Handling the Sales Candidate Who Wants A Better Offer – Stand Firm or Negotiate?

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When you make a job offer to a sales person, are you willing to negotiate? Listen to this episode of the Sales Management Minute to learn key considerations when deciding whether or not to negotiate the offer.

You’re at the hiring finish line… you’ve made the offer to the sales candidate who has passed all of your interview tests with flying colors. Then, she comes back and wants a higher salary than you’ve offered. Do you offer more money? Do you stand firm? This is a tough situation to be in as you really want this person on your team, but you must also consider the ramification of your decision to negotiate. There isn’t a standard right or wrong answer, but there is a point that many don’t consider when making the decision.

If you elect to negotiate, what message are you communicating? You have just conditioned her to think that whenever you put something on the table, be prepared to negotiate it. Since this is a new relationship, you are establishing a foundation that can cause mistrust. She will think you are always trying to low-ball.


Before you make an offer to your next candidate, think through the next steps of the process.


Do you make an offer based on zero negotiation?

Or, do you present an offer that you are willing to negotiate.


Remember, your ultimate goal is to create a long-lasting, mutually beneficial relationships between the company and its sales people.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.