The first to speak. And the last to speak.

Timing.

In sales and negotiation dynamics, it’s all about who has the more power —there’s always one who wants it more.

When to be the first to speak?

In my experience, talking money early (no, not the first thing that bursts out of your mouth as “What’s your budget?“) gives you an advantage.

It enables you to:

1. Be comfortable talking money.
2. Anchor high.
3. Lead the conversation with your rules.

If it’s your prospect the one who talks money first, they’ll be in more control of the conversation.

When to be the last to speak?

After you drop the grenade —a.k.a. giving your high anchor (the offer that delivers the most value to your customer, and that captures a bigger share of that value).

The one that breaks the silence is the one giving the advantage.

Keeping your mouth shut enables you to:

1. See their reaction to a high mark (and see if you’re low-balling yourself. Been there, done that.).
2. Be there as support as they process your high price.
3. Qualify clearer and be ready to listen to their objections if there are still there.

All and all, all this speaking has nothing to do with speaking. It’s all about listening.

Listen to understand, to see where they come from, and meet them there.