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"I will need a discount." What do you say?

You've gone through your sales process like a knife through butter.


You've built rapport, credibility, a strong business case and an urgent call to action.


They're in.


All you need to do now is send them the contract.


Then comes one final request...


"I'll need a discount."


What do you say?



...I usually pause and let it land so there's a bit of an uncomfortable silence. It'll sound as though I'm slightly offended by the mere suggestion.


Then I'll usually repeat back to them as a question (Chris Voss style):


"You'll need a discount?"


...then pause again...so they have to respond by justifying it.


Then stand firm.


Tell them all your clients pay the same price - as they recognise the value - so how could you possibly justify a discount?


Go silent again.


Let them fill in the gap.


They'll feel silly for even asking.



Remember a request for a discount is rarely about the money.


Some people just like to get a deal - it makes them feel in control.


Don't relinquish your power by acquiescing.


You'll lose credibility and respect.


Discounting - particularly on the spot - makes you look weak and insecure.


Stand your ground and be confident in your pricing.


It's about so much more than the money - it demonstrates self confidence, belief and strength of character.


If a prospective client has 90% of the cost of your solution they will have 100%.


Usually without exception.




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