Have you ever found yourself in a situation where you're asked for the, "Best price", or even asked for a "Discount"? Here are a few reasons why discounting works against you as a sales professional.
Let's say you're presenting to the customer, and they are requesting a discount. I know far too many sales people (not professionals) that struggle with this. Consumers in today's market place are educated from all fronts. There are websites, social media, third party review sites and the like that provide feedback from other consumers around the world speaking about the price, the service, and warranty offerings others are receiving from the same product you offer. Sales professionals understand this and move from price selling to solution based selling. They're focused on finding out how to utilize a product or service to solve a particular challenge the consumer or business is experiencing.
Three ways discounting hurts you and your company:
Curtis DeCora has helped start 61 businesses throughout the states of Wisconsin and Minnesota, as a consultant and business growth specialist. He has 10 years of B2B sales experience in the corporate and small business areas.