The If-Then close

The if-then is as simple as it sounds, a good technique if you don’t know a lot about negotiation simply because it helps you look to the future, raise and then deal with objections, know each others positions and easily work out what components are worth to the other party.

Simply put, the if-then puts a proposition (IF) forward then suggests a possible exchange (THEN). I’d really use this when you’re in the same ballpark, rather than at the start of the negotiation.

For example IF we offer this, THEN you’ll offer what?

IF you agree to this, THEN we’ll agree to that.

Simple law of exchange stuff. But good foundational practice for your junior sales team to make habitual so they have something to default to.