Negotiating Your Sales Job Offer

Negotiating Your Sales Job Offer

You did it. You received an offer. All of your hard work has paid off, and now all you have to do is accept and reap the benefits…

Not really. The question you should be asking yourself here is, “Is this a good offer?” Instead of jumping for joy and accepting your new position, take time to read all the details of the offer and weigh the pros and cons. Like we discussed in the last article, there’s no such thing as a perfect job. There will be weaknesses in your offer, it’s your job to find them and see if you can improve the circumstances through negotiation.

If it’s lower than you expected, never turn it down on the spot.

Don’t be too hard-nosed when it comes to negotiation. Sometimes ambitious job seekers draw a line and refuse to go lower than what they desire. This could be a good thing and a bad thing. In order to draw this line, make sure you understand the value you’re providing to the company.

Do you really want the job? Are you ready to commit to a high standard of professionalism? Are you confident you will be successful in the position? How much money do you actually need? You must answer all these questions to best know what you should be paid. The market isn’t often wrong. Your value usually translates pretty clearly to a company depending on commitment and revenue potential.

Be realistic about your position in your career. This will help you see clearly when going over the terms of the offer.

Tell them you’d like some time to think about it.

If you’re having a hard time coming to a decision, ask for more time. A corporation that is pressuring you to make a decision quickly is usually a bad sign. This decision is important, you may need some extra time to make sure you’re coming to the right conclusion.

Use this move sparingly. Nobody is going to wait forever for you to make a decision. Sometimes you may not know what the right number is for your salary, or whether this company is really the right one for you. But this is the nature of the business. Nobody ever has complete certainty no matter how many excel spreadsheets they used to help them make a decision.

What will make you great in your career in sales is learning how to trust intuition. Always do your due diligence, but sometimes you just have to wing it.

Prepare a counter offer and explain why you feel you deserve it.

Let’s say you decide to accept the position but you know you are worth more than they are offering. Now is the time for negotiation.

The salary they offer you initially doesn’t have to be the final number. When you have the opportunity to negotiate the deal, make sure you emphasize your ability to make money for the company. Project your anticipated long term sales show how much of a good investment you will be. Provide as much evidence as you can to prove how valuable you will be to the company. If you make a good case, it will be hard for your employer to turn you down.

You don’t need to act tough in the negotiation, simply show with facts and reason why you deserve x amount of dollars a year. If they won’t budge, you can always pursue your other opportunities.

Always mention if you have any other opportunities in play to create urgency and healthy competition.

There’s an art to tactfully mentioning that you have other opportunities available. It would be best to make that clear in the initial interview before the offer is made.

Nervously saying, “I have another opportunity that will pay me double!” will show desperation and reduce your bargaining power. Let’s say you received an opportunity after the offer was made. In that case, you can be honest. Simply tell them something better has popped up since the offer and you are considering accepting. Don’t use it as a tool to insult them, just be as honest as you can about the situation.

The increased sense of urgency may cause them to sweeten the pot to secure your position. If this happens, and you decide to accept, do it gracefully. The last thing you want to do after accepting an offer is to give the feeling of “I win” to your employer, it will color your relationship negatively from that point on.


Always show enthusiasm and appreciation for an offer, even if it’s lower than expected.

You never want to insult the person offering you a deal. Even if the negotiation didn’t go as planned, you showed charisma and a desire to pursue what you want. The worst thing you can do at this moment is to show disdain.

The salary you accept when you take the job isn’t permanent. If you truly got less than you wanted, use that as fuel to work even harder. Earn that next rase and make it come sooner rather than later. Prove to them that you are going to make it rain for the company. There will be no doubt that you deserve a bigger salary if you can consistently perform well.


At this point, you know everything you need to know about the hiring process. Again, the habits you develop here will translate into how you perform in sales. Challenge yourself to be the best you can possibly be. If you can achieve this, there is no limit to what you can achieve. Good Luck!