Prospect says, "Can I get a better price?" You say, "...

the deal is progressing nicely and you're close to closing and then the prospect asks you can you give me a better price or is that the best you can do or sometimes they'll even say stuff like hey Marcus the reason I'm asking for a discount is because I'm talking to my CFO and I want to make sure I come prepare the best price so can you come down on this today I'm going to walk through exactly what you can do to overcome it not give away discounts and still close it now first understand that if

you concede and you give a discount you are communic to the prospect two things whether you realize it or not number one you're saying you can't trust me hey when you were quick to give a discount the prospect is asking themselves well why didn't they give me that best price to begin with this can make them suspicious of you and make them think that you do not have their best interest at heart which obviously erodes trust or number two they might think your product may not be worth it it's ultimately showing to them that you

don't even believe in the initial price that you offer them so think about it if you really believed in the value would you actually discounted that quickly so you can see by being quick to Discount can actually backfire on you cause you to lose a deal now don't worry I'm going to sh this video today five strategies actually avoid giving discount while helping close the deal but before we go into the strategy it's key to run that objection of can I get a discount or Better Price through an objection handling framework for instance I like

the heart model that I came up with so let's say they say can you give give me a discount you go through this process H make them feel heard that sounds something like hey Carrie I appreciate the ask e get them to elaborate that sounds something like hey can you help me understand the reason behind the ask now let's say in this example here Carrie says she wants to walk and prepare with the best price discussed with CFO next we go into the a we now want to know aside from that objections or anything else

so that sounds something like this got to carry so aside from making sure you the best possible discuss with the CFO is there anything else giving you PA about us working together let's say Carrie says that's the only thing then we move on to R re clarify value and that may sound something like this hey Carrie can you remind me again what do you like most based on what we discussed so far at this point let her tell you then we go into T transition to a close at this stage this is where we're going

to insert some of the following strategies one of the five to help you close without giving away a discount so strateg number one I call the reduction close now this strategy can be very effective if you had put together a comprehensive package of multiple Services options or features this is where you say something like this hey let's review everything you told me you want as part of your custom package and let's take out what is not considered a musthave but a nice to have then we can recalculate the investment so for example let's say you

sell a social media management software and the custom package has over two dozen different features and adds from Team rolls permissions custom Rand URLs autac link tracking automation tools premium supporting and so on so forth you can then go through with them to remove things to lower the total investment now just to clarify you're not giv a discount you're reducing what they ask for to get a lower total cost so now they can decide what's worth it to pay more to get what they want strategy number two the substitute close so I'm going to assume

you do the best possible job with them and you present the best options solve their problems in this strategy you simply offer a substitute that is cheaper it might be a good product but maybe not the best but it is cheaper so that may sound something like this hey so Carrie I know we discuss option X another option is option why it does similar thing one two and three but doesn't have four five or six things that you like from prior option however it is cheaper by x amount of dollars what do you think so

again you're not given a discount you're offering a lower price option and at that point they may decide well you know what it's not worth it to go for a lower price option not get what I want so they'll opt for the higher price one which actually solves the overall problems strategy number three the upsell value give this is a super powerful one this can work if there's a future upsell that you can give away now for even a short trial period a teaser of the next level that they can enjoy for a time and

there's many variations kind of the same concept but let me give you an example so for instance let's say you can provide 30-day access to premium support in which their support tickets gets escalated the fastest so that might sound simple like this got it Carrie have the best price but what I can give you is premium support which is normally reserve for the highest packages and costs 30% more but I can give you 30 days of that support at no extra cost now here's a really cool part if they enjoy the upsell value give whatever

you offer them they may just upsell naturally after the 30 days so think what could you give away that could be of high value now if you give something away it's high value but costc be virtually nothing that's a winning combination on the flip side you can also do strategy number four the three option close so this strategy works best before you get to discussing pricing you simply just present three options up front a good better and best option this way if they ask for a discount account you can just move to the lower cost

options when you look at a majority of software pricing pag or even on like say apple they already do a variation of something very very similar you're going to do the same thing but said you can do it on sales calls again you're not giving away any discounts You're just showing them other ways to buy without conceding on price so for example I know when I go to the Apple site if I want to get a MacBook Pro there's multiple different options right however I know if I want to get the memory and speed I

want I'm going to have to to pay for it now I know I could say well I'm going to go for the cheaper option and go for that but then I'm not going to get what I want so it it forces me to decide what I really need in the reality is most of the time because I see the value what I want to get I'll pay more to get what I actually want strategy number five flexible payment terms this is a cool one but you want to make sure you know all your options up

front that your company can provide here's the thing if price is your ultimate concern payment terms can be a really neat way to get the price you want still this is even in our own lives for instance most people don't have the cash to buy a home outright instead they agree to payments with a bank that they are good with it's the same thing when they buy a car no different this concept is going to be very similar but in a buying situation for B2B for instance maybe you can do something like this maybe you

can do payments half up front half in 30 days maybe do payment split to 3 months maybe you can go from say net 15 payment terms to Net 30 or more maybe you can give the upsell value away if they pay within net 15 you get my point there's actually so many unlimited ways to get create the payment terms all right so there you have it those are five strategies help you close out giving away a discount now I know what you're thinking but Marcus in some situations if I don't give a discount I'm going

to lose the deal listen I get there I I've been there like just like anything else there are exceptions to every rule so let's say this is a situation which you simply have to give a discount like they want discount they're pushing for Discount you legitimately feel that you need to give them s order close a deal if that's the case if you feel this Prospect really needs that discount to close a deal then listen soon super carefully three simple words give to get you need to ask for something in return for every concession you

make ask for something in return so they want that discount okay Carrie tell you what what if I gave you a 10% discount let's say Carrie says that'd be amazing okay Carrie listen I can give you a 10% discount overall if we add on five more licenses we already discussed the 15 sales drops on your teams but if we can get the five Cs reps on here I'll give you a discount so now you've increased the deal size and your condition them in how you do business here's another example okay Carrie I can give you

a 10% discount if you do a three-way tax intro to five other business owners who would see value we discussed today before rapid St call so now you're getting future business with five Super War referrals so the next time someone asks you for a discount try out these five shes I shared today and of course that doesn't work which sometimes that's going to happen and you're going to give discount just make sure you ask for something in return now if you want to learn how to ethically influence your prospect to take action I'll see you

this next video right here