3 Reasons Customers Hound You For a Discount

You’ve probably experienced or heard of situations in sales where a prospect: 

• Asks for a discount. 

• Receives the discount. 

• But still doesn’t buy.

Why is that? 

Price was never their problem to begin with.

Here are 3 reasons customers hound you for discounts 🤦🏻‍♂️

They’re Not Seeing the Value

If a customer understands their ROI clearly, chances are they’re less inclined to squabble over price.

What’s an extra couple thousand per month when a company’s most crucial process has been transformed from a headache-inducing travesty to a smooth operation guaranteed to improve its bottom line? 

If they’re not seeing the value, this also means you didn’t succeed in having them relive their pain.

Go over your questions — make sure you’re leading prospects in the right direction and framing your solution in the best way possible i.e. make them visualize what things look like for their company in the next few months if they don’t find a solution.

You’re Not Prepared to Walk Away

If you’re spending 40-80 hours per week selling something — you’d better be confident in whatever it is.

Otherwise, prospects (especially ones who are experienced in negotiating) are going to smell the desperation. By mastering your USP and the ways to frame your solution as the ideal choice for the prospect, you should also discover the confidence to stand by your price. 

No need to be super aggressive.

In many ways selling is a lot like dating: the one more willing to walk away holds all the cards. Besides, your refusal to bend in price reinforces your USP in showing that the product is worth your dying on that hill.

The Prospect is a Haggler (AKA a Waste of Your Time)

The more skilled you become at selling the more quickly you will become at ‘smelling the rat’.

Hagglers usually object to prices with or without any meaningful exchanges and tend to be difficult to work with before a sales is even made.

A common trait of these prospects is to go completely deaf to any questions you pose, or any answers you provide. Oftentimes they will incessantly make demands on dropping your price among other ‘requests’ without showing any interest in being advised.

We should point out that if you're prospecting effectively you shouldn’t encounter these types very often.

In fact, this should be an outlier, not something you encounter on every other call or meeting.

When you do encounter them be sure to move along as quickly as possible.

Sales Q&A

Removing Discounts Was the Best Thing I Ever Did

Read more here.

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