What To Say When Asked For A Discount
By: Tessa Stowe | Leave a comment
The problem with just giving a discount by itself is that you have given something away and have asked for absolutely nothing in return. You’ve just created a win/lose situation. The potential client has "won" a discount amount and you have "lost" it. Also, just because you’ve agreed to a discount doesn’t mean you’ll get the sale, in fact, quite the opposite. You may have damaged your credibility to the extent this person no longer trusts you or wants to do business with you.
Instead ask if money is really the issue. If it is, instead of giving a discount, you lower the price by taking out something of value. This is a win/win choice.
They get the lower price and you still maintain your price for a certain value bundle. You could say, for example, "If price is more of an issue for you, then I suggest that we take out X product/service." (Suggest taking something out of high-perceived value). The person needs to see that in order to get the discount they have to give up some of the value from your offer. Alternatively you could ask them for suggestions for what they’d like to take out. Or maybe offer a couple of suggestions.
Your potential clients need to understand that there is a price for reducing the price!
– Tessa Stowe
http://www.SalesConversation.com
Last 5 posts by Tessa Stowe
- Hate Selling? Start By Being “You†When Selling - October 5th, 2007
- What steps can you take to overcome your fear of selling? - September 29th, 2007
- Are You Having Sales Conversations From Your Head? - September 23rd, 2007
- Three Steps To Authentic Sales Conversations - September 22nd, 2007
- A Simple Sales Strategy: Ask Questions - September 17th, 2007
