What to say when your prospect asks… “Could I get a discount?”
Pause for 3 seconds, and say… “Price isn’t fair, huh?”
(Ask it slowly, politely, and calmly)
They’ll either say… “No it’s not.” And give their reason(s).
Or they’ll say…
“No no it’s not.” And give you none.
If they give you none and just want a discount then ask… “What price is fair?” (emphasize “is”)
Listen to what they say, but don’t defend, deny, or concede your price. It’s not the time or the place.
Whatever they say in either scenario, respond with…
“Let me think about it and I’ll get back to you tomorrow. Fair enough?”
This buys you time to think critically about their “ask” and send a revised offer tomorrow. (if appropriate)
The word “fair” is your friend.
There’s something about “fair” that sparks a meaningful dialogue with almost anyone.
Because selling with proportion and reason seldom fails.
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