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?

 

WOULD YOU LIKE TO ENHANCE YOUR SALES SKILLS?

 

WATCH our tips on Business Development

Get 50 Top Sale Tips for High Performing Sales People in your hands right now – go ahead and get your FREE copy here!