How Do You Respond When a Customer Asks For a Discount?

How do you respond when a customer asks for a discount? No matter what product or service you sell, you will likely come across customers asking for discounts for various reasons.

As a sales professional, your goal is to close these deals in a way that satisfies the customer, while working within your company’s pricing constraints.

Some organizations are very happy to entertain the discount request. In some cases, on their own timeline (ie. once or twice a year sale, regular discounts and promotions, etc.). In other cases, organizations discount as needed to close a specific deal, or based on the unique terms and size of the deal at a specific price range.

And of course, some companies refuse to offer discounts of any kind, preferring to set a price-tag that prospects understand to be firm and equal for all.

Regardless, sales professionals should be prepared for price reduction requests along the sales process. And they should have a response ready that will help the negotiation end where everyone is content with the outcome.

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