Sales negotiations many times start going down hill based not on what is said initially, but on how it is said. The lack of confidence in a salesperson is the number one reason negotiations fail. If the salesperson goes into the call lacking confidence in themselves or, at any point in the process, begins to believe they’re not confident, then the call will go south.
This is a fundamental reason why salespeople are able to get on a roll in being able to close nearly every sale. Likewise, when a salesperson gets into a sales slump, it tends to perpetuate itself. Pay close attention to momentum and what you are doing to build your sales confidence. Ultimately, presenting with confidence can make all the difference.