Discounting erodes trust
Some sales people can get into the habit of offering discounts.
The client was sold. You gave a price. They asked for a discount. You gave it. No reason given.
If you discount without a reason you can be implying:
✔ We were going to make more money from you and now you’ve asked for a discount, I’ll set a more realistic rate
✔ My product wasn’t as valuable as I had originally claimed. There is a revenue loss – and trust is lost. When I’ve received a discount without asking I sometimes felt ripped off or even conned.
Avoid discounting by:
✔ Being so congruent with your offer from the outset so they don’t think to ask for a discount
✔ Being so aligned they believe the value. If you do discount:
✔ Get something in return – if you give something away, get something back
✔ Use the clients need for value to add on valuable extras and discount those
✔ Give a reason – ‘on this occasion I’d be happy to because xxx’
🧲 My question to you – how did you feel when you didn’t even ask for a discount and it was offered anyway?