AI in price negotiations – friend or foe of the salesperson?

A guest article by sales expert Oliver Schumacher.

I like to present my participants with a few prompts that buyers work with. For example: “Come up with 10 arguments why my supplier should give me a 5% discount.” Or: “What counterarguments can I use if the salesperson points to rising costs?”

Within seconds, AI delivers perfect objection strategies. Many salespeople are amazed at how clever and quick-witted these texts sound. And then the question often arises: “Mr. Schumacher, what does this mean for us salespeople?”

AI gives buyers new “weapons”

In the past, a buyer had to gain years of experience to be able to conduct price negotiations with confidence. Today, all they need is a laptop with AI access. With just a few clicks, they can get formulations, arguments, and even entire conversation scripts.

This changes the dynamic: salespeople are more likely to encounter customers who are better prepared—even if they themselves are only occasional negotiators.

What salespeople need now: attitude and practice

The good news is that AI only provides arguments – it does not replace personality. A salesperson who is authentic, confident, and well-prepared will always come across as stronger than a buyer who simply recites memorized AI phrases.

Therefore:

• Attitude: If you don’t believe in your price yourself, you won’t be able to defend it even with the help of AI.
• Clarity: Customers want to feel that the offer has been calculated accurately.
• Practice: Practice price negotiations – ideally with AI playing the buyer.

AI as a sparring partner for salespeople

In my seminars, I now deliberately use AI as a “counterpart.” Salespeople use it to practice parrying typical purchasing tricks in real time. The effect: they experience how persistent AI objections can be – and learn to respond confidently.

This way, AI becomes a sparring partner rather than an enemy: it makes salespeople stronger because it prepares them better than ever for the next price negotiation.

Conclusion: People remain the strongest argument

Whether friend or foe, AI has long been part of price negotiations. The decisive factor is not whether it is used, but how salespeople deal with it.

As a speaker, I inspire sales teams not to fear this development, but to see it as an opportunity. And as a trainer, I show how AI sales simulations can prepare the team – so that they are not surprised in real conversations, but shine.

Book Oliver Schumacher as a trainer or speaker: 1 (704) 804 1054 or oliver.schumacher@premium-speakers.com