Simple Negotiation & Influence Tactics: For Salespeople, Business Owners, and Real Estate Agents
Learning to negotiate — and do so effectively — can be one of the most intimidating aspects of entering a career in sales. Studying and memorization will only bring you so far. Eventually, you will need to try these tactics out in person.
Here are some easy and effective ways to begin improving your negotiation skills, influence conversations with those around you, and become a more compelling and skilled salesperson.
Several of the following examples come from Exactly What To Say, by Phil M Jones. Bellamy House highly recommends this book this those looking to improve their negotiation and influence skills.
Understanding Influence & Negotiation
Negotiation, at its core, is the art of persuasion. Persuasion, which is often mistaken for manipulation, is about clarity, curiosity, and timing — not control. Manipulation forces outcomes. Persuasion creates an alignment.
To master this, you need more than technique — you need the right conversational foundation. Phil M. Jones defines this through what he calls the Four Cornerstones of Conversational Excellence:
- Curiosity – Staying genuinely interested in the other person's situation, challenges, and goals.
- Empathy – Demonstrating that you understand and care about what they’re trying to achieve.
- Courage – Having the confidence to ask the real questions and make the real suggestions.
- Clarity – Communicating your ideas simply and directly so nothing gets lost in translation.
Let's expand on this concept further and understand the following components of a successful persuasive conversation.
- Curiosity. It feels good and creates a great conversation.
- Questions control conversations. Whoever is asking the questions is in control.
- People do things for their reasons, not yours.
- The worst time to think is when you're already having the conversation.
"I'm Not Sure If It's For You, But..."
This is one of the simplest and most effective influence phrases you can learn. It softens resistance instantly.
When people feel they’re being sold to, their defenses rise. This line disarms that tension by giving them control back and removing the feeling of pressure on a decision. It communicates, “You can say no,” which ironically makes them more likely to stay open.
It triggers curiosity, lowers pressure, and positions your idea as an opportunity instead of an ask.
Example (Real Estate):
“I’m not sure if it’s for you, but I just previewed a home that checks all the boxes you mentioned.”
Example (Sales/Business):
“I’m not sure if it’s for you, but many of our clients have used this strategy to increase their close rate.”
Why It Works:
- Gives the listener a feeling of psychological safety and control.
- Sparks curiosity by framing the idea as optional, not forced. It's an opportunity.
- Shifts the energy from convincing to inviting.
“Would You Be Open To…”
This phrase is polite, non-threatening, and nearly impossible to reject outright. It appeals to a person’s self-image because nearly everyone wants to see themselves as open-minded, reasonable, and adaptable.
Instead of asking for a commitment, you’re simply asking for openness.
Example (Real Estate):
“Would you be open to adjusting the price slightly if it meant we could attract more buyers in the first week?”
Example (Sales/Business):
“Would you be open to testing this approach for two weeks to see if it moves the numbers?”
Why It Works:
- Encourages agreement without pressure or the need to make an immediate decision.
- Positions you as respectful, curious, and flexible.
- Opens the door to dialogue rather than a yes/no standoff.
Alternative: An alternative phrase would be, "How Open Are You To ____?"
“There Are Two Types of People…”
This is a framing tool, not a judgment. It's made to help you position an idea or decision in a way that makes people naturally want to identify with the right group.
By describing two categories, you help the listener self-select into the one that aligns with confidence, vision, or progress. It’s a subtle way to reframe hesitation without confrontation. It can be used as a method to help them personally align with a group or to indicate an exterior group to be aware of. This tactic isn’t about labeling people; it’s about shaping a perspective, and encouraging a person'sself-confidence natural self confidence that they are right.
Example (Real Estate):
“There are two types of buyers — those who can see potential and those who need it to be perfect on day one. The people who see potential are the ones who get the best deals.”
Example (Business/Sales):
“There are two types of clients — those who wait for things to be proven, and those who move early and set the pace for everyone else.”
Why It Works:
- Creates contrast and clarity in decision-making.
- Prompts the listener to choose their identity rather than be persuaded.
- Uses social and aspirational framing — no one wants to be in the hesitant group.
Mirroring — Being the Chameleon
People trust those who feel familiar. The fastest way to create that familiarity is through mirroring, or being the chameleon. Subtly (eg, sneakily) matching the tone, pace, and energy of the person you’re speaking with.
It’s not about imitation or manipulation; it’s about connection. When you reflect someone’s communication style back at them, they feel understood on an instinctive level. It creates calmness and the subconscious opinion that you are cut from the same cloth.
Example (Real Estate):
If a client is analytical and data-driven, lean into facts and logic.
“I ran the comps again this morning, and the pricing strategy still positions us ahead of the curve.”
If they’re more emotional or intuitive, then speak to feelings and experiences, rather than focusing on numbers or data.
“We're going to be working on a shorter deadline here, how do you feel about that?”
Example (Business/Sales):
Match pace and tone. Fast talkers like momentum. Slower communicators value pauses and thoughtfulness. Adjust your rhythm to theirs.
Why It Works:
- Builds unconscious rapport quickly.
- Reduces friction by aligning with how someone naturally processes information.
- Makes people feel “you get them."
How to Improve This Skill
1. Study Human Patterns — Start with DISC
DISC is one of the most practical tools for understanding communication styles:
- D (Dominance): Direct, fast-paced, decisive. Match with confidence and brevity.
- I (Influence): Enthusiastic, social, big-picture thinkers. Match their energy, mirror positivity, and connect personally.
- S (Steadiness): Calm, patient, supportive. Slow your pace, speak warmly, and build trust through reassurance.
- C (Conscientiousness): Logical, precise, detail-oriented. Use facts, structure, and clear reasoning.
Recognizing which type you’re talking to helps you adapt tone, word choice, and even body language. Take the quiz and learn your type.
2. Match Pace, Don’t Mimic Personality
You don’t need to become the person you’re speaking to — just match their rhythm. If they’re calm, lower your energy. If they’re animated, bring more life into your delivery.
3. Listen for Their Preferred Language
Do they talk in facts (“the numbers say…”), feelings (“it just feels right…”), or visuals (“I can picture it…”)? Mirror that type of language back to them.
4. Manage Your State Before the Conversation
Influence starts before you speak. Take 30 seconds to breathe, clear distractions, and intentionally set your tone. People pick up on whatever energy you bring in.
Bringing It All Together
Negotiation isn’t mastered through reading alone; it’s refined through practice.
Every conversation allows you to test tone, timing, and language. To learn the skills, you need to see what lands, what doesn’t, and how different people respond. The best negotiators aren’t the ones who memorize the most phrases; they’re the ones who learn to feel the moment and adjust in real time.
At Bellamy House, we help professionals strengthen these exact skills — through coaching, mentoring, and real-world feedback. Whether you’re growing a sales career, leading a team, or building your own business, we’ll help you develop confidence, communication, and influence that lasts.
Check out the page for Bellamy House Coaching.
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