Below are a few starting points for responding to the discount inquiry from prospects and customers (What can you do for me on the price?). Build from them and practice their delivery with your team (rather than with the prospect).
Preparation feeds confidence.
“Are you considering purchasing several?”
“I have a great deal of flexibility for multiple buys, but not on single purchases. Let’s take a look at your plans in the longer term and see if there’s something we can do to save you a little bit of money.”
“I won’t be able to offer a discount now without [increasing the delivery time, decreasing the volume, removing the benefit of the X, etc.]. Is [issue] necessary right now?”
“Our prices are firmly set based on specific cost structures that limit our discount flexibility. Is there a price you feel is more appropriate?”
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“Achievement is talent plus preparation.”
Malcolm Gladwell (1963- )
Canadian journalist
