Master Sales and Negotiation: 78 Flashcards from BANT and SPIN to BATNA and ZOPA

Sales and negotiation share a vocabulary problem: half the terms are acronyms (BANT, BATNA, ZOPA, CLV, RFP, POC), and the other half are tactics with names that tell you nothing about what they do. Deck NF6952 — Sales & Negotiation (78 cards) on Flip It turns that jargon into one-line definitions you can actually recall in a meeting rather than after it.

The four blocks inside the deck

1. The sales process — prospecting, qualifying, cold vs warm calling, sales funnel, sales pipeline, lead generation, discovery, pain point, value proposition, demo, proof of concept, sales cycle, closing, follow-up.

2. Methodologies and closes — BANT, SPIN selling, consultative selling, solution selling, value-based selling, relationship vs transactional selling, trial close, assumptive close, urgency close, objection handling, the feel-felt-found method, upselling, cross-selling.

3. Negotiation theory and tactics — BATNA, ZOPA, walkaway point, anchoring, concession, reciprocity, bundling, win-win (integrative) vs win-lose (distributive), plus the tactical zoo: nibble, flinch, straw man, silence, mirroring, good cop/bad cop, door-in-the-face, foot-in-the-door.

4. B2B reality and metrics — gatekeeper, champion, decision-maker, influencer, buying committee, enterprise vs SMB sales, account-based selling, land and expand, RFP, CRM, sales enablement, playbook, coaching, quota, commission, win rate, average deal size, churn, customer lifetime value, the 80/20 rule.

Nine cards that carry the deck

Study them as pairs, not as a list

Roughly a third of this deck is built from opposing pairs: cold/warm calling, inside/outside sales, up/cross-selling, relationship/transactional, win-win/win-lose, enterprise/SMB, door-in-the-face/foot-in-the-door, decision-maker/influencer. Reviewing them in isolation is what makes them blur. When a card from a pair comes up, force yourself to state the opposite card before flipping — if you can define cross-selling but freeze on upselling, the pair is not learned yet.

One card to annotate

Straw man in negotiation is defined here as introducing an intentionally weak position you can concede easily to look flexible. That is the negotiation-table meaning, and it is correct — but it is not the meaning you have met elsewhere, where a straw man is misrepresenting someone's argument to attack it. Add (negotiation sense, not the logical fallacy) to the back of that card now, before the two definitions fight each other during a timed review.

Second annotation, smaller: the front of one card reads sales vs marketing in lower case while every neighbour is capitalized. Harmless, but it signals where the deck was assembled from different sources — a good reminder that the closing techniques (block 2) and the negotiation tactics (block 3) can be studied as two separate sessions rather than one long slog.

Working through the broader business vocabulary too? See MBA Essentials Explained.

Look up deck code NF6952 in the Flip It library to begin.