Use Sales Strategies to Negotiate A Job Offer

Personal Branding

Interviewing for a job can be a nerve-wracking experience. Many are in a position of disliking their current position so much they believe they would take almost anything when a new offer comes along. But as we all know, that is a poor solution.

Waiting for the better match is a wiser path to take. And it is this waiting for the right position and for the right offer to come your way that will put you on edge. What is one to do?

Review the facts from your perspective first and then that of the company

– Did you concentrate your interviewing effort on the type of company that interests you most?
– Was a connection with the people felt?
– Do you believe the job will be good for your career?
– Will you look forward to getting up in the morning to go to work?

Their Perspective:

– What are the advantages your expertise brings to the company?
– What were their pain points conveyed during the interview(s)?
– Do you have new ideas to offer to improve systems?
– What will the company find beneficial by hiring you?

While you are waiting for an offer to arrive in the mail, give consideration to the above questions. When you are certain you are moving to a better situation, it is time to make a long list of everything important you will bring to the company.

Mentally replay the previous conversations in order to fit both perspectives (theirs and yours) together as if it were a puzzle. Reviewing your list should boost your confidence. Be easily able to explain why the answers on your list are an advantage for the company by matching both perspectives.

Receipt of the offer becomes your last opportunity to negotiate an improved offer.

Understanding the company’s needs, wants, and deep down desires and the ability to express the benefits you bring will play well into asking for a better package. The company spent a lot of time and money deciding upon you, the chosen candidate. They do not want to go through this enormous effort again. Rather than declaring, “Take it or leave it”, the company will recognize your talent and most often will be willing to negotiate.

Your ask should be:

– Within reason
– Based upon previous conversations begun by the Hiring Manager
– Expressed well

As long as your ask follows these guidelines, you should be able to negotiate well. By having created your lists ahead of time and becoming very familiar with both perspectives, you increase the odds for getting what you desire.

When the offer does arrive, read it several times and take your time before responding. Give due consideration to the positives and negatives. See if anything is missing and contemplate what new ideas may be suggested.

Rather than beginning a new job with the appearance of being hungry and at the mercy of the company, you will begin your new employment from a place of strength. Your new employer will take you more seriously. And your personal brand just might become “thoughtful”.

Having all the facts in place will put you in a stronger position to negotiate well and will lead you to the Smooth Sale!


Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. She provides team sales training, private coaching and highly acclaimed inspirational keynotes for conferences. Elinor is available for consultation.