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