2. Adjust the scope 3. Back up what you say with data where possible (think hard and soft costs!) 4. Dial in on VALUE. Be flexible and considerate - No snap decisions. 5. Clarify non negotiables and terms 6. Don't be afraid to give to get, tailor to suit your needs - but don't over promise or over stretch. Discovery done right will go a long way to smooth negotiation in sales.