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Sales Tactics to Avoid A Discount

Sales Tactics to Avoid A Discount

How to Close The Sale Without Giving A Discount

Good Morning! News broke that Nike's incoming President and CEO started as an intern sales rep at Nike over 30 years ago, and will now be the leader of the $129 billion empire. If you ever needed a reminder that sales is one of the best jobs to kickstart your career, there it is. Happy selling out there. 🫡

In today’s Follow Up:

Closing the sale without a discount 🤑
Frontloading the negatives 👀
9 bad sales habits 🛑
Sales jobs, job market & a meme 😂

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Close The Sale Without Giving A Discount

No matter what you sell, there’s one thing that every buyer loves... and that thing is a discount.

We've all been there.

You're cruising through the sale, everything is clicking, and then BAM! The prospect drops the D-bomb: ‘Can we get a discount?’

Even though saying yes is usually the easy thing to do, it’s rarely the right thing. So today, we’re diving into how you can avoid giving a discount and still close the deal.

Let’s take a look. 👇️

The Groundwork.

The key to avoiding the discount conversation altogether starts way before the pricing conversation. It's all about nailing your discovery. When you uncover enough pain points in discovery and prove how your product solves those pain points, your price justifies itself. So before you worry about tactics to avoid a discount, make sure your discovery is taken care of.

1. Ask What's Missing

When in doubt, flip the script.

When a prospect asks for a discount, turn it back on them and ask ‘What value is missing to justify the price?’ It's like holding up a mirror to their objection.

Sometimes, they're just asking for a discount because... well, why not?

This question forces them to articulate any real concerns. Plus, it gives you a chance to address those concerns head-on. And maybe even uncover a new way to add value.

2. The "Value Stack" Approach

Instead of subtracting from your price, try adding more to the offer.

It's like supersizing a meal but without the extra cost (or calories).

Here are some ways to beef up your offer:

Bundle in complementary products or services
Throw in free training or onboarding help.
Offer priority or 24/7 support.

This works best when you can offer a product or service that’s valuable to the prospect but isn’t an additional cost to you or your company.

Fun fact: Studies show that customers perceive bundles as cost saving, even if there is no actual discount.

Bundles = value.

3. The "Sharp Angle" Close

When a prospect asks for a discount, and you can offer it, make them give something to get it. Agree to the discount, but with terms that benefit you both.

Example:

I was given approval to offer that discount, but only if you can sign by the end of the month.
I can get that discount approved but it will require a 2-year contract.
We are offering that discount if you’re able to help with a case study for our marketing team.

Sometimes discounts are the final tool you have to get the sale closed. So if you’re going to use it, make sure it will get the deal done.