--- title: How to Negotiate Like a Pro in Sales - CCSalesPro description:   Often the terms “sales” and “negotiation” are used interchangeably. However, these are two very different actions. At the beginning of the sales process, sales ability is used to grab the attention of prospects. And at the end of the process when closing the deal, sales ability is vital. Much of the process in between […] image: https://www.ccsalespro.com/hubfs/Imported_Blog_Media/wed-negotiate-like-a-pro.jpg --- Blog # How to Negotiate Like a Pro in Sales Often the terms “sales” and “negotiation” are used interchangeably. However, these are two very different actions. At the beginning of the sales process, sales ability is used to grab the attention of prospects. And at the end of the process when closing the deal, sales ability is vital. Much of the process in between […] [ James Shepherd ](https://www.ccsalespro.com/blog/author/james-shepherd) Oct 18, 2017 --- [![](https://www.ccsalespro.com/hs-fs/hubfs/Imported_Blog_Media/listen-on-itunes-May-04-2023-05-37-53-3348-PM.png?width=121&height=47&name=listen-on-itunes-May-04-2023-05-37-53-3348-PM.png)](https://itunes.apple.com/us/podcast/ccsalespro/id492171266?mt=2)[![](https://www.ccsalespro.com/hs-fs/hubfs/Imported_Blog_Media/listen-on-stitcher-May-04-2023-05-37-53-1130-PM.png?width=125&height=47&name=listen-on-stitcher-May-04-2023-05-37-53-1130-PM.png)](https://www.stitcher.com/podcast/ccsalespro/e/51893316?autoplay=true)   Often the terms “sales” and “negotiation” are used interchangeably. However, these are two very different actions. At the beginning of the sales process, sales ability is used to grab the attention of prospects. And at the end of the process when closing the deal, sales ability is vital. Much of the process in between the beginning and end is more negotiation than sales. Let’s consider some tips which will help you negotiate like a pro. **•**   First you should** identify the objective** of the negotiation. Ask yourself, “What is the ideal outcome of this situation?” Usually there is one primary objective which you want to achieve. **•**   After identifying the objective, the key to negotiating like a pro is to **concede everything possible**. Save your “no” for the very important items. Be extremely, overly honest. Freely admit your limitations. Make statements such as, “I’m not sure if I can do that or not, but I’ll check into it for you.” Or “You know what – that is a really good question. I have no idea, but I’ll check into that and find out about it.” **•  Be transparent.** Your weaknesses won’t be hidden from others whether you admit them or not! When you admit them to people, they are going to trust you more and be more willing to move forward with you. **IN SUMMARY: TO NEGOTIATE LIKE A PRO –** 1. Decide what you want. 2. Concede all other points and be extremely honest. 3. Be transparent about yourself. Hopefully you can use this short tip today to help you make more sales in the field. My name is James Shepherd. Thanks for reading! ***Read previous post:  [How to Sell Cash Discounting](https://www.ccsalespro.com/sell-cash-discounting/)*** > [How to Sell Cash Discounting](https://www.ccsalespro.com/sell-cash-discounting/) ***Read next post:  [2 Reasons People Don’t Make Money](https://www.ccsalespro.com/2-reasons-sales-people-dont-make-money/)*** > [2 Reasons Sales People Don’t Make Money](https://www.ccsalespro.com/2-reasons-sales-people-dont-make-money/) [Blog](https://www.ccsalespro.com/blog/tag/blog) [![https://www.ccsalespro.com/2026](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/Vertical%20Mastery%20Webinar%20ad.jpg "https://www.ccsalespro.com/2026")](https://www.ccsalespro.com/2026) [![https://fullstackpayments.com/download-app](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/FSP%20vertical%20ad.png "https://fullstackpayments.com/download-app")](https://fullstackpayments.com/download-app) [![How to Sell Merchant Services eBook](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-2.jpg "How to Sell Merchant Services eBook")](https://www.ccsalespro.com/how-to-sell-merchant-services-in-6-steps) [![GetIsoAmp.com](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-(1).jpg "GetIsoAmp.com")](https://getisoamp.com/index.php/request-demo/) ## Similar posts Blog ### [Credit Card Processing Business for Sale – The Portfolio Pump](https://www.ccsalespro.com/blog/credit-card-processing-business-for-sale-the-portfolio-pump) Building a credit card processing business is rewarding for many reasons. One of the top reasons is the ability to sell your merchant services... James Shepherd Jun 19, 2015 Blog ### [The Top 3 Reasons to Build a Merchant Services Business](https://www.ccsalespro.com/blog/the-top-3-reasons-to-build-a-merchant-services-business) There are a lot of opportunities out there knocking on your door, so why should you invest your time building a merchant services business? You could... James Shepherd Aug 13, 2012 20 Day Jump-Start ### [Day 6](https://www.ccsalespro.com/blog/day-6) Welcome to Day 6 of the Jump Start Program! Today we are going to discuss the six step sales process and how to decrease the time it takes to get a... Paul Boyce Oct 4, 2011 ### Get notified about new blog posts Enter your email to have each new CCSalesPro blog article delivered straight to your inbox. You can unsubscribe at any time. ![CCSalesPro logo white on dark](https://www.ccsalespro.com/hubfs/cc-sales-pro-footer.png) Text "Free" to (814) 482-2090 to get my latest eBook [![Facebook](https://www.ccsalespro.com/hubfs/icons/social-icon-facebook.png)](https://www.facebook.com/ccsalespro) [![LinkedIn](https://www.ccsalespro.com/hubfs/icons/social-icon-linkedin.png)](https://www.linkedin.com/company/ccsalespro/) [![Youtube](https://www.ccsalespro.com/hubfs/icons/social-icon-youtube.png)](https://www.youtube.com/user/CCSalesPro) [![Soundcloud](https://www.ccsalespro.com/hubfs/icons/social-icon-soundcloud.png)](https://soundcloud.com/merchant-sales-podcast) - [Home](https://www.ccsalespro.com/) - [Blog](https://www.ccsalespro.com/blog) - [Podcast](https://www.ccsalespro.com/podcast) - [Training](https://www.ccsalespro.com/training) - [Partners We Trust](https://www.ccsalespro.com/companies-we-trust) © 2026 CCSalesPro, Inc. All rights reserved. Various trademarks held by their respective owners. CCSalesPro, Inc. ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "James Shepherd", "url" : "https://www.ccsalespro.com/blog/author/james-shepherd" }, "dateModified" : "2023-05-04T17:40:12.094Z", "datePublished" : "2017-10-18T15:58:02.000Z", "headline" : "How to Negotiate Like a Pro in Sales - CCSalesPro", "image" : [ "https://www.ccsalespro.com/hubfs/Imported_Blog_Media/wed-negotiate-like-a-pro.jpg" ], "mainEntityOfPage" : { "@id" : "https://www.ccsalespro.com/blog/negotiate-like-pro", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://www.ccsalespro.com/hubfs/ccalespro%20-%20white%20background-2.png" }, "name" : "CCSalesPro" } } ```