The Importance of Follow-Up in Negotiation

Listen up. I’ve coached thousands of sales calls and most reps sabotage their own deals without realizing it. When I started in 2007, I nearly got fired for not understanding how language impacts buyer psychology. Now, after helping teams double revenue in 90 days, I can spot the hidden mistakes instantly. You're probably killing your win rate with these “harmless” phrases. Here are 6 phrases that are absolutely DESTROYING your deals (and what to say instead): 1) "Sorry to bother you..." Starting with an apology tells the prospect, “I’m not worth your time.” You’ve lost before you’ve begun. Top 1% performers NEVER apologize for delivering value. They command attention through absolute certainty. ✅ POWER MOVE: "Hey Alice, Marcus here from Venli. I'm reaching out because we helped Company X increase their pipeline by 37% last quarter, and I noticed your team might be facing similar challenges..." 2) "Just following up..." This lazy phrase screams, “I’ve got nothing to offer, but want your money.” Total momentum killer. Elite reps are wildly precise with their words and always reference specific commitments made in previous conversations. ✅ POWER MOVE: "Alice, you mentioned you were going to discuss our proposal with Charles during your leadership meeting yesterday. I'm curious … what feedback did you receive that we should address?" 3) "I know you're really busy..." Say this, and you’ve just made yourself irrelevant. Game over. Remember: YOUR time matters. Top performers signal status through subtle positioning every time. ✅ POWER MOVE: "I was just wrapping up a strategy session with Lisa, the CEO over at Company X, and wanted to quickly connect about next steps before my afternoon gets packed..." 4) "What are the next steps?" This signals poor process control - no system, no playbook, no real method. The sales machines I build don’t ask for direction - they GIVE it. They own the process. ✅ POWER MOVE: "Based on what we've discussed, here's what typically happens next: First, we'll schedule a technical review with your team for next Tuesday. Then, we'll deliver a customized implementation plan by Friday. How does that sound?" 5) "To be honest..." Wait, Wait... so everything before this wasn’t true? Nothing kills credibility faster. When I turn around failing sales teams, eliminating this phrase is always one of the first habits we break. ✅ POWER MOVE: "That's an excellent question, Alice. Here's exactly how our solution addresses that challenge..." 6) "What do I have to do to get your business?" Is this 1988? This pushy close screams desperation and kills trust instantly. The best reps I've coached understand that closing isn't an event. It's the natural outcome of a well-executed sales process. ✅ POWER MOVE: "It seems like you're hesitating about X. I'm curious … what specific concerns do you have that we haven't fully addressed yet?" Which of these six phrases have YOU been using without realizing it? 

"Let me know if you have any questions." "Happy to discuss further." "Looking forward to your thoughts." Every time you end a follow-up with these wimpy closes, you're asking busy executives to do work they won't do. They're not going to think of questions. They're not going to schedule a follow-up call. They're not going to send you their thoughts. They're going to delete your email and move on with their actual job. The fix is making the next step so easy that a drunk executive could do it. Instead of "let me know if you have questions," embed your calendar link directly in the email. One click to book time. Instead of "happy to discuss further," Create a simple yes/no decision box: "Ready to see the ROI calculation? Yes | No" Instead of hoping they'll respond with their availability, give them three specific time slots to choose from. The most powerful follow-up technique? Use their exact words from your call. When Jessica said she's "bleeding money on software licenses," don't paraphrase it. Quote it exactly. Reference her Thursday board meeting. Add one insight she didn't know. There's nothing more impossible to ignore than hearing your own words reflected back with new value attached. Your generic templates sound like every other vendor they're ghosting. But your personalized follow-ups that reference specific moments from your conversation get responses. Stop making prospects do the work of figuring out next steps. Start making it obvious how they move forward. Every follow-up is life or death for your deal. Most AEs are committing suicide with their own emails. Don’t be like most AEs.

Treat these phrases like a porcupine don’t touch them: “Just following up on the proposal.” “Just checking in on the proposal.” “Any thoughts on the proposal?” “Just circling back on the proposal.” They sound harmless. But underneath they say: “I need you to buy so I can hit my Q4 number.” Buyers feel that. It’s not curiosity, it’s pressure. And pressure triggers resistance. Instead of following up on a proposal… Don’t send one. At least, not until you’ve done this: Prospect: “Can you send me a proposal?” You: “Sounds like if the proposal has what you want at the price we discussed, you’re ready to roll?” That one question shifts the entire dynamic. Because now, you’re not chasing a maybe. You’re checking for readiness. And when you check for readiness, you get honesty: “We still need legal.” “We’re waiting on Q4 budget.” “My boss is in Bali.” Now you’re not guessing. You’re not pushing. You’re not sending paper into the void. You’re present. You’re calm. You’re aligned with the buyer, not your quota. The less you chase, the more you see.

Years ago, I watched one of the best enterprise salespeople I've ever known lose a million-dollar deal simply because "𝗜 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗽𝘂𝘀𝗵𝘆". This brilliant, capable professional was letting million-dollar opportunities slip away because she was afraid of seeming aggressive. Sound familiar? Here's the reality I've found after analyzing thousands of sales interactions: The average B2B purchase requires 8+ touches before a response, but most salespeople give up after 2-3. 𝗧𝗵𝗲 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗶𝘀𝗻'𝘁 𝗳𝗲𝘄𝗲𝗿 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽𝘀—𝗶𝘁'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿 𝗼𝗻𝗲𝘀. Working with clients across industries, I've developed what some have called the "Goldilocks Sequence" – not too aggressive, not too passive, but just right for maximizing response rates without alienating prospects. It starts with how we view follow-ups. Stop thinking of them as "checking in" and start seeing them as opportunities to deliver additional value. For each client, we build what I call a "Follow-Up Content Library" with 5-10 genuinely valuable resources for each buyer persona – a mix of their content and third-party research addressing likely challenges. Having this ready means follow-ups can pull the most relevant resource based on the specific situation. The sequence itself has a rhythm designed to respect the prospect's time while staying on their radar: 𝗗𝗮𝘆 𝟭 is the initial value-focused outreach with a specific insight (never generic "I'd like to connect" language). Around 𝗗𝗮𝘆 𝟯, we send a gentle bump, forwarding the original email with: "I wanted to make sure this reached you. Any thoughts on the [specific insight]?" It's brief and assumes positive intent. By 𝗗𝗮𝘆 𝟱, we shift to an alternative channel like LinkedIn, with a personalized note referencing the insight, but still no meeting request. Around 𝗗𝗮𝘆 𝟴 comes the pure value-add – sharing a relevant resource with no ask attached: "Came across this [article/case study] that addresses the [challenge] we discussed. Thought you might find it valuable regardless of our conversation." 𝗗𝗮𝘆 𝟭𝟮 brings what I call the "pattern interrupt" – a brief email with an unexpected subject line and single-question format that's easy to respond to. Then, around Day 18, we send the "permission to close" message: "I'm sensing this might not be a priority right now. If that's the case, could you let me know if I should check back in the future? Happy to remove you from my follow-up list otherwise." This sequence generated a 34% response rate for an enterprise software client compared to their previous 11% using traditional methods. The key difference? Every touch adds legitimate value rather than just asking for time. And because it's systematic, it removes the emotional weight of deciding when and how to follow up. What's your most effective follow-up technique? I'm always collecting new approaches to share with clients. #SalesFollowUp #OutreachStrategy #PipelineGeneration

The Biggest Threat to Your Deals? It’s not the competition. It’s not the price. It’s how you show up.   How do I know? For the past 20 years, I’ve helped professional speakers, consultants, coaches, and authors craft brands that open doors and sales strategies that turn them into clients. Here’s what’s killing your deals: ❌ Chasing the wrong contact: If they don't have the authority to say yes, they never will. ❌ Random follow-ups: “Just checking in” isn’t a strategy. It’s noise. ❌ Sending unsolicited material: If they didn’t ask, they won’t open it. Don’t spam. ❌ Selling instead of listening: You can’t solve what you don’t understand. ❌ Pitching before you’ve earned trust: Connection before conversion. ❌ Talking features, not outcomes: Nobody buys a tool. They buy what it does for them. ❌ Ignoring silence: No response is a response. Learn from it. ❌ Rushing the close: If you’re more urgent than they are, you’re losing. ❌ Not being relevant: If your offer doesn’t fit their now, it won’t fit their next. ❌ Not building a brand that sells before you do: If they don't know why you matter, you’re just another pitch. Want to close more deals? ✅ Find the decision-maker. ✅ Follow up with value, not reminders. ✅ Show up with insight, not pressure. ✅ Listen so well they’ll say, “You get it.” ✅ Show up, show care. Trust is earned over time, not in a pitch. ✅ Focus on their outcomes, not your offering. ✅ Handle silence with curiosity. ✅ Match their pace, not yours. ✅ Care more about their problem than your solution. ✅ Build a brand that makes your name open doors before your pitch does. People don’t buy from scripts. They buy from people who care and are known for it. #leadership #entrepreneurship #personalbranding

Don’t f*** up your follow-ups. AVOID these 3 mistakes that many sellers make 1. Asking questions you should already know the answer to “When do you think you’ll get a chance to review?” “Who else needs to take a look at this” If you’re asking these after sending your proposal, you’ve already skipped a step. BEFORE your proposal goes out, you should know: - Who’s involved in the decision - What their criteria are/what they care about - When a decision should realistically be expected If you didn’t set these expectations up top, you’re going to be playing catch up in your follow-ups. This IMMEDIATELY puts you on the back foot. 2. Lacking confidence “Sorry to bother you.” “No rush at all.” “Let me know if that pricing doesn’t work, we may have some wiggle room.” When you overchase, start negotiating against yourself or indicate that they’re doing you a favour by looking at your proposal, you subtly undermine the premise that your offer is of benefit to them. Remember, your product/service is solving a problem for them. You’re helping them just as much as they’re helping you/your company (if not more!) 3. “Just checking in…” emails Your follow-ups should do much more than just reminding your buyer that you exist. You should be adding value, narrowing the decision or clarifying next steps, and ultimately moving the deal forward. Proposal analytics help massively here, as you can see exactly who was looking at what in your proposals. This allows you to tailor your follow-ups accordingly, making sure they actually mean something. For example, let’s say you see that your buyer was spending a lot of time clicking around the ROI section of your proposal. You can send something like “By the way, I’ve found a lot of team’s focus on the ROI. Would it be useful for me to tailor the assumptions to your specific targets for the year?” That’s a BIG difference from a “Wondering if you’d had a chance to review…” Want to see the power of proposal analytics for yourself? Try Qwilr for free at https://getqwilr.com

The single biggest problem in communication is the illusion it has taken place.”   — George Bernard Shaw   And that illusion is exactly why your negotiation breaks down.   Not because of the supplier,   But because legal, procurement, and commercial all think they're on the same page when they’re not.   The real breakdown happens inside your own team.   You don’t see it in the meeting.   You see it in:   – Misaligned counters – Last-minute objections – Contracts stuck in limbo   Everyone’s moving. But not in the same direction.   These 5 check-ins fix that.   They’re short. They’re simple. And they keep the deal from falling apart behind closed doors.   Check-in #1: Before kickoff   Ask: → Who’s driving the deal? → What’s non-negotiable for each function? → How are we handling trade-offs?   Without this, the friction starts before the first call.   Check-in #2: After the first supplier call   Ask: → Did we give away leverage? → Did they test boundaries? → Are we still aligned internally?   This is the first fork in the road. Ignore it, and misalignment grows.   Check-in #3: When terms land   Ask: → What matters vs. what’s noise? → Where will legal and commercial clash? → What’s our negotiation posture now?   You’re either coordinated or negotiating with each other.   Check-in #4: Before countering   Ask: → Are we telling the same story? → Is the counter strategic—or reactive? → Do all teams back this move?   Disagreement here weakens your hand out there.   Check-in #5: After close   Ask: → Where did we lose time? → What helped us move faster? → What should we do differently next time?   No review = no improvement.   Strong negotiation isn’t just external strategy.   It’s internal clarity.   Start with these 5 check-ins. Speak as one team...or don’t speak at all.   Send this to someone on your team who needs to read it... Before your next negotiation begins. -------------- Hi, I’m Scott Harrison and I help executive and leaders master negotiation & communication in high-pressure, high-stakes situations.  - ICF Coach and EQ-i Practitioner - 24 yrs | 44 countries | 150+ clients   - Negotiation | Conflict resolution | Closing deals 📩 DM me or book a discovery call (link in the Featured section

Recruiting isn't about closing fast. It's about staying close. But here's the challenge: How do you follow up long-term without annoying the candidate? How do you stay on their radar… without feeling like a telemarketer? You ask for permission, and you earn the right to stay in the conversation. Here's a simple 3-part framework I teach leaders to use: 1. Acknowledge the timing "I totally get that now may not be the right time to make a move." When you acknowledge their current reality, you build trust. 2. Ask for alignment "Would it be okay if I stayed in touch over the next few months, just to keep the conversation open?" This shifts follow-up from "nagging" to agreed-upon access. 3. Set the tone for future value "I'll make sure anything I send your way is relevant to where you're headed, not just where you are today." Now you're not a recruiter. You're a future-focused partner. Bonus tip: Keep it human and low-pressure. Text updates. Quick voice notes. A win your team just had. A leadership thought that made you think of them. The goal isn't to sell. It's to stay worth replying to. Because the best candidates aren't always ready on the first call. But they do remember who stayed connected the right way. Play the long game, with permission, not persistence.

Founder-Led Sales Bootcamp #18: The anti-follow-up follow-up Let’s face it - most follow-ups are awful You know the one: “Just checking in to see if you had a chance to review…” It’s lazy, adds no value, and gets ignored. And yet, we all do it. Here’s the truth: deals don’t die because of price or competition nearly as often as they die because… people just don’t follow up well. Not consistently, not creatively, and definitely not with empathy. Your follow-up should remind them of the value, not just remind them you exist: 5 Follow-Up Tactics That Actually Work: 1️⃣ The Insight Drop Send something actually useful. "Thought of you when I read this piece on X - lines up with what you mentioned re: [pain]. Let me know if you'd like me to break down how this applies to your team." 2️⃣ The Reverse Close “Happy to pause here if priorities have shifted - I know how things move internally. Let me know either way.” By giving them an out, you remove pressure and often get a faster reply. 3️⃣ The Value Tease “Would a short walkthrough focused just on [specific goal] be helpful for you or others internally?” 4️⃣ The Close the Book This one’s powerful when things have dragged out: "I haven’t heard back, so I’m going to assume timing isn’t right and close the book on this for now. If things change, I’m always here.” It’s respectful, confident, and creates positive tension. You’ll be shocked how many replies start with, “No wait, sorry for the delay...” 5️⃣ The Mutual Action Reminder If you’ve got a Mutual Action Plan or shared plan in place: “Circling back on our shared timeline - still makes sense to aim for [milestone]?” Quick Action Plan: 💡Stop saying “just checking in.” Forever. 💡Create a 3-email follow-up flow. One value-add, one soft ask, one Close-the-Book if needed. 💡Add a reminder into your CRM 3, 7, and 14 days post-demo. Most founders give up way too early. Buyers aren’t ignoring you because they hate your product. They’re just busy. Be the one who makes follow-up frictionless.

99% of deals that I lost had one thing in common (I bet 30% of your pipeline looks the same) I didn’t set a clear next step. No matter how good the call felt. If I didn’t lock in the next move before hanging up. It died in follow-up limbo. Deal was dead. Here’s exactly how I set next steps now (and how you can too): 1. Always set the next step before the call ends → “Let’s grab 15 minutes while we’re both here - does Tuesday or Wednesday work better?” Why it works: Avoids email tag and ghosting. Locks in commitment live. 2. Make the next step outcome-driven → Don’t say: “Follow-up call.” → Do say: “Pricing review with the CFO” or “Legal alignment” Why it works: Creates clarity and urgency - everyone knows what’s coming. 3. Confirm who needs to be in the room → “Anyone else we should loop in for the next step?” → “Who signs off on this kind of decision internally?” Why it works: Multithreading early avoids delays later. 4. Recap the call with 3 key bullets → What we discussed → Why it matters → What’s happening next (date, time, people) Why it works: Removes ambiguity. Builds trust. 5. Use “time framing,” not “next week” → Say: “Does Wednesday at 10 or Thursday at 2 work better?” Why it works: Frictionless scheduling beats soft follow-up every time. The result: - Tighter sales cycles - Fewer ghosted deals - More control through every stage My take: The close doesn’t start with the proposal. It starts the moment you lock in the next step. PS. What’s your go-to line to land the follow-up on the call?