Protect the Relationship After the Deal
Practical ways to protect the relationship after the deal, because the next negotiation begins the day this one ends.
After the deal is the start. Deliver, then deepen.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
After the deal is the start
The relationship after signing decides whether you win repeat business and referrals.
Plan for it.
Deliver exactly what you promised
Reliable delivery proves your word and builds trust.
Check your promises.
Check in at thirty days
A call after a month shows care and catches problems early.
Calendar it.
Fix issues quickly
Speed in solving problems turns doubt into loyalty.
Act fast.
Share progress
Updates keep them informed and reassured.
Send notes.
Thank them again
Appreciation after the deal strengthens the bond.
Send a note.
Plan a review
A scheduled review keeps the relationship active.
Book it.
Ask for feedback
Learning how they feel guides improvement.
Request it.
Look for future needs
Listening may reveal new opportunities.
Ask what is next.
Trust grows after the deal
Delivery proves your word.
Care.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Here is what we promised.”
“How is it going so far?”
“Let me solve that right away.”
“Thank you for the opportunity.”
“Shall we review in a month?”
“I am here if you need me.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Deliver on every promise
Check in after thirty days
Fix issues quickly
Share good news
Thank them
Plan a review
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Do Not Celebrate Too SoonNext: Learn From Every Negotiation →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
