In this fourth and final edition of our outbound sales series, we have possibly some of the best negotiation advice possible. Over the past three installments of "How to Perform Outbound Sales", we have teamed up with domain name broker and Director of Business Development at Fabulous.com, @Mike Robertson, to teach you how to conduct outbound sales. We have covered topics that range from basic preparation to finding potential buyers and how to go about writing outbound emails. Here, we're going to take it a stage further and discuss negotiations and closing a sale. Receiving an Offer One of the best outcomes you can achieve from an outbound sales email is to receive an offer. Sometimes that offer may only be a few hundred dollars, but every so often an end user may truly appreciate the value of the name and submit an opening offer that's very close to your own expectations for the name. We asked Mike, should you ever accept an opening offer, or should you counter? Mike Robertson, Director of Business Development at Fabulous.com Negotiating If initial offers shouldn't be accepted, it stands to reason that we'll need some negotiating skills in order to increase the price that the buyer is willing to pay. The problem is that many investors may not be skilled at negotiating, so here, Mike has given his expert advice on how to be a better negotiator. Mike has closed many high-value sales including BTC.com for $1 million in 2014. Here's what Mike says: In negotiating the sale of one of your names, or a brokered name, the aim is the get the potential buyer to increase their offer up to your target price. Is there any way of telling whether a potential buyer may give you a higher offer? How would you know when their maximum offer is reached? Mike says: Something I've always been interested in knowing is how often sales are closed via email versus the phone. Is it best to conduct negotiations via email, or is connecting on the phone a far quicker way to get things done? Closing Once you've reached a price that both parties are happy with, how do you initiate the closing process? Is it your job as the seller or broker to introduce possible payment methods and take the lead on that? Is escrow always the way to go? Do buyers need to be talked through each step of the process from initiating escrow through to transferring the name? After closing a domain sale, does the interaction stop there, or should there be any follow up with the buyer of your domain name? Mike recommends the following: -- Thanks to Mike Robertson for his expert help throughout this series. You can view Part 1, Part 2 and Part 3 of this series for the complete overview of our outbound sales walkthrough.