Don't discount like a rookie, do this instead
Your discount strategy is killing your deals.
Here's what I've learned from 20+ years in sales:
1/ The Psychology
- Instant discount = Your price was fake
- Asked-for discount = Buying signal
- Negotiated discount = Value anchor
2/ The Framework
Wrong:
"I can offer 20% off"
Right:
"What else besides price do you need to make a decision?"
3/ The Leverage Points
- Contract length
- Payment terms
- Sign-by date
Each = bargaining chip
4/ The Power Move
"I can definitely discuss pricing flexibility. But first - besides price, what else would prevent us from moving forward today?"
Then shut up and listen.
5/ Common Mistakes
- Discounting before value demo
- No time constraints
- Multiple discount rounds
- Zero leverage asks
Your prospects smell desperation.
6/ The Decision Tree
Price objection comes up?
Follow this flow:
1. Value confirmation
2. Non-price blockers
3. Leverage identification
4. Time-bound offer
5. Clear commitment ask
Here's the thing...
Discounts don't close deals.
Leverage does.
Remember - amateurs cut price
Pros trade value
CQ
