article thumbnail

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.

Discount 146
article thumbnail

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.

Discount 164
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

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?

Discount 161
article thumbnail

“We Need To Discount….”

Partners in Excellence

But I started noticing a problem, 100% of the deals required a “discount.” ” “What’s the problem, why do we need to discount in each of these deals?” Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs).

Discount 118
article thumbnail

What If You Couldn’t Discount?

Partners in Excellence

How would buying and selling change if you couldn’t discount? What if there were no discounts for making a decision sooner, no discounts for who you are as a buyer, no discounts even for volume or phase of the moon?” The post What If You Couldn’t Discount? Related Posts: "We Need To Discount."

Discount 114
article thumbnail

On Pricing, Discounting, and Value

Partners in Excellence

They discount every once in a while and offer promotions, but mostly both are known for great, though very different value propositions. Recently I saw an organization whose average discount was 50%. They aren’t looking to lose money, in fact they are happy with the profits they are getting with the special discount.

article thumbnail

Pricing And Discounting Are Different!

Partners in Excellence

This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Bob Apollo kicked off the discussion with the premise: Discounting is a sign of failure. I realized that people confuse pricing strategies and discounting. Discounting is a failure in sales execution.