By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
ProbizbeaconProbizbeacon
  • Business
  • Investing
  • Money Management
  • Entrepreneur
  • Side Hustles
  • Banking
  • Mining
  • Retirement
Reading: 5 Steps to Negotiate Confidently With Tough Clients
Share
Notification
ProbizbeaconProbizbeacon
Search
  • Business
  • Investing
  • Money Management
  • Entrepreneur
  • Side Hustles
  • Banking
  • Mining
  • Retirement
© 2025 All Rights reserved | Powered by Probizbeacon
Probizbeacon > Entrepreneur > 5 Steps to Negotiate Confidently With Tough Clients
Entrepreneur

5 Steps to Negotiate Confidently With Tough Clients

June 9, 2025 8 Min Read
Share
8 Min Read
5 Steps to Negotiate Confidently With Tough Clients
SHARE

Opinions expressed by Entrepreneur contributors are their own.

If you’re a founder, freelancer or small business owner, chances are you’ve had at least one sales conversation go sideways — and maybe more than you’d like to admit. After presenting your offer enthusiastically, the client counters with a laundry list of demands, challenges your pricing or continues to push for more without giving an inch in return.

Sound familiar?

In our work delivering sales training for entrepreneurs and small business owners, we encounter this scenario all the time. Many founders tell us the same thing: “I didn’t start my business to be in sales.” And yet, selling and negotiations are critical to your business’s growth and survival.

The good news? You don’t have to be a high-pressure closer or a natural-born negotiator to succeed. You just need a simple shift in mindset and a few proven techniques to put you in the driver’s seat.

These five steps will work with even your toughest clients.

Related: Negotiation Basics: 8 Common Questions and Answers

Step 1: Don’t negotiate too early

One of the biggest mistakes I see small business owners make is negotiating before the prospect is sold on the value of the solution.

Consider negotiation as the final step in achieving an agreement, rather than the starting point. If you start negotiating before the client is fully convinced that you’re the right solution, you may end up giving away discounts, setting yourself up for scope creep or agreeing to unfavorable terms without receiving much in return. Even worse, you’ll appear uncertain, and uncertainty kills deals.

See also  Microsoft CEO Explains Recent Layoffs in Internal Memo

Instead, wait until you’ve qualified and engaged your prospect and you have demonstrated clear value for your offering. That’s your cue to shift the conversation toward finalizing the deal, rather than defending your worth.

Step 2: Define a “win-win” outcome before you talk numbers

Most founders want to be flexible and collaborative in negotiations, but that only works if you know what you need from the deal.

Before any negotiation, get clear on:

  • What’s non-negotiable (e.g., your minimum price, legal terms, scope boundaries)

  • What’s flexible (e.g., payment terms, timelines, minor add-ons)

  • What a “win” looks like for both sides

A win-win outcome means both parties walk away with value. That might mean agreeing to a slightly lower price in exchange for upfront payment (a trade-off) or offering an extra revision round at no cost (an embellishment) to sweeten the deal without hurting your margins.

Being prepared gives you confidence and gives your client clarity.

Step 3: Don’t let personality hijack the process

I once worked with a creative agency founder who felt bulldozed in negotiations by a demanding corporate client. Every request came with a condescending tone. Every “no” was met with pushback. The founder was ready to give up the deal entirely — until we made one important distinction: the difference between the person and their position.

Negotiation is emotional, but it doesn’t have to be personal.

If a client challenges your pricing or scope, they’re advocating for their business, not attacking yours. Detaching emotionally lets you respond strategically. Instead of reacting to tone or attitude, stay grounded in the value of your offer and the structure of your deal.

See also  Autonomous Agents Are Revolutionizing Software As We Know It

Related: Negotiation Skills for Entrepreneurs — How to Craft Deals Like a Pro

Step 4: Use the power of trade-offs, embellishments and compromises

Every negotiation involves three variables:

  • Deliverables

  • Terms and conditions

  • Price

The key is to balance all three without caving on what matters most.

Let’s say a client asks for a 20% discount. Instead of saying yes or no outright, respond with a trade-off: “We can offer a reduced rate if we simplify the scope or shift the timeline.” Or offer an embellishment: “Let’s keep the proposed rate, but I’ll add in a 30-minute strategy session post-launch.”

If you do need to compromise, do it intentionally and not reactively. Find the middle ground that protects your business while still moving the deal forward.

Step 5: Know when to walk away

No one likes losing a deal. However, chasing the wrong deals or closing them on bad terms can be even more damaging.

If you’ve qualified the prospect, demonstrated your value and offered reasonable flexibility — and they still demand more than you can give — it’s okay to walk away. It’s often the smartest move you can make.

One solopreneur I coached stood firm on her pricing after weeks of negotiation. The client walked away, but returned two months later, ready to sign at full price. Why? The seller knew her worth, and the buyer discovered that as well.

Related: 5 Negotiation ‘Don’ts’ That Must Be Avoided

You’re not selling, you’re solving

Negotiation should never be a battle. Instead, view them as a conversation about alignment. When you focus on solving your client’s problems and the value you bring to the table, you stay centered, credible and in control.

See also  Mark Zuckerberg Reveals Meta Superintelligence Labs

If you want to grow your business, scale your agency or simply feel more confident in sales conversations, you don’t need a slick pitch. You need a framework for value-based selling that works for you — especially if you’re an introvert, a creative or someone who doesn’t see yourself as a traditional salesperson.

Negotiating with tough clients becomes easier with the right mindset and tools. Start with preparation. Lead with empathy. Stay grounded in your value. Remember: Sustainable revenue growth is not about how many clients you win, but how you win the right ones.

If you’re a founder, freelancer or small business owner, chances are you’ve had at least one sales conversation go sideways — and maybe more than you’d like to admit. After presenting your offer enthusiastically, the client counters with a laundry list of demands, challenges your pricing or continues to push for more without giving an inch in return.

Sound familiar?

In our work delivering sales training for entrepreneurs and small business owners, we encounter this scenario all the time. Many founders tell us the same thing: “I didn’t start my business to be in sales.” And yet, selling and negotiations are critical to your business’s growth and survival.

The rest of this article is locked.

Join Entrepreneur+ today for access.

You Might Also Like

What 8 Years in Corporate Life Did — and Didn’t — Prepare Me For as a Founder

JPMorgan to Cut Headcount in Some Divisions Due to AI

Frank McCourt Jr. Interview: Why I Want to Buy TikTok

Hyundai Announces $20 Billion US Investment, New Plant

15 Top Fiverr Jobs: Ways to Make Money on Fiverr

TAGGED:Business
Share This Article
Facebook Twitter Copy Link
Previous Article Midnight is celebrated along the River Thames in London with a spectacular and colourful firework display. Up 20% in a week! This growth stock is on fire – should I consider buying it?
Next Article 5 Reasons Switching Banks May Be Worth It 5 Reasons Switching Banks May Be Worth It
Leave a comment Leave a comment

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Stay Connected

235.3kFollowersLike
69.1kFollowersFollow
11.6kFollowersPin
56.4kFollowersFollow
136kSubscribersSubscribe
4.4kFollowersFollow
- Advertisement -
Ad imageAd image

Latest News

Coinbase Vs. Robinhood: Which One Is Better For Cryptocurrency Investing?
Coinbase Vs. Robinhood: Which One Is Better For Cryptocurrency Investing?
Investing August 16, 2025
Nearly 1 In 4 Americans Have Zero Emergency Savings — These Under-the-radar Strategies Can Help
Nearly 1 In 4 Americans Have Zero Emergency Savings — These Under-the-radar Strategies Can Help
Banking August 16, 2025
Rear View Of Woman Holding Man Hand during travel in cappadocia
Here’s how investing £700 a month could unlock a £48,000 second income
Investing August 16, 2025
Hive Blockchain doubles its Bitcoin production and aims for 3% of the global hashrate
Hive Blockchain doubles its Bitcoin production and aims for 3% of the global hashrate
Mining August 16, 2025
//

We influence 20 million users and is the number one business and technology news network on the planet

probizbeacon probizbeacon
probizbeacon probizbeacon

We are dedicated to providing accurate, timely, and in-depth coverage of financial trends, empowering professionals, entrepreneurs, and investors to make informed decisions..

Editor's Picks

Money Market Accounts vs. Savings Accounts vs. CDs
New AI Models Make More Mistakes, Creating Risk for Marketers
The Definitive Guide To Podcast Intros
AI Improves UX For Over 3 Billion People

Follow Us on Socials

We use social media to react to breaking news, update supporters and share information

Facebook Twitter Telegram
  • About Us
  • Contact Us
  • Disclaimer
  • Privacy Policy
  • Terms of Service
Reading: 5 Steps to Negotiate Confidently With Tough Clients
Share
© 2025 All Rights reserved | Powered by Probizbeacon
Welcome Back!

Sign in to your account

Lost your password?