Stop Encouraging Your Prospects To Ask For A Discount!

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How do you tell your prospect your price? If you add adjectives like “our usual price”, ” the suggested list price” or “our regular price”, you are actually inviting the prospect to negotiate and ask for a lower price. Instead, try “the price is” and simply state the fact.

Having said that, some will ask just because it’s habit. If your prospects still asks for a discount, don’t automatically say yes. Justify your value first. Before you drop your price, ask the customer what they would like to remove from the package. Psychology proves that people would rather pay more than lose something they see as valuable to them.

Remember as Alen Weiss once said, “When was the last time you heard the demand: “Get me the cheapest brain surgeon you can find!” More motivational quotes here.

For more effective communication and presentation sales skills, join me on my webinar, Closing More Sales by Making a Better Sales Presentation – How to present your product so the customer actually buys.

Or check out my book Action Plan For Sales Success. It includes many best practices and tools used by today’s top sales performers that you can use to impact your sales immediately.

Or, if you would like to discuss proven sales techniques as they relate directly to your product or service, subscribe to my Coaching Services.

Aim Higher!

Susan A. Enns, The B2B Sales Coach, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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