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Dealing With Take it or Leave it Offers
How to win negotiations when it feels like there's only one option
Good Morning! It’s National Mascot Day! And if salespeople had a mascot, it would probably be a mix between a golden retriever and a Roomba… friendly, persistent, and never stops moving forward, no matter how many obstacles someone puts in the way. Now let’s get into today’s Follow Up. 😄
Make prospects commit by saying no 🤝
Winning at take it or leave it offers 🤯
Why random linkedin requests suck 😬
Sales jobs & a meme 😂
Sales Tip of The Day 💡
Sometimes the best way to get a prospect to commit is by making it easy for them to say no.
When you can’t seem to get a straight answer, try this in your next follow up:
✍️ "If this isn’t something you’re prioritizing, feel free to let me know, no hard feelings. Just trying to avoid being the sales guy who can't take a hint."
This lowers their guard by removing the pressure of saying they’re not interested, and gives them an opportunity to disqualify (or qualify) themselves.
Subject lines don’t get replies. Emails do.
Most sales reps obsess over the wrong thing.
We analyzed thousands of cold emails. The biggest insight?
👉️ Short subject lines.
👉️ Lowercase.
👉️ No gimmicks.
We packaged the exact formula (with real examples) into a simple one-pager you can download for free.
Get the guide: The Anatomy of a Good Cold Email Subject Line
Stop wasting time on subject lines - and start getting more replies.
How to Handle "Take It or Leave It" Offers
Picture this… You're deep into a sales cycle with your dream prospect, and they drop this line:
"We’d like to buy, but this is our final offer. Take it or leave it."
Your heart drops. Your commission dreams flash before your eyes. And that voice in your head starts panicking.
If you know the deal can’t be done with the price or terms they’re asking for, it probably feels like a lost cause.
But here's what Chris Voss (former FBI hostage negotiator) knows that most salespeople don't: "Take it or leave it" offers are rarely what they seem.
Today, we're breaking down how to handle these ultimatums without losing the deal.
Why People Give Take it or Leave it Offers
Before you respond, you should understand what's really happening. Voss identifies three reasons people make "take it or leave it" offers:
They're insecure. Maybe they're not confident in their position. Or they're afraid of being taken advantage of.
They're under pressure. Deadlines, budgets, or bosses are forcing their hand.
They're testing you. Some buyers want to see how you handle pressure. Will you fold or push back?
The Four-Step Response Framework
When someone gives you an ultimatum, resist the urge to immediately accept or reject. Instead, use these four techniques:
1. Ask No-Oriented Questions
No-oriented questions are designed to make someone say ‘no’ and elaborate on their answer.
For example:
Try: "Is it unreasonable for me to ask a few clarifying questions?”
Or: "Would it be out of line to understand what's driving this price you’re asking for?"
These questions give you information without seeming pushy. And they often reveal the real story behind the ultimatum.
2. Seek Clarification with Respect
Show genuine interest in their position, and push back on what’s driving it.
Try: "I can see this is important to you. Help me understand what's making this so urgent."
Or: "It sounds like you're under some pressure to get this done. What's the deadline we're working with?"
This approach acknowledges their constraints while opening the door for more discovery.
3. Use Gentle Labels
Labels help people feel understood or encourage them to correct you if they’re wrong.
Try: "It sounds like there's no flexibility on these terms."
Or: "It seems like you've explored all other options."
The key is that you're not challenging them, you're letting them know the assumptions you’re making. Which often prompts them to clarify or soften their position.
4. Acknowledge their ‘Generosity’
Even when someone seems inflexible, they probably feel they're being generous or fair with their offer. Acknowledge that.
Try: "You've been very generous with your offer. It sounds like there's nothing more you can do…?"
This makes them feel good about their position, and can even trigger them to be more generous with their offer.
When You Need to Make an Ultimatum
Sometimes you're the one who needs to make the take it or leave it offer.
You’ve got your bottom number you can make the deal at, and there’s nowhere else to go. Do this carefully.
The best way to do this is to frame it as generous rather than demanding:
Try: "Given everything we've discussed, I've put together what I believe is a very fair offer. This is the best I can do."
And if you’ve truly exhausted all options, give them a graceful way to say no:
Try: "If this doesn't work for your situation, I completely understand."
Bonus: Never drop a Take it or Leave it on Email
Here's a crucial point: Negotiations belong on calls, not in email.
Email gives buyers unlimited time to strategize. They can shop your offer to competitors. They can overthink every detail and come to conclusions that aren’t true.
Use email to confirm what you discussed. Not to negotiate.
How do you usually handle 'Take it or Leave it" offers |
