"I will need a discount." What do you say?
- Scott James Purves
- Jul 11, 2022
- 1 min read
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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