Free Deliberate Discounting Training

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1. Pick deliberate discounts
Instead of leading off by offering a large, conspicuous discount up front, pick a smaller, more deliberate discount. A great way to do this is often to negotiate with hard dollar discounts rather than percentages.

For example, if your service costs $125 per user per month, you might be tempted to offer (or entertain your customer’s offer of) a 15% discount, which would be an $18.25 concession. Instead, shift your focus to dollars and offer a $5 or $10 per month discount which would only be 4% or 8% respectively.

In the same way, if your service costs $5 per user per month, moving in full-dollar increments to a $4 price point would be a whopping 20% discount. Instead, focus on offering smaller, more deliberate discounts like 25 or 50 cents per user per month which would only be a 5% or 10% discount respectively.

In either case, the customer will still leave with a strong sense of satisfaction and you’ll have preserved a large amount of revenue in the process.

Want more on this topic? Check out my free Deliberate Discounting training video and download the templates below.


2.”Defer authority”
One of the most critical concepts to master in the realm of belarus telegram data negotiation is power. In short, power represents the authority to grant concessions or agree to things the other party is asking for. While for salespeople, finding buyers with the ability to use their power to grant concessions is often seen as a positive thing, we don’t often consider how much power we want in a negotiation. In fact, NOT having power can actually help you generate higher levels of customer satisfaction.

For example, instead of granting the concession the customer might be asking for (assuming you have the ability to grant it), let them know that YOU don’t have the authority to give them what they’re asking for and that you’ll have to seek approval through the appropriate systems and players. If your organization already has an approval process in place for this type of thing, don’t be afraid to fall back on it.

Taking anywhere from a couple of hours to a couple of days to work through the approval process will make your customer feel grateful and satisfied with the outcome (even if the process may not actually take quite that long).