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Discounting And Defending Value

Partners in Excellence

Then finally, to get the deal, we discount! How do they view the value we created in the context of the deep discount to win the business? If they are so willing to discount, was the value they talked about real?” Deep discounting to get an order diminishes our value creation and articulation tremendously.

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Discounting Your Price Brings You Discounted Customers

The Sales Hunter

One of the biggest reasons I don’t like discounting is that it not only destroys the value proposition, it also attracts lousy customers. The general feeling is that discounting the price to get a sale is better than no sale at all. ” Sales Motivation Blog. Blog pricing discount discounting price sales discounting'

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How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

Now, what if your prospect that you’re dealing with wants a bigger discount ? What if you’ve already offered a discount and the prospect says ‘you’ve got to increase that discount?’. Firstly, ask why the discount is necessary. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. should do it.

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We Don’t Create Value By Discounting It!

Partners in Excellence

” Hidden in this elegant argument was a request for a 20% discount. Rather than coming back to management and asking for a discount that would lock the deal in for end of year, he took a deep breath. But the sales person moved the discussion away from the discount to the business issues. I was so proud of the sales person.

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Should Salespeople Be Able to Offer Discount?

The Sales Hunter

Blog pricing discount discounting price sales discount' What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].

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Are You Confident Enough In Your Value Not To Discount?

Partners in Excellence

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%! What If You Couldn't Discount?

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Why Discounting Your Price is BAD Strategy

The Sales Hunter

One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. The issue comes down to not having a focused sales process and the confidence in themselves […].

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