During a sales negotiation, every word you say has an impact. Did you know there are certain phrases that can hurt your cause?

The language you use can make or break a deal. Certain phrases instantly signal inexperience or uncertainty. This can undermine your credibility and weaken your position, ultimately, hurting your own interests.

What phrases should you avoid during a sales negotiation?

In a Fast Company article, Lydia Fenet discusses this topic, and she uses her own experience to offer guidance.

“I have listened to many people unknowingly sink their own negotiations with a mistake as simple as using the wrong language,” she writes.

This, she notes, reveals “their inexperience and lack of confidence in one sentence.”

But awareness is key. And knowing which phrases to avoid can ensure you don’t derail the entire negotiation.

Fenet first advises against using the phrase “Is it OK if I ask for…?” At first, this seems like a polite way to make a request. But, as she points out, it can affect how the buyer views you. Projecting a confident image is vital, especially during a negotiation.

“Projecting confidence helps you build credibility and puts people at ease,” explains SalesFuel’s Tim Londergan.

“Further, confidence helps you handle the challenges of professional and personal life on a day-​to-​day basis.”

But, when you use this phrase, you give away the perception of authority. As Fenet explains, the seller should be leading the negotiation, and this phrase hurts their leadership image.

Note though it doesn’t mean you should enter a sales negotiation with an arrogant attitude.

“This doesn’t mean you need to walk into a negotiation acting aggressive or assertive if that is not your natural demeanor,” she explains.

Instead, act naturally and confidently. This puts the other person at ease and helps build trust. Your body language should show calm control. Remember, nonverbal cues often speak louder than words and can signal that you’re confident.

Stay relaxed, composed and authentic. This establishes you as a confident leader who buyers trust to move the negotiation along; no permission required.

Talking about next steps

There is another phrase that sellers should avoid using during a negotiation, and it involves next steps. While sellers should always bring up what’s lies ahead, they must be conscious of how they do it.

Fenet warns against saying things like, "I will just wait to hear back from you about next steps."

Why? It leaves the ball in the buyer’s court, once again, putting them in control. And it doesn’t confirm any agreements that were reached.

First, always confirm, according to RAIN Group’s Mike Schultz.

“The seller should summarize what they agreed to,” he suggests.

Once the buyer offers confirmation, it’s up to the seller to introduce what each party should do next. This may include another round of negotiations. Or it could be meeting to get a contract signed. Whatever the next step, sellers should suggest and finalize it.

Doing so keeps momentum going and ensures clear communication. It also prevents misunderstandings.

Being mindful can move negotiations in your favor

The language you use during a sales negotiation is crucial to maintaining control and building trust. Avoiding certain phrases helps to maintain your credibility and confidence.

You also demonstrate leadership and ensure the negotiation stays on track. Remember, being natural and confident—not aggressive—will set the right tone. Staying clear, calm, and in control throughout the process ultimately increases the likelihood of reaching a successful agreement. 

And for more tips on successful negotiation tactics, take a look at these other professional suggestions from SalesFuel. And for more ways to boost credibility in the eyes of buyers, check out SalesCred PRO. SalesFuel's AI tool can help you build credibility, add value and foster trust.

Photo by Antoni Shkraba