When somebody lowball you, never defend your price. Here’s what to say instead

@nickjayala

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Why it worked

The video provides a concise and actionable strategy for a common business challenge, using a clear three-step process that empowers the viewer and offers a counter-intuitive but effective approach to negotiation.

Summary

This video explains a negotiation tactic for when a client lowballs a price. Instead of defending the price, the speaker advises to pause, ask the client how they arrived at their number, and if the number is still disrespectful, to walk away.

Structure

1Introduce the problem: being lowballed.
2Explain why defending the price is a mistake.
3Offer three moves to counter a lowball offer.
4Move 1: Pause and let the silence work.
5Move 2: Ask the client to justify their number.
6Move 3: If necessary, walk away respectfully.

Call to action

Save this for your next negotiation.

On-screen text

Nick Ayala When somebody lowball you, never defend your price. Here's what to say instead

Original caption

When somebody lowball you, never defend your price. Here’s what to say instead everybody likes to start explaining, justifying, auditioning. Say the number back slowly and stop talking. Ask how they got there. Whoever is explaining is losing ground. Save this for your next negotiation. #negotiation #Business

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Transcript

When somebody lowballs you, never defend your price. Here's what to say instead. Everybody likes to start explaining, listing everything that goes into the price, talking faster, justifying. Understand what just happened. You're auditioning and they're the judge. So flip it. Three moves. One, save their number back to them slowly, and then stop talking. That's it. Let it sit there. Most people, they can't survive the silence with their own number. And they'll start negotiating themselves. Two, if you want to keep it going, ask one question. "Help me understand how you got to that number." And now they're the ones explaining. Whoever is explaining is losing ground. Three, if the number is truly disrespectful, just close it. Hey, we're not the right fit for that number. If that number changes, I'm easy to find. No anger, no speed. You're not offended. You're just not available at that price. And unavailable is magnetic. The first person to defend their number loses. So never, never defend your number.